Senior Account Executive: Public Sector, US State and Local Government (Western Region)

D2L is a cloud company that is modernizing education and building the Future of Work. The old models of teaching and learning are in the midst of the largest transformation in history, and D2L is at the heart of that fundamental shift. 

New models of teaching and learning enable a personalized, student-centric experience – and deliver improved retention, engagement, satisfaction, and results for learners of all ages – in schools, campuses, and companies.

D2L is disrupting the way the world learns, by providing the next generation learning environment and solutions to engage and inspire learners. And most importantly, by giving customers a platform that is easy, flexible, and smart. No other company provides a solution as robust and innovative as D2L.

D2L has had a singular mission for 25 years and is dedicated to that same mission in the years ahead: to transform the way the world learns – and by doing so, we will help improve human potential globally.

A member of our Talent Acquisition team reviews ALL of our applications - yes a real person reviews resumes! They are excited to read more about what amazing things you could add to D2L. 

Job Summary: 

The Senior Account Executive will be responsible for meeting and exceeding sales objectives for an assigned territory in the United States. The territory includes State, Municipal and other related public sector agencies and departments at the state and local levels West of the Mississippi.  As an expert in navigating the Public/Government landscape, the Senior Account Executive will have proven experience successfully selling high-value complex software solutions into Government clients. The Senior Account Executive will spend the majority of the role in field developing and cultivating prospects, moving them through the sales process and closing new business in alignment with D2L’s Government sales strategy. 

Learn more about D2L for Government here.

How You Will Make an Impact: 

• Responsible for exceeding bookings objectives within your assigned territory 
• Make prospecting an integral part of your regular routine ensuring new prospects are being added to the sales funnel on an ongoing basis 
• Manage a complex, enterprise solution sale with a 6 month to 12 month purchasing cycle 
• Move the sale through the entire sales process actively engaging other D2L resources as necessary to ensure success 
• Take an active role in the RFP process 
• Attend training events throughout the year and participate in self-paced tutorial learning when appropriate 
• Be well informed about current industry trends and be able to talk intelligently about the training/learning industry in the assigned region 
• Understand and master all D2L Partner relationships and how they relate to D2L sales in territory 
• Effectively use Salesforce to enter all sales information into this system 
• Attend and participate in sales meetings, product seminars and trade shows 
• Prepare written presentations, reports and price quotations, either directly or through partners 
• Build and manage a quantifiable 12 month sales pipeline 
• Effectively and efficiently deploy D2L resources at appropriate stages in the sales cycle to advance the sales process 
• Develop positive relationships with other employees in Marketing, Professional Services, Finance, Engineering and other departments as needed 
• Travel up to 25% 

What You'll Bring to the Role: 

• Unparalleled expertise in selling to State and Local governments in the Western US via a deep understanding of contract vehicles, software partner community and sales execution specific to the public sector
  • 5-10 years sales experience in the complex solution software sales with proven experience selling into US public sector customers
  • 5-10 years experience selling with and through software resellers and distributors to the State and Local markets in the US public sector
    • Must have knowledge of software channels/VARs such as Carahsoft, CDWG, SHI, or others 
• Must have strong understanding of enterprise software sales cycles and dealing with top decision makers
• Must have experience working in a complex-selling environment with an extended team ecosystems (i.e.: Client Sales Executives, Customer Success Managers, Government Relations, etc) 
• Knowledge of eLearning/education technology industry is preferred
• Complete self-starter who assumes responsibility for getting the job done every day
• Consistent track record of successful achievement
• Must possess strong presentation and communication skills
• Proven success prospecting, building a pipeline, moving opportunities through the sales cycle; proposing, presenting and discussing solutions with C-level and other decision-makers in the public sector
• Ability to craft a solution with appropriate products and services that meets business goals based on client discussions
• Must be able to travel roughly 25% within the US as required
• Must be located within Western US

The expected base salary range for a new hire in this role is listed below. The annualized base salary offered is determined by each candidate’s relevant knowledge, skills, education, training and experience. It is aligned to ensure both internal and external competitiveness using market data for the geographic location and industry. As part of the total compensation at D2L the role may be eligible for additional benefits including a Wellness Subsidy, Equity Grants, Variable Incentive, and more.

Don’t meet every single requirement? We strongly encourage you to still apply! At D2L, we are committed to creating a diverse and inclusive environment. We encourage your application even if you don't believe you meet every single qualification outlined, because we love to help our people grow and develop!

Why we're awesome:

At D2L, we are dedicated to providing you with the tools to do the best work of your life. While some of our perks and benefits may vary depending on location or employment type, we are proud to provide employees with the following through #LifeAtD2L;

• Impactful work transforming the way the world learns
• Flexible work arrangements
• Learning and Growth opportunities
• Tuition reimbursement of up to $4,000 CAD for continuing education through our Catch the Wave Program
• 2 Paid Days off for Catch the Wave related activities like exams or final assignments
• Employee wellbeing (Access to mental health services, EFAP program, financial planning and more)
• Retirement planning
• 2 Paid Volunteer Days
• Competitive Benefits Package
• Home Internet Reimbursements
• Employee Referral Program
• Wellness Reimbursement
• Employee Recognition
• Social Events
• Dog Friendly Offices at our HQ in Kitchener, Winnipeg, Vancouver and Melbourne.