Sales Executive (EdTech)

Embrace Software Inc.; United States; Remote; USD 90,000 - 130,000; Full time

Benefits offered by this job

Health benefits

401(k) match

Paid time off

Remote-friendly

Job summary

Embrace EdTech Group is seeking a proactive Sales Executive for its XAP education technology portfolio. This remote role focuses on generating new business, building relationships with education leaders, and guiding opportunities from outreach to contract execution.

You will collaborate with leadership, product, and client success teams to position XAP effectively and ensure smooth onboarding for new customers.

Qualifications

• Five+ years of B2B sales experience in education technology or SaaS.
• Proven success generating new business through outbound prospecting and closing.
• Experience managing consultative sales with multiple stakeholders.
• Strong communication, presentation, and negotiation skills.
• Ability to translate product capabilities into clear customer benefits.

Responsibilities

• Identify and pursue opportunities with K–12 schools, districts, state agencies, and higher education institutions.
• Own the full sales cycle from prospecting through closing and renewal.
• Coordinate product demonstrations with product and client success teams.
• Prepare pricing proposals and negotiate within guidelines.
• Maintain CRM records and provide regular pipeline updates.

Skills

B2B sales

Education tech

SaaS

Outbound prospecting

Negotiation

Tools

Zoho CRM

Job description

We're rebuilding vertical software with AI — from the inside.
Embrace owns the software running inside 16% of the Fortune 500, 45+ state agencies, and 450+ banks and credit unions. We acquire entrenched vertical software businesses and rebuild them around AI — products, operations, go-to-market, all of it. Our Venture Lab launches new AI-native products into those same markets, using the distribution and customer relationships our portfolio already owns.
You'll ship AI into production against real workflows, real customers, and a P&L you can see move within a quarter.
We hire people who want scope, speed, and ownership, and who are tired of working on AI that never reaches a customer. If you want to spend the next five years shipping into software that already runs the economy, talk to us.

Job Description

This is a remote position.

Embrace EdTech Group powers some of the most innovative education technology solutions in North America, focused on improving learning outcomes for students and institutions. XAP is a leading innovator in career and college planning software in the Embrace portfolio of companies, serving state-level sponsors, school districts, and individual schools with robust online solutions. Our platforms empower students and adults to explore careers, plan their education, and apply to colleges effectively.

Position Overview

We are seeking a proactive, results-driven Sales Executive to grow XAP’s customer base. This role focuses on generating new business through outbound prospecting, building relationships with education leaders, and managing the sales process from initial outreach through contract execution. The ideal candidate is comfortable creating opportunities, understanding customer needs, and connecting those needs to practical technology solutions. You will work closely with leadership, product, and client success teams to position XAP effectively and ensure a smooth transition for new customers.

Key Responsibilities

New Business Development

Identify and pursue opportunities with K–12 schools, districts, state agencies, and higher education institutions.

Develop targeted prospect lists and execute consistent outreach through email, phone, LinkedIn, conferences, and other channels.

Build relationships with decision-makers, including CTE directors, student services leaders, superintendents, school counselors, and college admissions teams.

Research prospect needs, funding cycles, purchasing timelines, and competitive solutions to prioritize opportunities.

Collaborate with marketing and leadership on campaigns that generate qualified leads.

Sales Process and Revenue Growth

Own the full sales cycle, including prospecting, discovery, presentations, proposals, negotiation, and closing.

Conduct discovery conversations to understand customer priorities, challenges, budgets, and decision-making processes.

Coordinate and deliver product demonstrations with support from product and client success teams.

Prepare pricing proposals and negotiate agreements within approved guidelines.

Identify relevant RFP opportunities and coordinate responses with internal stakeholders.

Meet agreed targets for new customer acquisition, new recurring revenue, and qualified pipeline development.

Collaboration and Customer Handoff

Work with client success teams to ensure new customers receive a clear, coordinated handoff for onboarding and implementation.

Partner with internal teams to identify expansion and cross-selling opportunities.

Share prospect feedback, competitive insights, and market needs to inform product positioning and priorities.

Represent XAP at industry conferences, webinars, and customer meetings as needed.

Pipeline Management and Reporting

Maintain accurate, current records of contacts, activities, opportunities, and next steps in the CRM.

Provide regular pipeline updates and realistic sales forecasts.

Track opportunity progress, identify barriers, and take action to keep deals moving.

Requirements

At least five years of B2B sales experience, preferably in education technology or SaaS.

Demonstrated success generating new business through outbound prospecting and closing sales.

Experience managing consultative sales involving multiple stakeholders.

Strong communication, presentation, relationship-building, and negotiation skills.

Ability to translate product capabilities into clear customer benefits.

Strong organization and follow-through, with disciplined CRM and pipeline management.

Ability to work independently while collaborating effectively across teams.

Willingness to travel occasionally for conferences and customer meetings.

Preferred Experience

Selling to K–12 districts, state education agencies, or higher education institutions.

Familiarity with college and career readiness, career exploration, academic planning, work-based learning, admissions, or transcript solutions.

Experience navigating education purchasing cycles and public-sector RFP processes.

Experience using Zoho CRM or similar sales platforms.

What Success Looks Like

A growing pipeline of qualified opportunities in XAP’s target markets.

Consistent acquisition of new customers and achievement of revenue targets.

Strong relationships with education decision-makers.

Accurate forecasting and timely follow-up throughout the sales process.

Smooth customer transitions from sales to implementation and client success.

• Competitive salary commensurate with experience.
• Opportunities for career advancement and professional development.
• Experience collaborating with a diverse, global team.
• Comprehensive Health Benefits to support your wellbeing and peace of mind.
• 401(k) retirement plan with employer match; paid time off, sick leave, and holidays.