[Hiring] Sales Executive @D2L

Role Description

As an Account Executive at D2L you will be responsible for meeting and exceeding sales objectives of the assigned territory by promoting and selling the D2L product suite through professional sales techniques. This role requires proven ability to sell high-value, complex software solutions at the Mid-Market level to Corporate Organizations that have an internal learning function (Learning & Development or Training Teams) that deliver strategic learning programs or Training Organizations and Professional Associations.

You will spend the majority of the role in-field developing and cultivating prospects, moving them through the sales process and closing new business. You will be supported by a Business Development Representative, who is responsible for assisting you in the creation of a qualified pipeline.

Territory/Region: US (East)

Vertical: D2L for Associations, Training Organizations & D2L for Business

Major Responsibilities

• Own your territory and drive results: Exceed revenue targets by managing a full sales cycle—from prospecting to closing.
• Build pipeline: Make prospecting an integral part of your regular routine. Consistently add new prospects and maintain a healthy 12-month pipeline.
• Drive complex sales: Navigate a 6–12 month SaaS sales cycles with multiple stakeholders.
• Collaborate cross-functionally: Develop positive relationships and work closely with Business Development, Marketing, Professional Services, Finance, Engineering, other departments and Channel Partners. Effectively and efficiently deploy D2L resources at appropriate stages in the sales cycle to advance the sales process.
• Participate in proposals: Take an active role in the RFP process. Prepare written presentations, reports and price quotations. Participate in contract negotiations.
• Professional development and upskilling: Continuously improve your product knowledge and selling skills through self-learning, Revenue Enablement-hosted initiatives and other training opportunities. Be well informed about current industry trends and be able to talk intelligently about those trends in the context of your territory.
• Leverage CRM: Use Salesforce to track activities, manage pipeline, and report accurately.
• Partner engagement: Understand the D2L Partner relationships and how they relate to D2L sales.
• Represent D2L: Attend and participate in sales meetings, product seminars, conferences and trade shows.
• Travel: Travel about 10-20%.

Qualifications

• Deep understanding of mid-market sales cycles and experience selling to C-level decision-makers.
• Strong knowledge of corporate e-learning/ed-tech industry (Employee Training OR Training Organizations/Professional Associations industry is an asset).
• Familiarity with MEDDPICC or similar sales methodologies.
• Proficiency in Salesforce and other sales tools.
• Familiarity with AI tools and using AI to further business goals.
• Complete self-starter who assumes responsibility for getting the job done every day.

Skills

• Ability to craft a solution with appropriate products and services that meet business goals based on client discussions, and skilled at presenting these solutions to stakeholders.
• Excellent communication, presentation, and negotiation skills.
• Collaborative mindset and able to work in a team environment.
• Strong leadership and motivational skills.

Suggested Qualifications/Experience

• 2+ years of successful SaaS or complex solution sales experience (EdTech, HR software, HCM, or eLearning preferred).
• Experience selling complex software solutions to Associations and Training Organizations.
• Proven success in prospecting, building a pipeline, and moving opportunities through the sales cycle.
• Proven ability to manage a pipeline of 50+ accounts and a track record of successful achievement of assigned quotas.
• Willing to travel up to 20% of the time and able to travel freely between the US and Canada or other countries and hold a valid passport.
• Bachelor’s degree recommended (technical, business or education-related is ideal).

Benefits

• 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 SkillsWave Program.
• 2 Paid Days off for SkillsWave-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 Spaces at our HQ in Kitchener, Winnipeg, Vancouver and Melbourne offices.