Director, Account Management Full Time

Summary:

• The Texthelp Group and n2y have over 50 years of combined experience in creating and delivering innovative technology for the education and workplace sectors.
• The companies merged in March 2024 after operating adjacently for many years.
• The combined mission is to advance the learning, understanding, and communication of one billion people around the world by 2030.
• The organization employs over 600 staff across locations in the UK, Norway, Denmark, Sweden, USA, and Australia.
• The position will contribute directly to the mission of improving educational outcomes for students across North America.

Responsibilities:

• Manage and oversee the work of territory Account Executives, including hiring, training, and motivating them to achieve goals and exceed quotas.
• Set and track individual reps’ KPIs, working with them to meet weekly, monthly, and/or quarterly sales targets.
• Coach team members to develop their selling skills and maintain adequate sales pipelines focused on creating, advancing, and closing opportunities.
• Proactively manage the performance of direct reports by reviewing objectives and providing actionable feedback to improve performance.
• Identify training, development, and skills needs for the team and check in on development plan progress.
• Execute strategies to maximize expansion and upsell within the region’s client base by guiding AEs through territory and opportunity management.
• Focus on moving customers from single product to multi-product contracts, improving ARR and reducing churn risk.
• Take direction from the VP of Sales to maximize sales in North America and achieve team quota targets on a monthly, quarterly, and yearly basis.
• Reinforce optimization of the sales process to achieve upsell and cross-sell ARR, utilizing the MEDDPICC framework.
• Facilitate the effective utilization of new tools, communications, training, and methodologies to ensure program success.
• Guide the team in developing and executing strategic business plans to maximize results and achieve goals.
• Provide coaching in effective management of opportunities through each stage of the sales funnel.
• Manage team pipeline to meet required pipeline metrics and reporting requirements, including maintenance of an accurate team forecast with weekly reviews.
• Optimize team workload to move opportunities through the pipeline with high velocity and increased average deal size.
• Provide weekly, monthly, and quarterly reporting and business reviews for senior leadership as required.
• Collaborate with key stakeholders across the organization to achieve the company’s goals and objectives.
• Work closely with Rev Ops, Product Marketing, Customer Success, and Technology teams to enhance the efficacy of sales efforts and maintain alignment of messaging.
• Engage with demand generation and product initiatives to optimize successful engagement with new opportunities.
• Work with other sales leaders to develop effective sales strategy.
• Create and maintain customer relationships by providing market and product expertise to achieve long and short-term sales objectives.
• For newly won customers, lead the team in following the hand-over process to ensure high levels of customer satisfaction.
• Enhance the reputation of n2y and Texthelp as valued partners in education, contributing to customer satisfaction and retention.
• Support AEs in client meetings, serving as an expert in the space.
• Assist sales teams with opportunity and quotation reviews.
• Provide support for escalations and participate directly in complex sales situations and negotiations.
• Ensure CRM is updated in a timely, comprehensive manner.
• Track team win ratio and conduct regular reviews of closed opportunities to learn from wins and losses.
• Identify and escalate areas of improvement while providing strategies to build on success.
• Contribute positively to company meetings and initiatives aimed at improving sales performance and processes.

Requirements:

• 3+ years of experience managing a sales team with proven success in achieving team quotas.
• 3+ years of experience within an EdTech SaaS sales team.
• Strong leadership skills with demonstrated ability to coach and motivate team members effectively.
• Proven track record of individual and team quota achievement.
• In-depth knowledge and experience with the USA and K12 markets.
• Demonstrated passion for customer success and excellence.
• Proficient in CRM (Salesforce preferred), with the ability to manage data, track leads, and produce quality reports.
• Experience in researching and profiling whitespace accounts to identify new opportunities.
• Strong understanding of SaaS sales strategies and associated metrics.

Benefits:

• Competitive compensation and benefits package including health, dental, vision, life, and disability insurance.
• Company matching 401(k) savings plan.
• Flexible time off plans.
• A commitment to a Drug-Free Workplace.
• Equal Employment Opportunity Employer.