Account Lead, New Business

Salt Lake City, Utah
Sales – Sales /
Full-time /
As an Account Lead at Top Hat, you will manage and grow the revenue in some of Top Hat’s most strategic and substantial accounts.

We are looking for a proven sales executive with great energy, leadership and initiative to drive performance and revenue. You will formulate and execute account-level strategies to maximize revenue growth. In this role, you will be on campus selling and will be backed up by various members of the Top Hat team.

What you’ll do:

    • Directly own, manage & focus on strategic opportunities within institutions. These are primarily large textbook deals negotiated with committees of professors as well as enterprise-wide software licenses negotiated with university administrators.
    • Achieve revenue growth targets for each account; achieving goals through acquisition, retention and growth of the existing base of Strategic-level customers.
    • Create account plans that map key relationships, prioritize opportunities, document pursuit activities (e.g. plays to run), and execute them.
    • Play Captain to the full Top Hat team across all opportunities in line with growth targets.
    • Build relationships and credibility with key higher-ed industry executives to unlock enterprise partnerships.

About you:

    • You have 5+ years of experience in a full-cycle education sales role, ideally with a mix of Publishing and Edtech industry experience.  We may consider candidates with less sales experience if they have a teaching background.
    • You enjoy going on campus, prospecting and building relationships with customers. This role requires weekly travel of up to 40-50% during busy seasons within the territory and a valid Driver’s License for local travel.
    • You have experience selling to decision-making committees, and running complex, large enterprise-sized sales opportunities.
    • You are competitive and have a track record of winning.
    • You are a natural leader, a coach, and a relationship builder.
    • You are a self-starter with resilience. You act with urgency and thrive in ambiguity.
    • You are organized and strategic, with the ability to develop and deliver account-based strategies and coordinate with multiple internal and external stakeholders.
    • You are curious, coachable and results-oriented.