Senior Sales Executive, Higher Education D2L is a cloud company that is modernizing education and building the Future of Work. The old models of teaching and learning are in the midst of the largest transformation in history, and D2L is at the heart of that fundamental shift. New models of teaching and learning enable a personalized, student-centric experience – and deliver improved retention, engagement, satisfaction, and results for learners of all ages – in schools, campuses, and companies. D2L is disrupting the way the world learns, by providing the next generation learning environment and solutions to engage and inspire learners. And most importantly, by giving customers a platform that is easy, flexible, and smart. No other company provides a solution as robust and innovative as D2L. D2L has had a singular mission for 25 years and is dedicated to that same mission in the years ahead: to transform the way the world learns – and by doing so, we will help improve human potential globally. Every application we receive is personally reviewed by a member of our Talent Acquisition team - yes, a real person looks at your resume! While we use AI tools internally to streamline tasks like meeting notes, summaries, and administrative work, these tools never rank resumes, make hiring decisions, or influence candidate evaluations. General Description: As a Senior Account Executive at D2L you will be responsible for meeting and exceeding sales objectives of the assigned territory by promoting and selling the D2L product suite through professional sales techniques. This role requires proven ability to sell high-value, complex software solutions to the Higher Education market. You will spend the majority of the role in-field developing and cultivating prospects, moving them through the sales process and closing new business. You will be supported by a Business Development Representative, who is responsible for assisting you in the creation of a qualified pipeline. Territory/Region: NA Vertical: D2L for Higher Education Major Responsibilities: - Own your territory and drive results: Exceed revenue targets by managing a full sales cycle—from prospecting to closing. - Build pipeline: Make prospecting an integral part of your regular routine. Consistently add new prospects and maintain a healthy 12-month pipeline. - Drive complex sales: Navigate a 12–18 month mid-market, SaaS sales cycles with multiple stakeholders. - Collaborate cross-functionally: Develop positive relationships and work closely with Business Development, Marketing, Professional Services, Finance, Engineering, other departments and Channel Partners. Effectively and efficiently deploy D2L resources at appropriate stages in the sales cycle to advance the sales process. - Participate in proposals: Take an active role in the RFP process. Prepare written presentations, reports and price quotations. Participate in contract negotiations. - Professional development and upskilling: Continuously improve your product knowledge and selling skills through self-learning, Revenue Enablement-hosted initiatives and other training opportunities. Be well informed about current industry trends and be able to talk intelligently about those trends in the context of your territory. - Leverage CRM: Use Salesforce to track activities, manage pipeline, and report accurately. - Partner engagement: Understand the D2L Partner relationships and how they relate to D2L sales. - Represent D2L: Attend and participate in sales meetings, product seminars, conferences and trade shows. - Travel: Travel up to 25% Competencies: - Deep understanding of mid-market sales cycles and experience selling to C-level decision-makers. - Strong knowledge of the EMEA Higher Education system. - Familiarity with MEDDPICC or similar sales methodologies. - Proficiency in Salesforce and other sales tools. - Working knowledge of web and database technology. - Familiarity with AI tools and using AI to further business goals. Skills: - Ability to craft a solution with appropriate products and services that meet business goals based on client discussions, and skilled at presenting these solutions to stakeholders. - Excellent communication, presentation, and negotiation skills. - Collaborative mindset and able to work in a team environment. - Strong leadership and motivational skills. Qualifications/Experience: - 5+ years of successful SaaS or complex solution sales experience (EdTech, HCM, or eLearning preferred). - Proven success in prospecting, building a pipeline, and moving opportunities through the sales cycle. - Proven ability to manage a pipeline of 50+ accounts and a track record of successful achievement of assigned quotas of $1M+. - Willing to travel up to 25% and able to travel freely between the US and Canada or other countries and hold a valid passport. - Bachelor’s degree recommended (technical, business or education-related is ideal). The expected base salary range for a new hire in this role is listed below. The annualized base salary offered is determined by each candidate’s relevant knowledge, skills, education, training and experience. It is aligned to ensure both internal and external competitiveness using market data for the geographic location and industry. As part of the total compensation at D2L the role may be eligible for additional benefits including a Wellness Subsidy, Equity Grants, Variable Incentive, and more. Base Salary Range $90,000—$100,000 USD Don’t meet every single requirement? We strongly encourage you to still apply! At D2L, we are committed to creating a diverse and inclusive environment. We encourage your application even if you don't believe you meet every single qualification outlined, because we love to help our people grow and develop! Why we're awesome: At D2L, we are dedicated to providing you with the tools to do the best work of your life. While some of our perks and benefits may vary depending on location or employment type, we are proud to provide employees with the following through #LifeAtD2L: - Impactful work transforming the way the world learns - Flexible work arrangements - Learning and Growth opportunities - Tuition reimbursement of up to $4,000 CAD for continuing education through our SkillsWave Program - 2 Paid Days off for SkillsWave-related activities like exams or final assignments - Employee wellbeing (Access to mental health services, EFAP program, financial planning