VitalSource Technologies is hiring an Account Development Executive to join our Sales team in Canada. In this role, you will contribute to our mission of making learning more affordable and accessible by building partnerships with campus bookstores at non-profit colleges and universities across the country. You will act as a trusted advisor, introducing digital content solutions to help institutions meet their academic goals.
What You'll Do
- Proactively identify and qualify high-potential prospects to build a strong, sustainable sales pipeline aligned with 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 outbound calling, in-person meetings, digital outreach, and networking to uncover needs and introduce solutions in compliance with CASL.
- Assess and prioritize leads based on predefined customer fit and opportunity criteria for efficient pipeline management.
- Act as a consultative partner by understanding campus challenges and aligning institutional goals with 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.
- 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.
What We're Looking For
- Minimum 8 years of experience in sales.
- 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.
- 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.
- 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.
Nice to Have
- Sales experience preferably in SaaS, edtech, or higher education sectors.
- Experience working with campus bookstores, academic institutions, or publishers is strongly preferred.
Technical Stack
- Microsoft Word, Excel, PowerPoint
- Salesforce
- SaaS platforms
- Learning technologies
- Integrated content delivery solutions
Team & Environment
You will join our Sales team, collaborating cross-functionally with operations and product teams to drive success.
Work Mode
This is a remote position based in Canada, with a preference for candidates located in Ontario or Nova Scotia.
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, work related mental or physical disability, veteran status, sexual orientation, gender identity, or genetic information.
