D2L
Account Executive, Higher Education (Mid-Market)
🇨🇦 Hybrid - Kitchener, ON
🕑 Full-Time
💰 $60K - $85K
💻 Sales
🗓️ November 7th, 2025
Edtech.com's Summary
- Drive full sales cycle from prospecting through closing in mid-market Higher Education SaaS sales.
- Develop and maintain a healthy 12-month sales pipeline with support from Business Development Representatives.
- Use Salesforce CRM to manage activities, pipeline, and reporting accurately.
- Collaborate closely with Business Development, Marketing, Professional Services, Finance, Engineering, and Channel Partners.
- Participate actively in RFPs, proposal preparation, and contract negotiations.
- Required competencies include selling to C-level decision-makers, strong knowledge of North American Higher Education, and familiarity with MEDDPICC or similar sales methodologies.
- Proficiency in Salesforce and understanding of web/database technologies and AI tools.
- Minimum 2 years of SaaS or complex solution sales experience, with proven pipeline management and quota achievement.
- Willingness to travel up to 25% and ability to travel freely between US, Canada, and other countries.
- Base salary range is $60,000 to $85,000 CAD, with additional benefits including wellness subsidy, equity grants, and variable incentives.
Account Executive, Higher Education (Mid-Market) Full Description
D2L is a cloud company that is modernizing education and building the Future of Work. The old models of teaching and learning are in the midst of the largest transformation in history, and D2L is at the heart of that fundamental shift.
New models of teaching and learning enable a personalized, student-centric experience â and deliver improved retention, engagement, satisfaction, and results for learners of all ages â in schools, campuses, and companies.
D2L is disrupting the way the world learns, by providing the next generation learning environment and solutions to engage and inspire learners. And most importantly, by giving customers a platform that is easy, flexible, and smart. No other company provides a solution as robust and innovative as D2L.
D2L has had a singular mission for 25 years and is dedicated to that same mission in the years ahead: to transform the way the world learns â and by doing so, we will help improve human potential globally.
A member of our Talent Acquisition team reviews ALL of our applications - yes a real person reviews resumes! They are excited to read more about what amazing things you could add to D2L.
Job Summary:
As an Account Executive at D2L you will be responsible for meeting and exceeding sales objectives of the assigned territory by promoting and selling the D2L product suite through professional sales techniques. This role requires proven ability to sell high-value, complex software solutions to the Higher Education market.
You will spend the majority of the role in-field developing and cultivating prospects, moving them through the sales process and closing new business. You will be supported by a Business Development Representative, who is responsible for assisting you in the creation of a qualified pipeline.
How You Will Make an Impact:
- Own your territory and drive results:â¯Exceed revenue targets by managing a full sales cycleâfrom prospecting to closing.
- Build pipeline:â¯Make prospecting an integral part of your regular routine. Consistently add new prospects and maintain a healthy 12-month pipeline.
- Drive complex sales:â¯Navigate a 12â18 month mid-market, SaaS sales cycles with multiple stakeholders.
- Collaborate cross-functionally:â¯Develop positive relationships and work closely with Business Development, Marketing, Professional Services, Finance, Engineering, other departments and Channel Partners. Effectively and efficiently deploy D2L resources at appropriate stages in the sales cycle to advance the sales process.
- Participate in proposals: Take an active role in the RFP process. Prepare written presentations, reports and price quotations. Participate in contract negotiations.
- Professional development and upskilling: Continuously improve your product knowledge and selling skills through self-learning, Revenue Enablement-hosted initiatives and other training opportunities. Be well informed about current industry trends and be able to talk intelligently about those trends in the context of your territory.
- Leverage CRM: Use Salesforce to track activities, manage pipeline, and report accurately.
- Partner engagement: Understand the D2L Partner relationships and how they relate to D2L sales.
- Represent D2L: Attend and participate in sales meetings, product seminars, conferences and trade shows.
- Travel: Travel up to 25% (1-2 times per month)
What You'll Bring to the Role:
Competencies:
- Deep understanding ofâ¯mid-market sales cyclesâ¯and experience selling toâ¯C-level decision-makers.
- Strong knowledge of theâ¯North American Higher Education system.
- Familiarity withâ¯MEDDPICCâ¯or similar sales methodologies.
- Proficiency inâ¯Salesforceâ¯and other sales tools.
- Working knowledge of web and database technology.
- Familiarity with AI tools and using AI to further business goals.
Skills:
- Ability to craft a solution with appropriate products and services that meet business goals based on client discussions, and skilled at presenting these solutions to stakeholders.
- Excellent communication, presentation, and negotiation skills.
- Collaborative mindset and able to work in a team environment.
- Strong leadership and motivational skills.
Suggested Qualifications/Experience:
- 2+ yearsâ¯of successful SaaS or complex solution sales experience (EdTech, HCM, or eLearning preferred).
- Proven success in prospecting, building a pipeline, and moving opportunities through the sales cycle.
- Proven ability to manage a pipeline ofâ¯50+ accountsâ¯and a track record of successful achievement of assigned quotas.
- Willing to travel up to 25% and able to travel freely between the US and Canada or other countries and hold a valid passport.
- Bachelorâs degree recommended (technical, business or education-related is ideal).
Location Information: This role can be performed from your home office within Ontario or from one of our vibrant office locations in Kitchener or Toronto.
The expected base salary range for a new hire in this role is listed below. The annualized base salary offered is determined by each candidateâs relevant knowledge, skills, education, training and experience. It is aligned to ensure both internal and external competitiveness using market data for the geographic location and industry. As part of the total compensation at D2L the role may be eligible for additional benefits including a Wellness Subsidy, Equity Grants, Variable Incentive, and more.
Donât meet every single requirement? We strongly encourage you to still apply! At D2L, we are committed to creating a diverse and inclusive environment. We encourage your application even if you don't believe you meet every single qualification outlined, because we love to help our people grow and develop!
Why we're awesome:
At D2L, we are dedicated to providing you with the tools to do the best work of your life. While some of our perks and benefits may vary depending on location or employment type, we are proud to provide employees with the following through #LifeAtD2L:
- Impactful work transforming the way the world learns
- Flexible work arrangements
- Learning and Growth opportunities
- Tuition reimbursement of up to $4,000 CAD for continuing education through our Catch the Wave Program
- 2 Paid Days off for Catch the Wave related activities like exams or final assignments
- Employee wellbeing (Access to mental health services, EFAP program, financial planning and more)
- Retirement planning
- 2 Paid Volunteer Days
- Competitive Benefits Package
- Home Internet Reimbursements
- Employee Referral Program
- Wellness Reimbursement
- Employee Recognition
- Social Events
- Dog Friendly Offices at our HQ in Kitchener, Winnipeg, Vancouver and Melbourne.
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