Watermark
Prospect Account Executive
Edtech.com's Summary
- Drive revenue growth by developing and executing regional sales plans aligned with monthly, quarterly, and annual targets.
- Prospect aggressively to generate new leads, contributing to 55% of the sales pipeline.
- Conduct consultative product demonstrations and create prospect-specific presentations for higher education clients.
- Collaborate on responses to RFIs and RFPs and maintain regular contact with key prospects.
- Use MEDDPICC or similar sales methodologies to manage complex outbound sales processes.
- Requires minimum 2 years of B2B SaaS sales experience, preferably in higher education technology.
- Experience with prospecting via cold calling, emailing, and LinkedIn is necessary.
- Bachelor’s degree or equivalent work experience required, with strong communication and professional presence.
- Compensation ranges from $85,000 to $90,000 plus commission, varying based on factors such as experience and location.
- Occasional travel required for conferences and specific sales opportunities.
Prospect Account Executive Full Description
About Us
Weâve spent the last 20 years helping thousands of colleges and universities spend less time collecting data and more time learning from it. Watermark is a global, high-growth SaaS provider of assessment software for higher education institutions worldwide including the majority of the top 200 U.S. News & World Report colleges. There is a reason weâve won EdTechâs Overall Higher EdTech Solution of the Year! In 2024, we celebrated being named a winner for The Edtech Breakthrough, The TITAN Business, and the Stevie Award. Weâre just getting started! Our phenomenal team of people is at the heart of everything we do and we invite you to consider joining us!
About the Role
The Prospect Account Executive is the primary representative for Watermark within a multi-state region. The role is focused on understanding and solving the complex challenges of Watermarkâs higher education institutions, while driving revenue growth within the region. The position carries an expectation that the candidate will develop and execute a regional growth plan based on monthly, quarterly, and annual growth targets established with company management.
The Account Executive position reports to the VP of Sales.
Key Responsibilities of the Role:
⢠Represent the company as the Watermark solution expert in the sales process.
⢠Develop & execute an effective regional sales plan to achieve sales goals.
⢠Deliver consistent sales results against monthly/quarterly/annual sales goals.
⢠Effectively and aggressively prospect and generate new leads non-Watermark schools; contributing 55% of pipeline requirements
⢠Develop a long-term view of prospectâs strategic objectives and business model and how Watermarkâs solutions support their goals and objectives.
⢠Create and deliver prospect-specific presentations and demonstrations
⢠Periodically Represent Watermark at trade-shows and conferences.
⢠Conduct consultative product demonstrations, in partnership with a solutions engineer, for higher education faculty and administration.
⢠Collaborate with key business stakeholders to develop convincing replies to RFIs and RFPs.
⢠Contact key prospects on a regular basis to build strong relationships.
⢠Exercise excellent judgment in qualifying and prioritizing prospects.
⢠Map and align Watermarkâs functional solutions to prospectsâ needs.
⢠Communicate prospects' requirements and needs for the Product team
⢠Provide feedback and collaborate with both product marketing and product council meetings based on learnings from the field
⢠Drive an effective sales process managing complex, outbound sales through MEDDPICC
⢠This job description is not designed to contain a comprehensive listing of activities, duties, or responsibilities that are required. Nothing in this job description restricts management's right to assign or reassign duties and responsibilities at any time.
Key Requirements of the Role:
⢠Minimum 2 years B2B SaaS sales experience
⢠Experience selling technology in higher education strongly desired
⢠Ability to build and maintain strong customer relationships
⢠High level of integrity, work ethic and a positive attitude
⢠Proven track record of quota attainment in previous roles
⢠Experience in a heavy prospecting role
⢠Ability to work well in a team environment
⢠In-depth understanding of the higher education assessment market is a plus
⢠High ability and willingness to collaborate across teams
⢠Sales position, with occasional travel for conferences or specific opportunities
⢠Experience with MEDDPICC selling, or similar methodology a plus
⢠Experience prospecting through cold calling, emailing, and LinkedIn
⢠Professional presence and communication skills
⢠Bachelorâs degree or equivalent work experience
Watermark is committed to fair and equitable pay practices for all qualified candidates. The pay range for this role is $85K - $90K + commission and varies based on several factors including geographical location, level of experience related to the role, education/ licensure/certificates of the individual filling the role and other business and operational considerations.
At Watermark we are continually strengthening the rich diversity in our workplace - the primary reason we succeed. Weâre committed to equal opportunity employment and work together to provide an inclusive hiring experience where all qualified applicants receive equal consideration for employment without regard to race, color, religion, gender, gender identity or expression, family status, marital status, sexual orientation, national origin, genetics, neurodiversity, disability, age, protected military/veteran status, or any other non-merit based or other legally protected grounds.
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