Account Lead, New Business (Northeastern US)

As an Account Lead at Top Hat, you will be responsible for managing and growing the revenue in some of Top Hat’s most strategic and substantial accounts.
We are looking for a proven sales executive with great energy, leadership and initiative to drive performance and revenue. You will formulate and execute account-level strategies to maximize revenue growth. In this role, you will be on campus selling as well as providing leadership/mentorship to a pod of sales professionals: Sales Development Representative, Account Executive and Customer Success Manager.
Territory: Rhode Island, Massachusetts, New Hampshire & Maine

What you’ll do:

• Directly own, manage & focus on the most strategic opportunities within institutions. These are primarily large textbook deals negotiated with committees of professors as well as enterprise-wide software licenses negotiated with university administrators
• Achieve revenue growth targets for each account; achieving goals through acquisition, retention and growth of the existing base of Strategic-level customers
• Create account plans that map key relationships, prioritize opportunities, document pursuit activities (e.g. plays to run), and support your pod
• Play Captain to the full Top Hat team across all opportunities in line with growth targets
• Build relationships and credibility with key university executives to unlock Enterprise partnerships

About you:

• You have 5+ years of experience in a full-cycle education sales role, ideally with a mix of Publishing and Edtech industry experience
• You enjoy going on campus, prospecting and building relationships with customers. This role requires 40-50% travel within the territory and a valid Driver’s License for local travels
• You have experience selling to decision-making committees, running complex, large enterprise-sized sales opportunities
• You are competitive and have a track record of winning
• You are a natural leader, a coach, and a relationship builder
• You are a self-starter with resilience. You act with urgency and thrive in ambiguity
• You are organized and strategic, with the ability to develop and deliver account-based strategies and coordinate with multiple internal and external stakeholders
• You are curious, coachable and results-oriented

Why team members love working at Top Hat :
*A noble mission that creates meaningful, fulfilling work*A team that cares deeply for customers and for each other*We’re a company of invested owners - every Top Hatter receives stock options*Professional learning and development for all role levels*An awesome and welcoming Toronto HQ, and a growing sales hub in Austin, Texas*Competitive health benefits that start on day one*A management team focused on performance, growth, engagement and connection*Our winning strategy and market potential*Innovative PTO policy with lots of time and space for self-care*Passionate customers that believe in us—and what we do