Account Development Executive - Remote

Overview

Join VitalSource as an Account Development Executive—help us grow partnerships with campus bookstores at non-profit colleges and universities across Canada. In this remote role (with ~30% travel), you’ll be a trusted advisor, building strong relationships and introducing innovative digital content solutions. We’re looking for a strategic, consultative seller who can develop territory plans, prospect new accounts, negotiate deals, and deliver measurable growth—while championing our mission to make learning more affordable and accessible.

In Short

• Proactively identify and qualify high-potential prospects to build a strong, sustainable sales pipeline aligned with VitalSource’s growth goals.
• Develop and execute a territory-specific sales strategy to drive new business and expand existing relationships across assigned Canadian accounts.
• Engage prospective clients through a mix of outbound calling, in-person meetings, digital outreach, and networking to uncover needs and introduce VitalSource’s solutions in compliance with Canadian Anti-Spam Legislation (CASL).
• Assess and prioritize leads based on predefined customer fit and opportunity criteria to ensure efficient pipeline management.
• Act as a consultative partner by understanding campus challenges and aligning institutional goals with the right mix of VitalSource products and services.
• Achieve and exceed quarterly and annual sales targets through effective territory management, deal progression, and timely closures.
• Accurately forecast sales activity, maintain up-to-date opportunity records, and track all engagement in Salesforce.
• Demonstrate subject matter expertise in digital content delivery and articulate the value of the VitalSource platform to stakeholders at all levels, including campus store personnel and academic leadership.
• Communicate institutional needs clearly to internal teams (product, operations, customer success) to ensure smooth onboarding and customer satisfaction.
• Deliver compelling product demonstrations and solution presentations tailored to each institution’s business objectives.

Requirements

• Minimum 8 years of experience in sales, preferably in SaaS, edtech, or higher education sectors.
• Experience working with campus bookstores, academic institutions, or publishers is strongly preferred.
• Familiarity with Salesforce or other CRMs and comfort using digital tools to manage a sales pipeline.
• Proven success in a consultative, solution-based selling approach.
• Strong track record of meeting or exceeding sales targets and deadlines.
• Solid understanding of market trends, business strategy, and the higher education landscape.
• Skilled in sales planning, lead generation, product positioning, and closing techniques.
• Ability to develop and execute strategic plans to grow territory revenue.

Benefits

• Remote work flexibility with moderate travel opportunities.
• Engagement in a mission-driven company focused on making learning more affordable and accessible.
• Opportunity to work with innovative digital content solutions.
• Collaborative team environment across multiple functions.