and more) - Retirement planning - 2 Paid Volunteer Days - Competitive Benefits Package - Home Internet Reimbursements - Employee Referral Program - Wellness Reimbursement - Employee Recognition - Social Events - Dog Friendly Offices Spaces at our HQ in Kitchener, Winnipeg, Vancouver and Melbourne offices. D2L is committed to a fair and inclusive work environment. We are an equal opportunity employer that hires and attracts talent regardless of age, race, creed, color, religion, national origin, ancestry, marital status, affectional or sexual orientation, gender identity or expression, disability, nationality, sex, status as a protected veteran or any other legally protected grounds and will not discriminate on these bases. We draw on diversity of thought and experience to reflect the rich array of cultures representing our broad customer base and we seek talent with diversity of life experiences and perspectives from around the world. If you have special accessibility requirements that need to be considered during the recruitment process, please let us know by emailing us at careers@d2l.com and a member of our HR team will get back to you. Information received relating to accommodation needs of applicants will be addressed confidentially. D2L maintains a drug-free workplace. ScheduleFull-time LocationRemote - USA

Senior Account Executive Full Time West Warwick, RI, US Requisition ID: 1098 Job Function: As a vital member of the Bradford Commercial Team, the Senior Account Executive is a strategic, customer-facing sales leadership role responsible for driving profitable revenue growth across Bradford’s combined personal care contract manufacturing platform—Bradford Soap (solid formats, including specialty bar soap, syndet bars, and OTC formulations) and Solo Laboratories (liquid, hot pour and aerosol formats). This is a remote role with significant travel to customer sites as well as manufacturing sites in Rhode Island and Illinois as needed by the business. This role is primarily focused on the development, retention, and expansion of strategic accounts and target prospects, leveraging Bradford’s full capability set. Reporting to the Chief Sales Officer, the Senior Account Executive is accountable for new business development, customer relationship management, commercial deal structuring, margin discipline, and the commercialization of Bradford’s technical innovations. The role contributes directly to strategic business direction and opportunity assessment in close partnership with R&D / Innovation, Project Management, Customer Success Specialists, Regulatory, Operations, Quality, and Business Development. Key Responsibilities; Account Growth & New Business Development: - Drive sales and profit within assigned strategic accounts and target prospects. - Develop and execute account strategy through prospecting, scouting, and progression of opportunities in priority focus areas defined with senior leadership. - Independently identify and pursue customers using lead generation tools, industry events, supplier and customer referrals, and disciplined follow-up. - Lead quotation, financial justification, contract negotiation, and deal closure, engaging functional support as needed. - Sell to and effectively communicate with senior executives at mass/masstige, prestige, and emerging/indie brand customers; build durable, trust-based relationships across all assigned accounts. - Identify and actively pursue cross-portfolio opportunities that leverage Bradford’s full capabilities set—including bar soap, syndet bars, OTC formulations, liquids, hot pour, aerosols, and bath and body accessories—coordinating closely with cross-functional teams to deliver one-stop-shop solutions. Key Responsibilities; Customer & Product Stewardship: - Serve as the primary commercial point of contact across the customer lifecycle, from new product development through ongoing program management. - Partner with R&D / Innovation to translate customer briefs into developable product concepts; coordinate timelines, requirements, and obstacle resolution. - Advocate the company’s full chemistry, science, and technology capabilities. - Lead the customer-side coordination of new technology transfers, scale-up programs, and first-production runs, ensuring alignment between customer expectations, R&D and Operations readiness, and Operations capacity. - Engage Customer Success Specialists, Operations, and Quality as needed to resolve service issues, complaint investigations, and supply continuity matters; ensure customer expectations are met. - Manage non-disclosure agreements (NDAs), customer-supplied material handling, and intellectual property boundaries across all customer engagements. Key Responsibilities; Innovation & Voice of Customer: - Capture and feed structured voice-of-customer insights back into Bradford’s R&D and innovation pipeline to inform new format, ingredient, packaging, and capability investments. - Champion sustainability-driven solutions to position Bradford as a sustainability-forward partner. - Maintain awareness of relevant third-party certifications and customer-facing claim programs (e.g., Target Clean, Clean at Sephora, Conscious Beauty at Ulta, Whole Foods Premium Body Care, Credo Clean Standard, Amazon Climate Pledge Friendly, ECOCERT/COSMOS, Leaping Bunny, EWG Verified, Certified Vegan, etc.). - Represent Bradford at industry trade shows, technical conferences, and customer innovation summits to generate leads, maintain market visibility, and gather competitive intelligence. Key Responsibilities; Commercial Discipline, Pricing & Margin: - Build and defend pricing that achieves minimum gross margin targets; lead price-increase conversations with customers in response to raw material, labor, packaging, and freight inflation. - Partner with CSO and Finance on customer credit limits, payment terms, and accounts receivable resolution; drive adherence to commercial terms and contract obligations. - Support master service agreement (MSA), supply agreement, and pricing agreement renewals and amendments in coordination with Legal and senior leadership. Key Responsibilities; Market, Regulatory & Compliance Awareness: - Maintain working knowledge of regulatory frameworks affecting personal care customers, including the Modernization of Cosmetics Regulation Act (MoCRA), FDA OTC drug monographs (where applicable to categories such as