Account Manager, Higher Education

JobScore, Inc.; Raleigh (NC); Remote; USD 80,000 - 100,000; Full time

Benefits offered by this job

Medical benefits

Dental benefits

Vision benefits

Disability insurance

Unlimited vacation

401(k) matching

Stock options

Company retreats

MacBook provided

Job summary

Guidebook is seeking an Account Manager to own and grow a portfolio of higher education customers. You will renew, expand, and uncover new use cases and budget holders inside institutions that already know us.

Based on the East Coast and working remotely, you will report to the President and collaborate with marketing, customer success, product and our new business team. Expect to travel to industry events and campuses 6-8 times per year.

Qualifications

• 2-4 years of B2B SaaS sales experience.
• You own a number and forecast, with clear visibility into committed vs at-risk deals.
• Comfortable using CRM to manage your pipeline and forecast.

Responsibilities

• Own and grow a portfolio of higher education accounts, renewals and expansions.
• Identify new use cases and budget holders inside institutions.
• Collaborate with marketing, CS, product and the new business team.

Skills

B2B sales

SaaS experience

Forecasting

CRM management

Education

University degree

Tools

Salesforce

Job description

ABOUT GUIDEBOOK:

Guidebook helps universities and colleges build genuine connection across the entire student journey - from prospective student, to enrolled, to alumni. Hundreds of higher education institutions use Guidebook to bring people together: open houses and campus visits, orientation and welcome week, student life and engagement, and the hundreds of moments in between.

We are a people business, not a technology business. Our product is the tool, but the mission is human: helping students feel they belong, and getting them out of the app and into the world - connected to their campus, their peers, and the experiences that shape them. Higher education is the heart of our strategy and where our product-market fit and brand are strongest.

We are a small, driven, fully remote team that highly values autonomy, trust, and fun.

ABOUT THE JOB:

We are looking for an Account Manager to own and grow a portfolio of higher education customers. This is a commercial role. You will keep your accounts, renew them, and grow them - finding the next department, the next use case and the next budget holder inside institutions that already know us.

Your portfolio will be a mixture of small, medium and large institutions, and it will keep growing. We are winning significantly more new schools over the coming year, and new accounts will come to you as we do.

You will report directly to the President and work alongside our other Account Managers, who know this motion inside out. You will also work closely with marketing, customer success, product and our new business team - as a nimble and tight-knit organization, you will have real ownership and visibility from day one.

If you like owning a number, genuinely enjoy building relationships inside complex institutions, and want to be somewhere your work is visible, this is a role where you can do exactly that.

LOCATION:

• This person must be based on the East Coast of the USA and be looking to work remotely.

  • Your manager will be based in London, and your team mates from East to West Coast, Canada and everything in between.

  • You will be expected to travel frequently to industry events & trade shows and campuses. Likely being on the road 6-8 times per year.

WHO YOU ARE:

• You have 2-4 years of B2B sales experience, ideally in SaaS, with a track record of building pipeline and hitting a quota.

• You are hungry and ambitious. Sales is the career you chose because you get to solve problems and maximize your earnings. You are ready to prove yourself - not someone who has settled into cruise control.

• You are coachable and curious. You ask good questions, you take feedback well, and you want a coach and mentor. You will have them.

• You own a number and you know where it stands. You can walk someone through your forecast, what is committed, what is at risk and why. You treat forecasting as part of the job, not as paperwork.

• You grow accounts, you do not just hold them. You go looking for the next department, the next stakeholder and the next budget. You are a hunter who builds pipeline from scratch, and asks for new business, in a systematic way.

• You understand the student experience. You have a completed university degree and you can speak credibly about how universities and colleges work.

• You bring the problem and the proposal. Small team, no layers. When something is not working you raise it early and you come with a view on the fix.

• You are comfortable using Salesforce or another CRM to manage your pipeline.

WHO WE ARE:

These are the four things we hire for and live by. We want to work with people who embody them every day.

• Own it. You take responsibility for your territory, your pipeline and your number. No excuses, no waiting to be told.

• Find a way. Small team, big ambition. You are resourceful and you get to the outcome even when the path is not obvious.

• Have each other's backs. We win as a team. You share what is working, ask for help, and back up your colleagues.

• Always getting better. You treat coaching, feedback and your own ramp as a chance to improve every week.

WITHIN 1 MONTH, YOU’LL:

• Learn the product, our higher education story, and our ideal customer profile.

• Get up to speed in Salesforce, our sales process, our renewal cycle, and shadow other reps on live calls.

• Take ownership of your portfolio and have made contact with every account in it.

WITHIN 3 MONTHS, YOU’LL:

• Be running your own renewal and expansion calls, and holding an accurate forecast.

• Have identified the expansion opportunities across your book and built a plan for the priorities

• Be comfortable telling the Guidebook EDU story to a department that has never heard of us, inside an institution that already has - and able to handle objections.

WITHIN 12 MONTHS, YOU’LL:

• Be consistently renewing and growing your portfolio, and forecasting it accurately enough that we plan the business around your number.

• Confidently be running a repeatable playbook - outbound, discovery, demo and close - that generates expansion consistently in your book of business.

• Be on the road, meeting customers and prospects face to face on campus and at industry events, travelling every 1-2 months on average.

• Be a fully ramped, trusted member of the EDU sales team whose view on an account carries weight, and be ready to support onboarding our next Account Manager.

PERKS:

• 100% paid benefits: medical, dental, and vision.

• Short term and long term disability.

• Unlimited vacation time.

• 401(k) program with matching benefit.

• Stock options.

• Awesome company culture and fun virtual hangouts.

• MacBook and accessories to make you comfortable working from home.

• Awesome annual company retreats.

EQUAL OPPORTUNITY EMPLOYER:

At Guidebook, we're committed to cultivating an inclusive work environment for everyone – and we know that's best achieved, in part, with a diverse workforce. We're working on increasing diversity across the company. If you're looking to join a team that is smart, highly motivated, and also values work/life balance, we can't wait to hear how you can add to our growing culture!

We are an Equal Opportunity Employer and do not discriminate against any employee or applicant for employment because of race, color, sex, age, national origin, religion, sexual orientation, gender identity and/or expression, status as a veteran, and basis of disability or any other federal, state or local protected class. If you want to help our team do amazing things, then we want to hear from you!

COMPENSATION:

The annual OTE (on-target earnings) range for this role, depending on relevant experience, is $80,000-100,000 (this consists of a base salary and an annual variable paid quarterly).