Account Executive – Institution

VitalSource

Account Executive responsible for building sales pipeline and managing full sales cycle at VitalSource Technologies. Focusing on B2B sales in the edtech sector with institutional partners.

Posted 6/10/2026full-timeRemote • 🇺🇸 United StatesMid-LevelSenior💰 $100,000 - $145,000 per yearWebsite

About the role

Key responsibilities & impact

Build and execute territory plans prioritizing high-potential institutional prospects
Develop qualified pipeline through outbound prospecting, referrals, events, campus visits, and coordinated marketing campaigns
Own the full sales cycle from initial outreach to close
Deliver consultative sales presentations and product demonstrations tailored to institutional stakeholders
Manage pipeline quality, opportunity progression, and forecast accuracy in Salesforce or approved CRM
Coordinate cross-functional support from various departments to support complex opportunities

Requirements

What you’ll need

3-6 years of B2B sales experience
Ownership of prospecting, pipeline management, forecasting, and closing new business
Experience with SaaS, edtech, higher education, or complex institutional sales preferred
Demonstrated track record of exceeding annual revenue quotas
Experience managing complex, multi-stakeholder sales cycles of 3–9 months
Skilled in managing pipeline, forecasting opportunities, and tracking deal stages within Salesforce or equivalent CRM platforms
Strong analytical, problem-solving, and decision-making skills
Ability to configure and deliver tailored product demos for diverse stakeholder audiences

Benefits

Comp & perks

Medical, Vision, Dental, Life, Disability, Critical Illness, Accident, FSA, HSA, ID Protection, Pet and Legal Insurance
401K match up to 5%
12 weeks of paid parental leave
Tuition reimbursement program
4 weeks’ vacation, 12 sick days, 11 company holidays, and 3 personal days
Flexible work schedules and remote capabilities
Opportunities for fitness challenges and rewards

ATS Keywords

✓ Tailor your resume

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools

B2B salespipeline managementforecastingclosing new businessconsultative sales presentationsproduct demonstrationsoutbound prospectingsales cycle managementanalytical skillsproblem-solving

Soft Skills

decision-makingcommunicationcross-functional collaboration