Remote opportunity at
AcquiaAccount Executive
Acquia functions as an open digital experience platform provider that equips organizations with Drupal-based products to foster innovation. The company operates globally from U.S. headquarters and…
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About This Role
Acquia functions as an open digital experience platform provider that equips organizations with Drupal-based products to foster innovation. The company operates globally from U.S. headquarters and has earned recognition as a fast-growing software entity and a top workplace. In this position, the contributor will act as an Account Executive specializing in the higher education sector across the United States and Canada. The role involves driving new business and expansion strategies…
Job Description
Acquia functions as an open digital experience platform provider that equips organizations with Drupal-based products to foster innovation. The company operates globally from U.S. headquarters and has earned recognition as a fast-growing software entity and a top workplace. In this position, the contributor will act as an Account Executive specializing in the higher education sector across the United States and Canada.
The role involves driving new business and expansion strategies within colleges, universities, and systems. Professionals in this capacity will manage full-cycle sales independently, utilizing the MEDDICC sales methodology for rigorous qualification and accurate forecasting within Salesforce. Responsibilities include engaging senior campus leadership such as CIOs and CMOs, navigating decentralized departmental structures, demonstrating business value related to enrollment and web consolidation, and handling public and institutional procurement procedures.
Ideal candidates possess a systematic, process-driven approach to complex enterprise sales, high intellectual agility, and a strong dedication to client acquisition and service. Travel is required for campus visits, client meetings, and industry events.
Responsibilities
- Manage new business and expansion across assigned higher education territories in the United States and Canada
- Identify, develop, and close sales opportunities across the prospect and customer base using the MEDDICC methodology
- Maintain complete qualification data in Salesforce to ensure precise forecasting and pipeline reviews
- Construct mutual action plans aligned with institutional decision and procurement timelines
- Communicate with senior campus executives including Chief Information Officers, Chief Marketing Officers, and Vice Presidents
- Navigate decentralized institutional environments to build consensus across central IT, marketing, and individual departments
- Quantify institutional business value regarding enrollment, cost savings, accessibility risk reduction, and efficiency
- Handle public and institutional procurement processes such as RFPs, cooperative purchasing agreements, and consortia
- Monitor competitor offerings in the higher education content management system and digital experience platform market
- Collaborate cross-functional teams including Account Management, Renewals, Solutions Consulting, Product, and Professional Services
- Participate in industry conferences, user groups, and regional events representing the organization
- Travel for campus visits, client meetings, and industry events throughout the US and Canada
Requirements
- Demonstrated mastery of the MEDDICC or MEDDPICC sales methodology for complex enterprise deals
- Extensive sales and new-business origination experience in enterprise software such as content management systems, digital experience platforms, or software-as-a-service solutions
- Prior experience selling into higher education institutions
- Experience navigating institutional procurement processes including formal requests for proposals and cooperative purchasing
- Negotiation experience covering prospecting, proposal development, agreement finalization, and relationship management
- Consistent forecast accuracy and strong CRM hygiene habits, with Salesforce experience preferred
Qualifications
- Bachelor's degree or equivalent work experience
- Experience working with both United States and Canadian higher education institutions
- French language proficiency for engagement in Québec and other francophone communities
Core Skills
Benefits
- Competitive healthcare coverage
- Wellness programs
- Take-it-when-you-need-it time off
- Parental leave
- Recognition programs
Frequently Asked Questions
Answers are based only on the employer’s listing; where it doesn’t say, neither do we.
What is the location or remote policy for this role?
The posting specifies that the role is remote and includes required travel to campus visits, client meetings, and industry events across the US and Canada.
What is the salary and compensation structure?
On-Target Earnings range from $290,000 to $300,000 per year, featuring a 50/50 split between base salary and variable compensation.
What sales methodology is required for this position?
Candidates must demonstrate mastery of the MEDDICC sales methodology, or a similar framework like MEDDPICC, to qualify, forecast, and close enterprise deals.
How can Colorado residents contact the company regarding this listing?
Interested residents of Colorado may contact NA-recruiting@acquia.com regarding regulation C.R.S. § 8-5-201.
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