Account Executive -U.K.

Job description

Position Title: Account Executive

Reports to: Chief Revenue Officer

Location: U.K. (remote)

Remit: U.K.

About BibliU

BibliU is a digital education platform that is changing the future of the multi-billion-dollar textbook industry. Our mission is to shake up higher education and make reading materials more accessible and learning more effective for students. We have partnered with 2000 educational publishers including Pearson, McGraw and Wiley to provide digital content for our customers.

BibliU has grown rapidly; we now have 43 institutional customers, including NYU and Oxford. During this time, we have created Europe’s largest digital education content programme, in partnership with Coventry University. Upon entering the US market we have secured the largest digital textbook programmes in the US with Phoenix and Grand Canyon Universities. Academics are provided with rich engagement data to enable them to iterate their teaching and students can find information faster. We have also incorporated accessibility features to accommodate multiple learning styles and the different needs and preferences of each student.

We have recently raised $10 million in a Series A investment round, (you can read more about this on Sky News and EdSurge) and have grown at 400% YoY with ambitious plans for continued growth and expansion.

Position Overview:

The Account Executive  will manage BibliU’s sales in the assigned territory. We are looking for an experienced high achiever with 5-10 years business experience meeting and exceeding goals. The Senior Enterprise Account Executive must establish BibliU in a sales territory by achieving quarterly and annual quotas (either defined set of accounts or region) and grow the business in that territory over time. This role is key to the company’s successful growth.

Necessary skills include the ability to prospect and secure new business as well as to upsell and grow accounts over time and ensure contract renewals. Experience in the Education Technology space (preferably Higher Ed) and knowledge of the publishing industry (preferably Higher Ed) is desirable.

Why work for BibliU?

Our benefits are all aimed at supporting a healthy work-life balance and cultivating a company culture where you can bring your whole, human self to work. We offer a Competitive Salary & Bonus, Generous Paid Time Off (43 days including public holidays per year), Equity, Flexible Hours, Remote and Work From Home, Birthday Off, Medical, Dental, & Vision Insurance, and more. Our values include straight talking, pushing boundaries and delighting customers. We are a remote first and family first company, and the majority of our team are distributed across the US and the UK.

Job requirements

Required Experience:

  • 2-5 years high achieving sales experience
  • Background in higher education or education technology sales with strong set of C-level contacts a plus
  • Knowledge of the publishing industry a plus
  • Track record of meeting and exceeding assigned targets in an enterprise sales capacity
  • Comfortable working in the C-suite and with executives
  • Excellent written and verbal communication skills
  • Strong presentation skill
  • Strong negotiation skills

Our Ideal Candidate also has:

  • Strong understanding of technology - both BibliU and general EdTech product offerings and SaaS sales tools such as, Google Docs, Sheets, Slides
  • Demonstrated utilization of sales methodology to develop and close opportunities - preferably Miller Heiman Strategic Selling and/or the Challenger Sale
  • Familiarity of the publishing and electronic publishing ecosystem
  • Solid grasp of market dynamics and players in higher education
  • Works well in teams
  • Ability to effectively demonstrate technology
  • Familiarity with and excels at enterprise sales
  • Ability to accommodate travel (20-50%)
  • Prior academic achievement

Enterprise Sales Lead Areas of Responsibility:

  • Create an annual and quarterly plan to achieve the assigned quota
  • Prospecting to target accounts and lead follow-up to build a strong sales pipeline - ideally 25% of time is spent prospecting
  • Build sales pipeline to 3x net quota in first year
  • Partner with publisher reps in territory to build relationships and procure sales leads
  • Create Strategic Selling plans for top 20% of opportunities
  • Develop upsell strategies to grow accounts as needed.
  • Renew existing accounts in the assigned sales territory
  • Shepherd qualified RFP’s/Tenders through the strategy and completion process for a successful award
  • Work with Growth (Marketing) on sales campaign strategies for assigned market
  • Work with Customer Success to support successful enterprise implementations
  • Work with Content to match and maximize sell through of content at defined accounts
  • Identify and work regional and national conferences and association relationships that will support goals

Measures of Success:

  • Meet and exceed annual sales quota
  • Expand and renew existing accounts in the defined territory
  • Close strategic opportunities that will expand the reach and visibility of BibliU
  • Develop executive level relationships within the prospect and customer organizations
  • Leverage the partner ecosystem for sales leads and market presence
  • Successfully employ the company’s sales methodology to close and grow enterprise opportunities
  • Work effectively with other company groups to maximize success in the territory

We strongly encourage candidates of all different backgrounds, experiences and identities to apply. Each new hire is an opportunity for us to bring in a different perspective and BibliU is committed to building an inclusive and supportive workplace where everyone can do rewarding work.