Relationship Manager - Enterprise Team/East

The Role

We’re looking for a self-motivated, detail-oriented, and strong communicator to join our sales team. As Relationship Manager, you will reach out and own the full sales life-cycle for our Enterprise accounts within districts that have enrollments of 10,000-40,000 students within a defined territory. You will need to take ownership of our resources, be proactive about data integrity, and constantly be striving to close your opportunities. The ideal candidate will have a high emotional intelligence, a strong SaaS background, and proven success in the government or education technology verticals. Additionally, a candidate should employ a growth mindset, a willingness to experiment, an attention to detail, a willingness to embrace a selling methodology and sales processes and strong interpersonal skills.

What You'll Do

• Working with the Sales team to define and execute on quarterly sales goals
• Drive acquisition of new clients and renew and expand existing customers through the full sales life-cycle for Enterprise accounts including discovery, demo, and negotiation sales cycle. You’ll own it all!
• Perform product demonstrations, discovery calls, and travel for onsite customer meetings and conferences within your territory. 
• Manage daily and weekly activities to drive your pipelines, & predictable above-quota results
• Build, measure, and optimize your sales process to successfully achieve targeted sales objectives
• Be an expert on your pipeline and forecast with accuracy
• Work with marketing and product teams to refine positioning and messaging for campaigns based on prospect feedback
• Develop specific and targeted goals to expand and accelerate revenue opportunities in your territory
• Keep CRM up to date with all sales activity and notes 
• Work cross-functionally with different organizations such as Support, Marketing, and Customer Success
• Monitor and measure your individual KPIs to track and improve performance
• Utilize internal technology to maximize results
• Own and drive your market including attending key events
• Build a strong network 

Who You Are

• Deep knowledge of sales processes with 5+ years of enterprise technology sales experience in a K-12, B2B SaaS environment
• Experience in identifying, developing, negotiating, and closing large-scale technology deals
• Personal history of repeatedly exceeding past individual contributor quota 
• Technically minded, with an in-depth understanding of B2B Sales and experience selling into government entities
• Strong communication, analytic, and listening skills, and a desire for constant improvement
• Ability to effectively operate with high-energy and flexibility in a fast-paced, constantly evolving team environment
• Ability to build scalable processes, and you have the analytical skills to optimize them over time 
• Highly effective communicator with strong EQ and influencing skills
• Hands-on experience with multiple sales techniques (including cold calls)
• Ability to understand customer requirements and identify solutions to meet those needs
• Proven track record of success and over-achievement of quotas
• Exceptional presentation skills with the ability to engage prospects with effective written and verbal communication
• You have strong interpersonal skills and you are an excellent team player
• Strong work ethic and collaborator