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AI Summary
The Account Executive will be responsible for forecasting and achieving individual revenue goals while managing their book of business to generate new and expansion opportunities. This role involves representing the Kuali brand, discovering institutional needs, tailoring solutions, and navigating higher education procurement processes.
Account Executive
About the Role
Kuali is seeking an Account Executive to join our team of talented and passionate people who are hungry to help scale a cutting-edge edtech software company. We have spent the last few years working alongside our institutional partners building some truly differentiated products that the market is excited about. We need another Account Executive to help accelerate the growth we’ve seen in the last few years.
About the Role
Kuali is seeking an Account Executive to join our team of talented and passionate people who are hungry to help scale a cutting-edge edtech software company. We have spent the last few years working alongside our institutional partners building some truly differentiated products that the market is excited about. We need another Account Executive to help accelerate the growth we’ve seen in the last few years.
Who are we?
Kuali builds software solutions for higher education. We help our customers — colleges & universities — focus on providing a fantastic education to students by decreasing their administrative costs. We work in a competitive space, ripe for innovation, with users ready to be delighted. We are poised for high growth
Our Culture
As a company, we are guided by our cultural values:
- Iterate to evolve
- Cultivate openness
- Act with accountability
- Assume the best
- Practice humility
- Deliver amazing experiences
- Drive Outcomes
At Kuali, we learn from and teach each other, we practice transparency and empathy, we delight in delivering value to our customers, and we WIN!
We’ve embraced distributed work for years—it’s part of who we are. Many of our employees work remotely across the U.S., from Massachusetts to Seattle, while others collaborate in person at our office locations. We’re intentional about creating a healthy, connected culture no matter where you work.
We’ve embraced distributed work for years—it’s part of who we are. Many of our employees work remotely across the U.S., from Massachusetts to Seattle, while others collaborate in person at our office locations. We’re intentional about creating a healthy, connected culture no matter where you work.
What you’ll be responsible for
- Forecasting and achieving individual revenue goals.
- Managing your book of business to generate both new and expansion opportunities
- Represent Kuali’s brand in person at conferences and digitally via written and verbal communication
- Discovering the unique needs of each institution to tailor demos, proposals, and all conversations
- Seeking to deeply understand current pain and desired impact in order to delight our future customers
- Learning enough about each of our products to do a first touch demo that sparks interest.
- Working with Solution Engineers to craft presentations and compelling, advanced demos customized for individual potential customers.
- Navigating the procurement process of higher ed institutions.
- Meticulously analyzing trends and results to drive continuous improvement.
- Recognizing unmet needs in higher ed and working with our team to envision new solutions we can deliver on the Kuali platform.
- Adding value to those around you.
- Serving as a passionate advocate for our company values.
About you:
You’re curious, enthusiastic, and a problem solver. You execute on ideas, advocate for the customer, and contribute to a team culture built on trust and mutual respect.
You...
- have 3+ years of experience selling Software as a Service (SaaS).
- have 3+ years of experience selling edtech.
- are located in an EST.
- have a demonstrated history of exceeding quota.
- have a history of working with procurement offices.
- are nice.
- are driven to succeed.
- have a fundamental understanding of the overall SaaS business model, including the roles of sales and marketing as they relate to revenue growth.
- are self-motivated and thrive on ambiguity.
- are empathetic and emotionally intelligent.
- you take on meaningful, stretching challenges to continuously improve your skills and seek constructive feedback.
- are passionate about each aspect of your role, including research and discovery, software demonstrations, and pricing & negotiation.
- are an amazing communicator. You listen, and your written, oral, and visual communication is clear, concise, and tuned carefully to your audience.
- know your stuff. You can think your way through complex issues, have a keen eye for details, and talk about it all confidently, accurately, and honestly.
- are cool under pressure. Startups can get a bit hectic. You keep calm and carry on through even the most stressful of circumstances.
- are organized, communicative, and accountable—you own your role entirely, while being open to criticism, suggestions, edits, and new ideas.
- are curious and continuously seeking knowledge and sharing your discoveries with others.
- are a resourceful, creative, problem solver who cuts through barriers to get to multiple decision makers and departments to create alignment and get results.
- are able to travel 10-20% of the time.
- have knowledge of Salesforce (or similar CRMs) and Salesloft (or similar email automation tools).
We'd be delighted if you:
- have sold into the higher-ed software market with SaaS products.
- have been a part of early-stage sales organizations.
- have sold or used “no-code” solutions in the past.
- have a strong working knowledge of LinkedIn.
Perks
- The opportunity to work to together with smart, passionate people to build a high growth, highly profitable SaaS company
- Flexible remote work with no expectation of returning to an office setting
- A truly exceptional benefits package, including 100% company-paid medical and dental insurance
- 100% 401(k) matching up to 4%
- Paid Maternity/Parental leave
- Flexible PTO — no accrual limits, no ‘use it or lose it.’ Just work with your manager to make sure the team’s covered, and take the time you need to recharge.
- Encouragement and support for ongoing learning and skill development
- Recognition platform to celebrate contributions with meaningful incentives
- Company retreats to connect, recharge, and collaborate
Kuali has been voted a top place to work for 7 years in a row by the Salt Lake Tribune. We also made Forbes' list of America's Best Startup Employers for 2020. Not too shabby.
At Kuali, we embrace diversity and inclusion at every level. We value and respect individuals from all backgrounds, recognizing that a rich tapestry of experiences and perspectives fuels our success as a company and enriches our collective human experience.
At Kuali, we embrace diversity and inclusion at every level. We value and respect individuals from all backgrounds, recognizing that a rich tapestry of experiences and perspectives fuels our success as a company and enriches our collective human experience.
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