Note: The job is a remote job and is open to candidates in USA. 95 Percent Group is a literacy instruction company serving pre-K through grade 8 schools across the United States with professional development, assessments, and instructional materials. The Account Executive will drive sales among midsize-to-larger K-12 school districts, manage complex procurement processes, build strategic relationships, and secure multi-year contracts for literacy curriculum and professional learning solutions.
Responsibilities
- New Business Acquisition and Market Share Growth: Actively prospect and pursue new business opportunities within midsize-to-larger school districts to expand our market presence and increase market share. This includes identifying untapped areas for growth, developing strategic outreach initiatives, and implementing targeted sales strategies to capitalize on opportunities for expansion into additional product placements and services
- Cross-Sell: Successfully persuade a client to purchase additional products and services that complements the existing offering, such as introducing a new product line or solution that addresses a different aspect of the client's needs
- Prospecting and Lead Generation: Identify and prospect potential K-12 school districts, administrators, and decision-makers to place our science-based reading curriculum and professional learning solutions in schools
- Sales Presentations: Conduct compelling and strategic sales presentations to showcase the value and effectiveness of our literacy products and services, tailored to the needs of each prospect
- Relationship Building: Cultivate strong relationships with key sponsors within assigned school districts, including superintendents, curriculum directors, and literacy coaches, to understand their challenges and present tailored solutions
- Pipeline Management: Manage and prioritize sales opportunities effectively, ensuring timely follow-up and progression through the sales process
- Negotiation and Closing: Lead negotiations, overcome objections, and close opportunities to meet or exceed sales targets and revenue goals
- Market Insights: Stay informed about industry trends, competitor offerings, and educational policies affecting K-12 literacy, providing insights to inform sales strategies and product development
- Collaboration: Work collaboratively with cross-functional teams to support market needs and drive business growth
- Continuous Learning: Stay current on our science-based reading curriculum and professional learning offerings, participating in training sessions and workshops as needed
- Trusted Advisor: While the hunter mentality focuses on acquiring new clients, it’s also important to do so ethically and with the clients’ best interests at heart. This means genuinely believing in the value of the products and services offered and how they can positively impact literacy and education in the school districts
Skills
- Proven Track Record: Minimum of 3 years of successful sales experience in the education technology (EdTech) industry, with a focus on K-12 market segments
- Hunter Mentality: Demonstrated ability to prospect, cold-call, and generate new business opportunities independently
- Explicit, systematic Sales Motion: Standardize systematic, explicit sales routines that qualify/ disqualify accounts accurately and efficiently
- Knowledge of Literacy Education: Familiarity with literacy instruction methodologies, reading intervention strategies, and science-based reading
- Strategic Thinker: Strong analytical and strategic thinking skills, with the ability to understand prospects' needs and develop customized solutions
- Excellent Communication: Exceptional verbal and written communication skills, including persuasive presentation abilities and active listening skills
- Results-Driven: Motivated by achieving and exceeding sales targets, with a track record of meeting or exceeding quotas
- Adaptability: Ability to thrive in a fast-paced, dynamic environment and adapt to changing priorities and market conditions
- Technological Proficiency: Proficiency with CRM software (e.g., Salesforce), Microsoft Office Suite, and virtual presentation tools
- Travel: Willingness to travel up to 50% to meet with prospects and attend conferences or industry events
- Proven Experience with Midsize-to-larger Districts: Demonstrated success in selling to and navigating procurement processes within midsize-to-larger K-12 school districts, with a track record of securing multi-year contracts and exceeding revenue targets
- Deep Network: Extensive existing network of contacts within midsize-to-larger school districts, with established relationships at various levels of administration
- Strategic Sales Skills: Ability to develop and execute strategic plans, leveraging insights into district priorities and challenges to drive sales opportunities forward
- Patience and Persistence: Resilience and patience to navigate longer sales cycles and complex decision-making processes within midsize-to-larger school districts
- Must possess a valid driver's license
- Must maintain valid auto insurance
- Master's Degree preferred
- K-12 education experience preferred
Benefits
- Attractive commission/bonus plan
- Participating in training sessions and workshops as needed
Company Overview