Remote opportunity at
Acquia, Inc.Account Executive
Acquia, Inc. is hiring an Account Executive for Higher Education to drive new business and expansion across colleges, universities, and systems in the United States and…
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About This Role
Acquia, Inc. is hiring an Account Executive for Higher Education to drive new business and expansion across colleges, universities, and systems in the United States and Canada. Acquia provides open digital experience solutions built around Drupal, helping organizations innovate and connect with their communities. In this individual contributor role, the Account Executive will manage full-life-cycle sales, guide institutional clients through complex procurement cycles, and collaborate with internal product, solutions consulting,…
Job Description
Acquia, Inc. is hiring an Account Executive for Higher Education to drive new business and expansion across colleges, universities, and systems in the United States and Canada. Acquia provides open digital experience solutions built around Drupal, helping organizations innovate and connect with their communities. In this individual contributor role, the Account Executive will manage full-life-cycle sales, guide institutional clients through complex procurement cycles, and collaborate with internal product, solutions consulting, and renewal teams.
This position requires a disciplined, process-driven professional who implements the MEDDICC sales methodology to qualify opportunities, build internal champions, reach economic buyers, and maintain accurate Salesforce forecasts. The ideal candidate possesses intellectual agility, persistence for consensus-driven sales cycles, and a genuine interest in the mission of higher education institutions. Responsibilities involve negotiating large strategic deals, navigating decentralized campus environments, quantifying business value such as web accessibility risk reduction and recruitment impact, and participating in community events.
Responsibilities
- Manage new business and expansion across an assigned territory of higher education institutions in the United States and Canada
- Run every sales opportunity using the MEDDICC methodology to qualify deals, develop champions, and map decision processes
- Maintain complete and current MEDDICC qualification data in Salesforce to drive accurate forecasting and pipeline reviews
- Build mutual action plans mapping institutional decision and procurement timelines from initial meeting to signature
- Engage senior campus stakeholders including CIOs, CMOs, Vice Presidents, and central web or IT teams
- Navigate decentralized campus environments to build consensus across central leadership and individual departments
- Quantify business value for institutions such as enrollment impact, web consolidation cost savings, and accessibility risk reduction
- Manage public and institutional procurement processes including formal RFPs, cooperative purchasing agreements, and consortia
- Collaborate cross-functionally with account management, renewals, solutions consulting, product, and professional services teams
- Engage with implementation and channel partners to co-sell and drive opportunities
- Represent Acquia within the higher education and Drupal communities through conferences, user groups, and regional events
- Travel to campus visits, client meetings, and industry events across the US and Canada as needed
Requirements
- Demonstrated mastery of the MEDDICC sales methodology, MEDDPICC, or a similar framework
- Strong sales and new-business origination experience in enterprise software selling CMS, DXP, or SaaS solutions
- Experience negotiating large strategic deals across prospecting, proposal development, negotiation, and relationship management
- Consistent forecast accuracy and strong CRM hygiene, preferably with Salesforce
- Understanding of the SaaS business model for solution delivery and higher education campus digital priorities
- Confident presentation skills and presence in front of senior campus leadership
Qualifications
- Bachelor's degree or equivalent experience
- Experience selling into higher education institutions in the United States and Canada
- Familiarity with higher education procurement processes including formal RFPs, cooperative purchasing, and committee approvals
- French language proficiency for engaging institutions in Québec and 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 salary and OTE for this role?
The base salary ranges from USD 145,000 to 150,000 per year, with a 50/50 split resulting in On-Target Earnings ranging from $290,000 to $300,000.
Is this position remote?
Yes, the posting lists the employment location as remote, with travel to campus visits, client meetings, and industry events across the US and Canada as needed.
What sales methodology does Acquia require for this position?
Candidates must demonstrate mastery of the MEDDICC sales methodology, MEDDPICC, or a similar framework to qualify, forecast, and close enterprise deals.
What education or background is preferred?
A bachelor's degree or equivalent experience is required, along with enterprise software sales experience in CMS, DXP, or SaaS solutions, preferably within higher education.
Sample Interview Questions
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