Account Executive

VitalSource®, is hiring an Account Executive to contribute to our Sales – Publishing team located in Raleigh NC, Franklin TN, or Boston MA (preferred locations). Applicants outside of these preferred locations will be still considered. This is a remote role with a travel requirement of up to 10-20% for occasional team settings, conferences, etc.

Take your sales expertise to the next level as an Account Executive! In this dynamic role, you’ll own a portfolio of customers within a defined territory, building and growing relationships that matter. You’ll identify opportunities, prospect for new business, negotiate deals, and close sales with confidence—all while leveraging VitalSource’s cutting-edge products and services. By developing strategic, account-focused business plans, you’ll deepen partnerships, drive revenue, and make a real impact. Ready to lead and succeed? This is your chance to shine!

VitalSource is a mission-driven company delivering affordable, impactful learning to anyone, anywhere.

Key Responsibilities:

• Identifies and qualifies growth opportunities within account base. 

• Manages the sales process effectively and efficiently. 

• Builds strategies to independently manage all business for account base.  

• Develops sales solutions to achieve revenue goals in assigned market/territory.  

• Forecasts quarterly close dates; closes business to achieve and exceed quarterly and annual sales targets.  

• Meets all KPIs in terms of weekly contacts, updates in SFDC, pipeline maintenance, sales stage progression and others as defined by supervisor. 

• Able to learn concepts of complex technologies and processes, and explain them to various audiences. 

• Defines and effectively communicates customer needs to the product development team so solutions may be implemented in time to maximize business opportunities. 

• Defines and effectively communicates customer needs to internal stakeholders in customer success, inventory, finance and integrations.  

• Presents VitalSource capabilities according to expectations and actively demonstrate all VitalSource solutions.  

• Organizes sales calls and coordinates appointments to take full advantage of travel time with intent to close business at each sales call.   

• Visits clients and potential clients (with approval) to generate new sales and up sells.   
• Maintains accurate and timely notes of calls, reports and pipelines – captured in SFDC 
• Ability to follow contract process and onboarding as outlined. 
• Ability to manage lead workflows effectively that drive opportunity development 

Required Qualifications:

• Eight years of sales experience
• Knowledge of SaaS, learning and training technology, integrated solutions 
• Demonstrated skills in consultative selling approach 
• Knowledge of essential business technologies, including, but not limited to: standard office software and SalesForce or comparable CRM 
• Ability to achieve financial targets and meet benchmarked deadlines 
• Knowledge of current business climate, current market trends, and technologies 
• Knowledge of principles and methods for showing, promoting, and selling products or services, including marketing strategy and tactics, product demonstration, sales techniques, and sales control systems. 
• Ability to develop and implement strategic goals and objectives 
• Personal computing skills to include standard PC packages (MS Word, Excel, PowerPoint, etc)