Account Executive, Existing Customers

About the Role

As an Account Executive, Existing Customers at the company, you'll build and maintain transformational relationships with higher education institutions, serving as their trusted advisor and strategic partner. You'll be responsible for ensuring customer success and satisfaction while driving adoption and expansion of the company's platform. You'll balance strategic relationship management, revenue growth, and customer advocacy in a fast-moving, mission-driven environment, working closely with institutional leaders, administrators, and internal cross-functional teams. This role is well-suited for someone who thrives in enterprise sales & relationship-driven environments, enjoys solving complex institutional challenges, and is motivated by the impact of enabling student success at scale.

If you're excited by the opportunity to help colleges and universities achieve their goals while driving meaningful customer growth and retention, this is a chance to do impactful work in a rapidly growing space.

This role offers a base salary, performance-driven commission, as well as additional accelerators, kickers, & other performance based incentives with total on-target earnings ranging from $160,000 to $220,000. Final compensation will be determined based on experience, skills, and market alignment.

What You’ll Do

• Achieve company-issued sales quota via managing and owning renewals and upsells via full-cycle sales ownership

• Own upsell and expansion opportunities, guiding institutions along the company maturity curve to deepen adoption across academic operations.

• Collaborate to drive custom solutions/demos for clients to build and cultivate 4X pipeline throughout the year

• Onsite travel to existing clients expected 25-40% throughout the year

• Deep understanding of our solutions and has the ability to demo to cross-functional users in the higher-ed industry

• Has the appetite to learn technology and the processes we are working to meet and achieve within the company platform

• Manage and grow relationships with various personas within each account to have a deep understanding of their internal processes, goals, and needs as you work to support and achieve what’s needed to drive successful buy-in and adoption of our products

• Own the full lifecycle of assigned institutional accounts, serving as the primary point of contact and trusted advisor to foster long-term relationships and drive customer success.

• Understand clients' strategic goals, challenges, and pain points, and proactively offer tailored solutions that align with their objectives.

• Conduct regular check-ins with clients to assess their satisfaction, identify opportunities for improvement, and provide ongoing support.

• Collaborate closely with cross-functional teams, including Product, Implementations, Client Success, and Support, to ensure seamless implementation, onboarding, and ongoing service delivery in a heavy cross-functional environment

• Manage the contract renewal process, develop 12-month rolling forecasts, and ensure seamless negotiations with institutional procurement and finance teams

• Monitor client usage and adoption metrics, analyze patterns and trends in platform engagement, and translate data-driven insights into concrete upsell and expansion opportunities

• Identify and resolve client issues or concerns promptly, escalating to appropriate teams when necessary, and ensuring timely resolution.

• Collaborate closely with cross-functional teams including Product, Implementations, and Support to ensure seamless implementation, onboarding, and ongoing service delivery

• Stay up to date with industry trends, market developments, and competitive landscape to effectively position the company's value proposition to clients.

• Leverage AI tools and automation to streamline account management workflows, from data analysis and customer insights to proposal generation and forecasting, market research, and enabling focus on high-value strategic activities.

Requirements

What You’ll Bring

• Proven enterprise sales experience preferred or direct the company product experience/familiarity.

• Preferred: Demonstrated track record of meeting or exceeding sales quotas and managing a portfolio of 30+ accounts (Higher-ed Account Management/Account Executive for Existing Customers experience preferred)

• Strong understanding of the higher education market, administrative processes, academic scheduling, curriculum management, and assessment.

• Excellent interpersonal and communication skills, with demonstrated ability to build rapport, influence stakeholders at multiple levels (C-suite through operations staff), and negotiate effectively

• Analytical mindset with proficiency in interpreting data, metrics, and user feedback to drive informed decisions, identify trends, and develop data-backed strategic recommendations

• Proficiency with AI tools and emerging technologies to enhance productivity, automate routine tasks, and design efficient workflows that scale account management impact

• Ability to manage multiple competing priorities, balance short-term customer needs with long-term expansion strategy, and maintain accountability in a fast-paced, autonomous environment

Not sure if you should apply? Research shows that women and people from underrepresented backgrounds are less likely to apply unless they meet every qualification listed. At the company, we're focused on finding the best person for the role, and that person may come from a non-traditional background. We encourage you to apply even if you don't meet every requirement — our evaluation focuses on your ability to thrive in this role and make an impact.

Benefits

About the company

At the company, our mission is simple but ambitious: to break down barriers to student success.

Founded by former college students who were frustrated by outdated academic systems, the company was built to empower higher ed administrators to deliver exceptional educational experiences and make it easier for students to achieve their goals. Since then, we’ve grown into a platform trusted by institutions across the country.

The company is the Intelligent Academic Operations Platform, empowering 400+ colleges and universities to better serve over 3.3 million students. Our platform brings together academic scheduling, curriculum and catalog management, assessment, and workflow automation — all designed to adapt to each institution’s unique needs and remove administrative roadblocks so educators can focus on helping students succeed.

We’re a remote-first, fast-growing company and a Forbes Top 500 U.S. Startup Employer, with a culture that prioritizes engagement, ownership, and impact. If you’re excited about solving meaningful problems, working with thoughtful teammates, and improving education at scale, you’ll feel right at home at the company.

Working at the company

Healthcare, Dental & Vision

We follow a fixed contribution model to promote equity and transparency. Every employee receives the same annual dollar amount to apply toward medical, dental, and vision coverage. This approach gives you the flexibility to choose the plan that best fits your needs, whether that is a base-level option or more comprehensive coverage.

Depending on the selected coverage level, the company covers

• Employee-only coverage: 99% to 65% of monthly premiums

• Employee plus dependents: 77% to 50% of monthly premiums

We partner with Aetna and Guardian, and offer access to best-in-class wellness and support programs, including:

• Spring Health (mental health support)

• XP Health (vision benefits)

• Carrot Fertility (family planning support)

• One Medical (primary care)

We also support pre-tax savings through Health Savings Accounts (HSA) and Flexible Spending Accounts (FSA).

Retirement Planning

To support long-term financial health, we offer a Safe Harbor 401(k) plan from day one of employment. The company provides a 4% employer match on your total compensation (subject to federal limits) each pay period for employees contributing to a tax-advantaged retirement account.

Paid Time Off

We trust our employees to manage their time responsibly. That’s why we offer an unlimited Paid Time Off policy — because flexibility and balance are critical for sustained excellence and personal well-being.

Remote-First Since Inception

We were built for distributed work. Our culture emphasizes flexibility over rigidity, outcomes over hours, and transparency over gatekeeping. We are committed to being a remote-first organization indefinitely, empowering you to work where and how you thrive best.

Equity

As a valued contributor to our collective success, you’ll participate in the upside. All employees are granted equity in the company aligned to your role and tenure. Equity grants are reviewed and adjusted with promotions to reflect your evolving impact.

Paid Parental Leave

The company supports all parents regardless of gender, family structure, or how you became a parent. All parents receive up to 6 weeks of Paid Bonding Leave at 100% of base pay following the birth, adoption, or foster placement of a child. Birthing parents receive an additional 6 weeks of Paid Medical Recovery Leave at 100% of base pay to support physical recovery following childbirth — for a total of up to 12 weeks of fully paid leave.