Account Executive

Location: Remote with preference given to candidates between UTC-8 and UTC+2

Summary

Hypothesis is seeking an experienced Account Executive to join our growing team. You’ll help us address the rapidly expanding demand from academic institutions, departments, faculty and students for our digital annotation tool that facilitates close reading and deep discussion in their curriculum.

The Account Executive is responsible for maximizing the educational impact of Hypothesis by driving market penetration of our annotation tool. This includes evangelizing and selling Hypothesis to higher education teaching faculty under a faculty adoption model (faculty adopt the platform and make it required for students to purchase).

The Account Executive role is dynamic and involves a wide array of skills and expertise. They will initiate contact with potential adopters either via email or phone with the goal of setting up a meeting to present Hypothesis to them and other instructional faculty that influence software adoptions at the institution. They will use their subject matter expertise, teaching experience, and product knowledge to understand the needs of the customer, communicate how the benefits of our product align with their needs, and demonstrate the features of the software. They will ask for the faculty to adopt our software, and continue to communicate with the potential adopter with the goal of winning and closing the adoption.

About the team

Hypothesis is a small edtech start-up company with financial backing that is ramping up to respond to high demand from stakeholders across the education marketplace. We work with educators, schools, and publishers to bring new, innovative capabilities and workflows over digital content.

We are a diverse, supportive, highly collaborative, 100% remote team of technologists, educators, and entrepreneurs working together to bring digital/social annotation to educators. Though we operate remotely, we are a close-knit team that communicates via Slack, video chat, GitHub, and Google Docs across 8 time zones.

About the role

35% of time will be focused on Direct sales outreach: calls and emails to faculty to set up both online and in-person demonstrations, perform post-demo follow-up to close adoptions, and document the engagement by entering important data into the company’s CRM.

35% of time will be focused on Giving online presentations and demonstrations.

20% of time will be spent on Strategy to win business, meetings internally with manager and team to discuss progress to goal and provide feedback on trends and meetings.

10% of your time may be spent at campus site visits, conferences or regional events as directed by the Head of Sales

Responsibilities include, but are not limited to:

• Initiating contact with prospective customers through email and outbound calls
• Leading meetings with key stakeholders, demoing the features and benefits of the tool, and communicating the value proposition
• Negotiating and shepherding contracts to closed deals
• Contributing information to market strategy by monitoring competitive products and feedback from accounts
• Tracking performance toward sales goals using CRM and providing regular progress reports to management
• Engaging deeply and directly with Hypothesis technologies to establish and maintain a working knowledge of the product
• Collaborating with a multi-functional team to generate awareness for the brand and close and support clients
• Coordinating outreach campaigns with the BDR

This role reports to the Head of Sales.

You will be successful at Hypothesis if you:

• Are passionate about education and learning
• Are a self-starter with an entrepreneurial mindset
• Are committed to excellence and improvement
• Are approachable and collaborative and excel at building relationships
• Are proactive and have strong problem-solving skills
• Have previous remote work experience
• Have strong time management skills
• Have a dynamic mindset about your work, allowing for growth and change
• Can communicate clearly and effectively with colleagues and customers

Desired Skills and Experience

Proven Sales Success and Territory Development

• Demonstrates a history of meeting and exceeding sales quotas.
• Experienced in breaking into new territories and developing new markets.
• Successful in working a sales pipeline to achieve revenue goals.

Exceptional Communication and Interpersonal Skills

• Commands exceptional written and verbal communication skills.
• Engages and builds relationships with higher education stakeholders, demonstrating charisma, trustworthiness, and credibility.
• Strong presentation skills, able to articulate product benefits clearly and concisely.

Strong Problem-Solving, Analytical, and Organizational Skills

• Demonstrates exceptional problem-solving abilities and analytical skills.
• Is organized, detail-oriented, and able to gather and analyze information skillfully.
• Possesses strong time management skills and the ability to thrive in a fluid, startup environment.

Collaborative and Innovative Mindset

• Approachable, collaborative, and excels in building relationships with colleagues and customers.
• Shows original thinking, innovation, and creativity.
• Open to new ideas and willing to try new approaches to improve processes and outcomes.

Passionate and Knowledgeable about Education and Digital Learning Tools

• Demonstrates enthusiasm for education and the potential of digital tools.
• Possesses familiarity with Learning Management Systems and market trends in education technology.

Tools and Technologies

• Utilize HubSpot CRM for tracking performance, managing sales pipelines, and documenting engagement. (HubSpot certification preferred)
• Engage with potential adopters through sales engagement platforms and virtual meeting tools such as Zoom or Microsoft Teams.
• Collaborate with the team using Slack, GitHub, Google Docs, and other remote communication tools to maintain seamless communication and workflow.
• Use data analytics tools to gather insights and monitor market trends.

Financial Attributes

Base salary range: $60,000-$80,000 (annual)

On-Target-Earnings (OTE): $100,000+ uncapped

Benefits:

• Health/dental/vision insurance: Yes
• Retirement (401k) plan: Yes

How to apply

To apply for this position, please send a cover letter, resume, and salary requirements to join@hypothes.is telling us what about this role intrigues you and why you think you would be a great fit for Hypothesis.

Hypothesis is proud to be an equal opportunity employer. We value diversity and do not discriminate on the basis of race, religion, color, national origin, citizenship, gender identity or expression, sexual orientation, age, marital or family status, veteran status, or disability. If you have a disability or special need that requires accommodation, please let