Enterprise Account Executive - Higher Education

Tremendous; New York (NY); On-site; USD 130,000 - 150,000; Full time

Benefits offered by this job

Remote work

Competitive pay & equity

Company handbook

Job summary

Tremendous is seeking an Enterprise Account Executive, Higher Education, to sell into colleges and universities across the United States. You will own the vertical, focusing on research teams, HR recognition programs, and student stipends, with multi-campus impact and a clear path to expanding across departments.

You’ll be a hunter for roughly 70% of the time and a grower for 30%. Expect 4–6 years of SaaS sales, a proven quota record, and the ability to self-source pipeline.

Qualifications

• 4–6 years in SaaS sales, in a Mid-Market or Enterprise AE role.
• Proven track record of meeting or exceeding quota.
• Experience selling into higher education or public sector is a plus.
• Excellent communication and business acumen.
• Ability to self-source most of your pipeline.

Responsibilities

• Own and grow a campus-based market across the US.
• Sell three use cases: research payments, employee recognition, and student stipends.
• Map campus-wide, secure referrals, and expand to multiple departments.
• Navigate RFPs, procurement reviews, and security questionnaires.
• Maintain quota and forecast responsibly.
• Help shape go-to-market strategy in the vertical.

Skills

SaaS sales

Quota attainment

Higher education sales

Multi-stakeholder selling

Job description

Tremendous is the global platform built for businesses to send thousands of payouts to anyone, anywhere, for free. We're trusted by 20,000 organizations like Atlassian, MIT, and United Way to deliver gift cards and money to millions of recipients worldwide.

Our customers (researchers, marketers, HR teams, nonprofits, and platform businesses) rave about how fast and easy Tremendous is to use. Check out our ratings on G2.

Tremendous is profitable and growing without outside investors. We're a fully remote, high-documentation, low-meeting culture, which means more time for what matters in both your professional and personal life. The team agrees– our employee NPS is in the high 80s.

About The Role

As our Enterprise Account Executive, Higher Education, you will sell exclusively into colleges and universities across the United States and will have true ownership over the vertical. Tremendous has traction with universities today, but your efforts will be highly focused and directly influence how we approach this space moving forward.

While this role is focused on universities, this isn't one customer for Tremendous, it's several. You will focus on three motions that we know land: research teams paying study participants, HR teams running employee/student recognition, and student affairs departments issuing stipends. Win one of those on a campus, and you've got a credible path to the other two.

This role is roughly 70% new logo and 30% expansion. You're primarily a hunter, but the institutions you land become accounts that you can grow.

What you'll do:

• Hunt across an open territory. We have strong current traction, but you will own this space and determine how to grow our market share. Build a target list, segment it, and go after it deliberately.
• Sell three use cases well, help us discover more. Research participant payments, employee recognition, and student stipends. Know the pain, the buyer, and the objections for each one, and help us discover more uses in the higher ed space.
• Multi-thread relentlessly. One champion in one department is a nice first deal but a terrible account strategy. Map across campus, get referrals internally, and turn a single use case into three or more.
• Navigate the process. Higher Ed buys differently. You are comfortable with RFPs, procurement review, security questionnaires, and purchasing consortiums, and you know how to keep momentum while they run their process.
• Own your number. You'll carry a quota and a forecast you're accountable for, in a vertical where you decide where the pipeline comes from.
• Be ambitious. Ambition isn't a dirty word at Tremendous. You'll be shaping how we go to market in a vertical we're investing in, which means growth in role and responsibility along with real personal upside.

You have:

• 4-6 years in SaaS sales, currently in a Mid-Market or Enterprise AE position
• A consistent track record of hitting quota
• Experience selling into higher education, public sector, or another committee-driven buying environment is a big plus (but not a requirement).
• You present well and you communicate clearly and concisely
• You have the business acumen to identify and create new sales opportunities, including new use cases inside accounts you've previously won
• You can self-source the majority of your own pipeline (the rest coming from SDR support and inbound).
• Comfort with longer, multi-stakeholder cycles without letting your pipeline go quiet

Why work with us:

• You'll work at a company growing quickly yet sustainably. We’re profitable with plenty more opportunity ahead. That’s good news for your career growth.
• Competitive pay, equity and benefits. The base salary for this role is $130,000 - $150,000. OTE is $260,000 - $300,000.
• We're a remote company. Work from wherever you want in the Americas.
• Smart people and a great culture. See our company handbook.