Senior Account Executive, Campus Commerce & Credentialing

Who we are:

Illumia is an industry leader in bringing the best integrated technology solutions to education, healthcare, and business campuses worldwide. Illumia was built on the collective expertise of two legacy cultures, and brings together people, technology, and insight to pioneer the art of the experience across the communities we serve. Be a part of this exciting organization and improving the lives of people doing mission-critical work.

Why join our team?

We strive to provide the best customer experience in the industry and have succeeded with a single, strong motivating principle: We serve our user community.

Our success and growth are directly attributed to our people. Our newly named company is dedicated to fostering a culture of integrity, respect, and continuous personal development. We maintain an entrepreneurial spirit, where creativity, innovative problem-solving, and learning agility drive our day-to-day actions.

What you will be doing:

Job Summary / Purpose

As Senior Account Executive for California and Hawaii, you will own account expansion and net-new acquisition across a defined territory, selling a consultative, platform-first solution to institutions modernizing their campus commerce and security infrastructure. This is a quota-carrying, enterprise sales role with a 12- to 24-month purchasing cycle and significant runway for growth within a large, active install base. Given the territory's complexity and the depth of access control and security integration work across California institutions, this role requires an experienced AE with a strong security sales background.

Who you will work with:

Reports to the Regional Vice President of Sales, West. Regularly partners with Marketing, Product Support, Global Services, Finance, and Engineering throughout the sales cycle, and collaborates with peers across the West region sales team to share knowledge and best practices.

Key Responsibilities and Duties

• Generate new business and expand existing accounts to meet or exceed territory sales quota
• Manage a complex, enterprise sales process from prospecting through close, including proposals, pricing, and contract negotiation
• Serve as “Virtual CEO” on RFPs, owning institutional requirements, partner and price considerations, incumbent landscape, and Illumia's value proposition end to end
• Sell incremental follow-on business within new and existing accounts across the full Illumia portfolio: campus ID and credentialing, mobile credentials, payments, cloud POS, meal plans, access control, and IDX
• Define and execute a territory sales plan across California and Hawaii's public and private higher ed landscape
• Build and manage a pipeline of 50+ accounts, using CRM discipline to support accurate forecasting
• Stay current on higher ed commerce and security industry trends, competitive positioning, and partner ecosystem
• Partner with Marketing, Product Support, Global Services, Finance, and Engineering to support the full sales cycle
• Participate in ongoing training, sales meetings, and industry trade shows

What You’ll Bring:

Required Qualifications

• 8+ years of enterprise sales experience, with a strong preference for higher education or public sector markets
• Direct experience selling security or access control solutions in the California market; familiarity with CA-specific compliance, procurement, and campus security requirements strongly preferred
• Track record of achieving $1M+ quotas using a consultative selling methodology
• Demonstrated success prospecting, building pipeline, and advancing complex opportunities with C-level and other decision-makers
• Ability to manage a pipeline of 50+ accounts concurrently
• Strong collaborator who works effectively across a matrixed team environment

Preferred Qualifications

• Existing relationships within California higher education security, IT, or facilities departments
• Familiarity with access control, physical security, or campus credentialing systems
• Experience navigating public-sector procurement and RFP processes

Essential Functions of the job:

The duties and responsibilities described in this job description are intended to represent the essential functions of the position as defined under applicable federal, state, and local labor laws, including the Americans with Disabilities Act (ADA). These functions are the fundamental job duties required for successful performance.

Reasonable accommodations may be made to enable qualified individuals with disabilities to perform the essential functions unless such accommodations impose an undue hardship on the organization.

This job description is not designed to cover or contain a comprehensive listing of activities, duties, or responsibilities. Duties may be added, removed, or modified at any time in accordance with business needs and applicable law.

What is good to know:

Based in California; home office role with 40-60%+ travel, adjusted dynamically to territory needs, including travel to Hawaii.

Competencies and Behaviors

• Consultative selling and executive presence with C-level decision-makers
• Comfort operating in a long, complex sales cycle with multiple stakeholders
• Strong cross-functional collaboration across Marketing, Product, Services, and Finance
• Ability to navigate public-sector procurement and security/compliance requirements specific to California

Our leaders are Humble, Hungry, and Smart:

• Humble: The right leaders for Illumia don't need to own the spotlight — they share credit, define success collectively, and are quick to elevate the contributions of others. This is a company that still writes its story. The leaders who thrive here find energy in building something together, not in being recognized as the smartest person in the room.
• Hungry: We are not looking for caretakers. We are looking for leaders who are restless about what's possible, self-motivated to close the gap between where we are today and where we need to be, and who are already thinking about the next opportunity before anyone asks.
• Smart: At Illumia, our leaders must operate across a complex, distributed organization spanning multiple product lines, two legacy cultures, and thousands of customers with competing priorities. Technical skills matter, but the ability to read a room, build trust across functions, and bring people along is what separates a great leader from one who burns the organization out.

This position is classified as Exempt under the Fair Labor Standards Act (FLSA) and applicable state wage-and-hour laws.

What you get when you join our team:

• Flexible time off to include paid holidays and volunteer time.
• Robust health, dental, and vision insurance plans on your first day of employment
• Employer-paid life insurance/AD&D/short-term and long-term disability insurance

• Comprehensive employee assistance program (EAP)

• Flexible spending account (FSA) or health savings account (HSA)
• Matched 401(k)
• Employee stock purchase plan

Base salary offers for this position may vary based on factors such as location, skills, and relevant experience. Some positions may include additional compensation in the form of bonus, equity, or commissions.

Illumia is an equal employment opportunity employer and considers qualified applicants for employment without regard to race, gender, age, religion, national origin, marital status, disability, sexual orientation, protected military/veteran status, or any other protected factor.