• Identify, engage, and convert high-value target accounts through cold calls, emails, LinkedIn, and other outbound tactics. • Qualify prospects to ensure strong needs alignment with their platform. • Book and lead compelling product demos that communicate the value of the platform solution. • Own and manage the full sales cycle, from first contact to close. • Maintain and update all prospect interactions in HubSpot CRM. • Consistently achieve and exceed monthly and quarterly sales targets. • Develop deep industry knowledge to position the company as a trusted advisor. • Understand customer pain points and tailor solutions to their needs. • Build and nurture relationships with partner managers, sales leaders, and revenue teams. • Stay informed on industry trends, competitor offerings, and emerging technologies to refine sales strategies.

Role Description We’re seeking a driven, results-oriented Senior Strategic Account Executive to accelerate growth through new business acquisition and strategic cross-sell within existing accounts. This role is ideal for a sales hunter who thrives on creating opportunities, building strong relationships across education and research institutions, and closing complex deals that deliver real impact on academic and research integrity. The ideal candidate is passionate about education and technology, highly collaborative, and capable of working strategically and tactically to deliver measurable results. Responsibilities - Drive new business growth: Identify, qualify, and close new opportunities within K–12, Higher Education, or assessment markets. - Expand existing relationships: Partner with Customer Success and Marketing to uncover cross-sell opportunities that deepen customer value. - Own the full sales cycle: From prospecting to negotiation and close, with disciplined pipeline management, forecasting, and account planning. - Build lasting relationships: Engage stakeholders at all levels—from teachers to district or institutional executives—to influence decisions and strengthen advocacy. - Deliver consultative solutions: Understand customer challenges and craft tailored solutions that meet their needs. - Collaborate cross-functionally: Partner with Product, Marketing, Customer Success, and internal Sales teams to ensure a seamless client experience and relay market feedback. - Leverage data and insights: Use CRM, usage analytics, and market intelligence to prioritize high-impact opportunities and optimize territory strategy. - Represent the brand: Communicate the company’s value proposition effectively through presentations, product demos, pitches, social channels, and industry events. - Maintain accurate reporting: Document sales activity, pipeline, forecasts, and metrics in Salesforce and other systems to inform business strategy. - Stay informed: Keep up-to-date on industry trends in education and research, and territory-specific opportunities. - Travel: Up to 25% travel to engage directly with customers, nurture partnerships, and accelerate sales opportunities. Qualifications - 5+ years of quota-carrying experience in Tech SaaS sales, with a consistent track record of achieving and exceeding targets. - Proven ability to hunt, build, and close new business across complex buying committees. - Exceptional storytelling and consultative sales skills, connecting customer challenges to product impact inspiring urgency and belief. - Deep understanding of institutional decision cycles, and procurement processes. - Strong presentation, negotiation, and relationship-building skills across technical and non-technical audiences. - Proficiency with Salesforce.com and other sales enablement tools. - Self-starter with a growth mindset, resilience, and collaborative spirit. - Native Japanese/Business English. - BA/BS degree required. Requirements - Exceeds new business and cross-sell quotas. - Achieves high win rates and maintains accurate forecasts. - Demonstrates meaningful pipeline growth and expansion within target accounts. - Builds customer advocacy through consultative engagement and compelling storytelling. - Expands institutional reach via new executive-level relationships and partnerships. Benefits - Remote First Culture - Health Care Coverage* - Education Reimbursement* - Competitive Paid Time Off - Self-Care Days - National Holidays* - 2 Founder Days + Juneteenth Observed - Paid Volunteer Time* - Charitable contribution match* - Monthly Wellness or Home Office Reimbursement* - Access to Modern Health (mental health platform) - Parental Leave* - Retirement Plan with match/contribution* Company Description When you join Turnitin, you'll be welcomed into a company that is a recognized innovator in global education. For over 25 years, Turnitin has partnered with educators and institutions to develop learning integrity solutions that recognize the enduring value of critical thinking in a rapidly changing world. Over 16,000 academic institutions, publishers, and corporations use our services in more than 185 countries around the world. Experience a remote-first culture that empowers you to work with purpose and accountability in a way that best suits you, supported by a comprehensive package that prioritizes your overall well-being. Our diverse community of colleagues are all unified by a shared desire to make a difference in education. Turnitin is a global organization with team members in over 35 countries including the United States, Mexico, United Kingdom, Australia, Japan, India, and the Philippines.

• Responsible for providing top quality field technical sales support to customers for all JB Products & systems • Manage & service existing business/ client base within sales territory • Establish and maintain professional business relations with new and existing customers • Conduct sales calls/meetings with existing customers; discuss new opportunities/products, cross-sell new products, follow up on prior orders/ongoing applications, and close orders • Prospect, generate, and qualify sales opportunities and leads; conduct sales calls/meetings, provide recommendations, and discuss product options & opportunities • Visit customers to review products & applications, evaluate and recommend solutions to suit individual customer needs • CRM management; create, submit, track, and update statuses of all proposals, quotations, and customer inquiries in Salesforce • Participate in joint calls with managements, suppliers, and other division representatives • Liaise regularly with internal team members; provide product and system technical support, and assist with product selection and proposals • Participate in joint calls with strategic suppliers in order to discover new opportunities, or to help strengthen the Company offering • Represent the Company in tradeshows; conduct professional technical presentations, and promote core products for specific product applications • Set professional development goals and works towards their fulfillment; attend all required training

• Manage complex, high-value accounts within Fortune 500 and large enterprise segments. • Develop and influence C-level relationships, becoming a trusted advisor to executive stakeholders. • Represent Omnissa’s full SaaS portfolio—including Workspace ONE and Horizon—using a consultative, value-driven sales approach. • Identify and close new business, expand existing accounts, and drive long-term customer success and satisfaction. • Showcase expert negotiation and closing skills to win complex, high-value deals. • Demonstrate strategic account planning and pipeline management, maintaining a clear, data-driven view of forecasts in Salesforce (SFDC). • Collaborate cross-functionally with Pre-Sales, Customer Success, Professional Services, Marketing, and Partner teams to deliver exceptional outcomes. • Stay ahead of End User Computing (EUC) trends and competitive landscape to position innovative solutions. • Participate in industry events, customer meetings, and regional activities to expand influence and market presence.