Account Development Executive

• Proactively identify and qualify high-potential prospects to build a strong, sustainable sales pipeline aligned with VitalSource’s growth goals.
• Develop and execute a territory-specific sales strategy to drive new business and expand existing relationships across assigned Canadian accounts.
• Engage prospective clients through a mix of outbound calling, in-person meetings, digital outreach, and networking to uncover needs and introduce VitalSource’s solutions in compliance with Canadian Anti-Spam Legislation (CASL).
• Assess and prioritize leads based on predefined customer fit and opportunity criteria to ensure efficient pipeline management.
• Act as a consultative partner by understanding campus challenges and aligning institutional goals with the right mix of VitalSource products and services.
• Achieve and exceed quarterly and annual sales targets through effective territory management, deal progression, and timely closures.
• Accurately forecast sales activity, maintain up-to-date opportunity records, and track all engagement in Salesforce.
• Demonstrate subject matter expertise in digital content delivery and articulate the value of the VitalSource platform to stakeholders at all levels, including campus store personnel and academic leadership.
• Communicate institutional needs clearly to internal teams (product, operations, customer success) to ensure smooth onboarding and customer satisfaction.
• Deliver compelling product demonstrations and solution presentations tailored to each institution’s business objectives.
• Collaborate cross-functionally to manage lead follow-up, onboarding, contract execution, and ongoing customer engagement.
• Consistently meet or exceed KPIs related to outreach, opportunity creation, sales progression, and CRM documentation.
• Other duties as assigned by manager or leadership.

• Minimum 8 years of experience in sales, preferably in SaaS, edtech, or higher education sectors.
• Experience working with campus bookstores, academic institutions, or publishers is strongly preferred.
• Familiarity with Salesforce or other CRMs and comfort using digital tools to manage a sales pipeline.
• Proven success in a consultative, solution-based selling approach.
• Strong track record of meeting or exceeding sales targets and deadlines.
• Solid understanding of market trends, business strategy, and the higher education landscape.
• Skilled in sales planning, lead generation, product positioning, and closing techniques.
• Ability to develop and execute strategic plans to grow territory revenue

Technical Skills:

• Proficient with standard business software, including Microsoft Word, Excel, PowerPoint, and similar productivity tools.
• Comfortable using Salesforce or comparable CRMs for managing leads, pipelines, and customer engagement.
• Working knowledge of SaaS platforms, learning technologies, and integrated content delivery solutions commonly used in education and training environments.

Soft Skills & Competencies:

• Exceptional communication and interpersonal skills, with the ability to build trust and influence stakeholders at all levels.
• Strong collaboration mindset; works effectively across teams including sales, operations, and product.
• Highly organized and detail-oriented, with the ability to manage multiple priorities in a fast-paced environment.
• Self-motivated and adaptable, able to respond quickly to evolving business needs and shifting market demands.
• Demonstrates strategic thinking and problem-solving abilities to drive successful outcomes.
• Maintains a customer-first attitude, with a passion for creating positive experiences.

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