With an eye to help DigitalEd grow, the successful sales professional that fills this position will hunt net new business opportunities in the United Kingdom, across Europe, and neighbouring regions
Their primary focus will be to add to the long list of distinguished customers like the University of Leeds, Imperial College London, University of Birmingham, Technical University Delft, Universitá Torino, University of St Andrews among many others and extend our reach into other prestigious universities and secondary learning STEM departments
Sales Executives at DigitalEd are accountable for all aspects of the sales cycle
This includes prospecting future clients, cold outreach, facilitating sales meetings, hosting webinars, following up with potential clients, collaborating on demos and negotiating contracts
The focus is on the delivery of their new business and growth from existing quota while managing a healthy revenue pipeline
They work collaboratively across internal teams, and engage directly with prospects and customers to build sustainable relationships for long-term adoption and satisfaction with Möbius
Self-Starter Mentality: You’re not allergic to the risk of the unknown. You’re ready to open doors, propose initiatives and initiate activities that achieve results
Build Pipeline: You’ll collaborate with teammates in Marketing, Business Development and Customer Success to drive campaigns that’ll build net new sales pipelines and upsell/cross-sell opportunities within the existing Digital client base
Own The Territory Plan: You’ll create a clear and effective opportunity closing plan for your region that sets out a clear path to achieving your targets. You’ll pride yourself on knowing your customers and forecasting with reputable data and insights
Manage and Close Opportunities: You prioritize top opportunities that give you a clear path to achieving your numbers, and you’re comfortable leveraging leading sales enablement platforms like Salesforce, Salesloft, Gong, Cognism, etc. to ensure a strong personal brand when it comes to the sales experience
Measures of Performance: How You Know You’re Doing Well...
Revenue: Maximize revenue opportunities and exceed revenue targets in your region through hard work, effective planning, teamwork, and leveraging your internal resources
New Business: Find, influence, and win both new customers and new revenue opportunities within existing clientele
Pipeline Generation: Increase the size of the sales pipeline to 3 - 5X coverage of the regional sales quota, with a focus on driving new business
The expected ramp-up time to full proficiency in this role is 3 months, so it’s incumbent on us to provide a strong onboarding and it’s incumbent on you to show up with a desire to learn and make an impact. Here’s the plan for your first few months at DigitalEd:
With a theme of OBSERVING, by the 30-day mark, your goal is to:
Learn about our value proposition - the product, customer value, reasons we win and lose, etc
Learn about processes via our Sales PlayBook, internal systems, and tools, etc
Learn about and ask questions about our Sales Process
With a theme of DOING, by the 60 day mark, your goal is to:
Become more comfortable with DigitalEd and the Möbius product, understand our value proposition and key solution differentiators, deliver our sales presentation
Dig into understanding your Territory. Who are our existing customers? Map your territory and create an initial sales plan, identify the largest opportunities, learn as much about our market and territory as possible
Learn common “discovery questions” and probing for points of need and pain with prospects
Learn how to do a short 10 minute Möbius demo!
Conduct a role play presentation on Möbius with the team
With a theme of LEADING, by the 90 Day mark, your goal is to:
Facilitate your own customer meetings
Host your own customer demos
Manage the sales process within our CRM
Start to build out and hone your “Territory Plan”
Requirements:
Individuals with sales or consulting experience in Education Technology or HigherEd Sales would find this role appealing, challenging, and ultimately rewarding
A true sense of ownership in your work ethic, you thrive on a job well done and pride yourself on presenting a well-organized and impactful pitch
Excellent planning skills to build and execute a territory plan for your region
Collaborative operational mindset, you understand how integral teamwork is when working with and for customers; orienting a team around the customer’s needs is your secret sauce
Excellent communication and presentation skills, you can clearly and confidently communicate with customers and stakeholders from all levels
Data driven with a keen eye for managing the health of a revenue pipeline through metrics and numbers that matter
An effective contract negotiator, you know how to navigate and find win-win outcomes for both DigitalEd and our customers
Lastly, our ideal team member is self-directed, process-oriented, adaptable, passionate about sharing knowledge and a lifelong learner themselves. To be successful in this role:
Diving in and embracing our product is key
5 years+ of quota carrying exposure to selling education technology in SaaS would be a stand out asset on a candidate’s profile
Candidates with previous Consultative Selling and/or Solution Selling Sales training are encouraged to apply, and we’ll take care of providing robust training on the Möbius Platform
Benefits:
Retirement savings program
Stock options program
Work from home opportunities
Full group benefits health plan
Personal health days on top of your vacation entitlement
The opportunity to participate in an equity incentive program
