Enterprise Account Executive

ABOUT TERRA DOTTA:
Terra Dotta is a global software company that provides more than 700 organizations with software that allows them to manage international education programs. Terra Dotta offers an exciting workplace dealing with organizations worldwide and working with staff who have worked, lived, and studied around the globe. We foster internationalization for incoming and outgoing teams, faculty, and students, increase travelers’ safety and reduce organization liability. 

OUR VISION:

Transforming the future through global connections today.

OUR MISSION:

Develop innovative solutions that delight and empower international educators by expanding their global impact, fostering life-changing cultural exchanges, and preparing students to flourish in a global community.

About the Role:

Terra Dotta is seeking a results-driven Enterprise Account Executive to join our dynamic sales team. As a proven hunter, you will drive new business growth by identifying, acquiring, and expanding enterprise accounts within the higher education sector. This role requires expertise in Account-Based Sales (ABS), strategic account management, and advanced sales methodologies like MEDDICC, ensuring a consultative approach to solving client challenges and maximizing revenue opportunities. You will also leverage strong forecasting skills to accurately track pipeline progress and drive predictable revenue outcomes. 

What you'll do:

• Proactively identify, pursue, and acquire new enterprise clients, demonstrating a true hunter mentality. 

• Develop and execute Account-Based Sales (ABS) strategies tailored to key prospects and enterprise clients. 

• Manage and grow relationships with enterprise-level accounts, ensuring long-term partnerships and customer success. 

• Consistently achieve and exceed sales targets by driving new business opportunities and expanding existing accounts. 

• Lead the full sales cycle, including prospecting, product demonstrations, contract negotiations, and closing complex deals. 

• Apply advanced sales methodologies like MEDDICC to qualify opportunities and improve deal predictability. 

• Leverage strong forecasting skills to provide accurate pipeline insights and ensure predictable revenue growth. 

• Identify and develop upselling and cross-selling opportunities to maximize revenue. 

• Provide top-notch customer service and strategic support, ensuring client satisfaction and retention. 

• Represent Terra Dotta at industry conferences, trade shows, and campus events to generate leads and expand market presence. 

• Report sales progress and pipeline forecasts to senior management using CRM tools like Salesforce or HubSpot. 

• Collaborate cross-functionally with internal teams to ensure client success and solution alignment. 

Required Experience:

• 10+ years of experience in enterprise software sales, with a proven track record of exceeding targets and closing deals over $100k 

• Demonstrated success with "land and expand" sales models, managing named account territories, and selling enterprise-level deals, preferably in higher education or Fortune 500 companies 

• Strong background in B2B selling, complex sales cycles, and contract negotiation 

• Excellent communication and presentation skills, with the ability to build relationships with senior leaders including C-Suite, Vice Provosts, etc... 

• Self-motivated with strong analytical and organizational skills; willingness to travel up to 25% for client meetings and industry events 

Education / Experience:

• College or Advanced degree (BA/BS/MBA/MA)