Real Impact Starts With the Right Opportunity

We are seeking a high-performing Academic Account Executive to accelerate adoption of our solutions within higher education institutions, including universities and colleges. In this role, you will work with cybersecurity and IT instructors and department leaders to demonstrate how ACI Learning’s Training and Skill Labs help them deliver the student outcomes they need. You will combine strategic selling with strong education market awareness to navigate complex buying processes and close new business in your territory. What You’ll Do Consistently achieve or exceed quarterly and annual sales quotas. Develop and maintain a healthy sales pipeline Become deeply knowledgeable in our products and technologies so you can explain them clearly and simply to target buyers. Quickly research prospect accounts, identify target buyers and opportunities, and close them. Maintain accurate CRM records, ensuring clean data and timely, reliable sales forecasts. What We’re Looking For (Requirements) 5+ years of full-cycle sales experience selling SaaS or software solutions to senior technical buyers. Proven success achieving sales quota multiple years in a row at the same company. Experience closing new customers with an average order value of at least $5K to $20K.    Experience with Salesforce, Outreach or SalesLoft, and LinkedIn Sales Navigator. Smart, curious salespeople who ask strong questions, use data to make decisions, and are self-motivated. We Prefer Understanding of cybersecurity and IT technologies and trends, or a demonstrated ability to sell complex software or SaaS technologies. Background in higher education sales, particularly selling to department heads and faculty. Knowledge of academic buying seasonality and processes is especially helpful.

Most business development roles stop at the handoff. This one doesn’t. You’ll spend the bulk of your week opening new commercial conversations for our Account Executive team, and you’ll also carry a small book of your own that you close yourself. If you want to prospect and you want to sell, and you’d rather not wait two years for permission to do the second one, this is a rare place to do both. What you’ll do ACI Learning trains people in cybersecurity, IT, and audit. A lot of organizations need exactly that and have never heard of us. Your job is to find them and start the conversation. Roughly 80 percent of your time is outbound. You’ll research target accounts, build lists that reflect who actually buys from us, and run real outreach across phone, email, LinkedIn, and video. When a conversation turns into something real, you’ll hand it to an Account Executive with enough context that they can pick it up without starting from zero. The other 20 percent is yours to close. Interest comes through our eCommerce funnel every day, and some of it comes from small teams rather than individual learners. Those opportunities are too big for a checkout page and too small to pull an Account Executive off enterprise work. When a team of three to five needs licenses, you run it end to end: discovery, demo, quote, objections, close. Anything smaller goes to self-service. Anything larger goes to an Account Executive with your qualification attached. Specifically, you’ll: Run consistent outbound prospecting across multiple channels to create new commercial opportunities Research accounts and build target lists aligned to our ideal customer profile and territory priorities Qualify inbound leads against agreed criteria and act on them quickly Book discovery meetings for Account Executives and make sure they actually happen Hand off with real notes: qualification, stakeholders, and a scheduled next step Own the full sales cycle for three to five seat opportunities, from qualified through closed Build quotes, work through pricing and objections, and process orders to completion Keep your CRM records current daily Tell marketing the truth about lead quality and what messaging is landing Bring recurring objections and pricing friction back to our eCommerce, marketing, and product teams What you’ll need Bachelor’s degree or equivalent practical experience At least one year of business development, sales development, or inside sales experience in a business-to-business environment A track record of consistently hitting activity and pipeline generation targets Genuine outbound ability. You can build pipeline without waiting on inbound volume Working proficiency with a CRM and a sales engagement or sequencing platform Comfort running a transactional sales cycle on your own, including pricing conversations and objection handling Clear writing and speaking, with enough credibility to hold a real business conversation with a technical or operational buyer The ability to manage your own time, priorities, and output in a fully remote role What we’d like you to have Experience in education technology, SaaS, IT training, or the cybersecurity, audit, or IT skills market Experience at a company that runs both self-service and sales-assisted motions Exposure to sales organizations with multiple segments and defined account routing rules What we require Based in the United States and able to work remotely full time A dedicated, distraction-free workspace with reliable high-speed internet Availability during standard business hours aligned to your assigned territory Sustained use of a computer, headset, and phone, with frequent phone and video conversation throughout the day What we’re counting on from you That you prospect consistently rather than in bursts. The rhythm matters as much as the volume That the opportunities you pass along get accepted by Account Executives, because you qualified them properly the first time That the meetings you book actually happen That the three to five seat deals you own get closed, and that the revenue shows up That deals land in the right motion. Sending one to the wrong place costs us either margin or speed That the CRM reflects reality. If it isn’t in the system, it didn’t happen If you’ve spent the last year booking meetings for other people and you’re ready to start closing some of your own, we’d like to hear from you.