antiperspirants, sunscreens, anti-dandruff, and acne), DOT hazardous materials shipping requirements for aerosols, ISO 22716 cosmetic GMP, California Proposition 65, CARB regulations for aerosols, and state-level cosmetics regulations such as the California Toxic-Free Cosmetics Act and analogous laws in other states. - Maintain awareness of basic international regulatory considerations relevant to customers exporting Bradford-manufactured product (e.g., Health Canada, EU CPNP) and engage Regulatory subject-matter experts as needed. Key Responsibilities; Cross-Functional Partnership & Reporting: - Work cross-functionally with R&D, Regulatory, Project Management, Customer Success Specialists, Operations, Quality, Supply Chain, and Finance to scope, price, and schedule complete customer solutions. - Maintain CRM (HubSpot) system; track account progress, pipeline activity, win/loss data, and forecast inputs. - Provide accurate sales forecast information to leadership in support of S&OP, capacity planning, raw material procurement, and company-level financial planning and re-forecasting. - Complete call reports within 72 hours of customer visits and provide customer/business analytical updates as requested. Key Responsibilities; General: - Perform additional duties, projects, and tasks assigned by the Chief Sales Officer. Minimum Knowledge, Skills and Abilities: - Minimum 5 years of B2B sales experience in personal care, specialty chemicals, pharmaceuticals, or related contract manufacturing or ingredient categories. - Demonstrated success closing large, complex deals with limited management support. - Experience managing strategic accounts and executive-level customer relationships. - Strong financial acumen with the ability to construct pricing, cost-to-serve, and ROI/payback analyses. - Excellent verbal, written, and presentation skills; strong proficiency in Excel, PowerPoint, and CRM tools (HubSpot); ERP familiarity a plus. - Sound judgment in complex situations requiring creativity, diplomacy, and discretion. - Ability to work independently under broad guidelines and to thrive in a fast-paced, entrepreneurial environment. Preferred: - Bachelor’s degree in Chemistry or a related science field; equivalent industry experience will be considered. - Working knowledge of solid, aerosol and liquid manufacturing processes, components, and applicable regulatory considerations; direct experience selling solid, aerosol and/or liquid product formats strongly preferred. - Familiarity with mass/masstige and prestige personal care brand decision-making frameworks and procurement processes; familiarity with emerging/indie brand dynamics a plus. Working Conditions and Physical Demands: - This is a salaried position based out of our Corporate Headquarters in West Warwick, RI. The position is remote with regular visits to production facilities expected as business needs require. - Frequent domestic travel by air and ground required (approximately 40–50%) to customers, Bradford manufacturing facilities, vendors, brokers, and trade shows. - Regular exposure to manufacturing environments, including noise, fragrances, varied temperatures, and personal protective equipment requirements. - Ability to remain stationary for extended periods, occasionally lift and carry sample materials up to 25 lbs, and conduct in-person customer meetings. - Ability to walk manufacturing floors, warehouses, and trade show floors for extended periods.

Our sales crew tackles their goals through a variety of roles and functions including strategy, data analysis, hiring and training, forecasting, territory design, and sales process optimization. This team is a core piece of the company's success and uses their soft skills and powers of persuasion to help communicate ideas to customers and prospective clients. On this crew you will bring your skills and innovative ideas to the table, and help us create an environment that will continue to attract the most talented professionals in the sales industry. We are seeking an experienced, highly motivated sales professional to manage our a sales region. This position is responsible to sell to and support both end users and channel partners, leveraging all routes to market. The Sales Executive will sell our marketing leading Identity Management solutions by gaining a thorough understanding of the client's business and the industry in which they compete, the corresponding IT initiatives, identifying needs which the company can help resolve, developing compelling business value proposals for our solutions and ultimately closing business. The Sales Executive will also develop and maintain trusted relationships with senior level decision makers and other key buyers within the named accounts and partners. Responsibilities: - Exceed revenue quota goals on a monthly, quarterly, and yearly basis. - Demonstrate the ability to address each customer's and partner's unique inquiry, while providing them with the proper information and appropriate solution based on the customer's specific needs and interests. - Develop business plans, which align to the assigned geographic and business needs. - Engage and work with business partners where appropriate. - Collaborate with Marketing to develop and execute marketing plans through/with end users and partners. - Follow-up on all leads supplied and ensure internal systems are updated. - Marshal and lead the appropriate technical resources to demonstrate SailPoints’ advantages to the customer. - Follow-up with clients and work with Sailpoint post-sale account managers to ensure consistent and ongoing coverage of account including new sales opportunities. - Understand and work in all aspects of the sales cycle, including qualifying, presentations, demonstrations, RFP responses, negotiations and the closing process. - Develop and maintain a deep understanding of the territory including the customers, the prospects, the partners, the influencer's, and the competitors. - Understand and communicate all product and technological strategies employed by competitive and complimentary organizations in the SailPoint market space. - Maintain the highest level of customer and partner satisfaction within the accounts in your territory. - Maintain a positive, professional 'total customer service' attitude and demonstrate the company's Core Values. - Coordinate, plan, and schedule sales support functions with Technical Sales staff. - Demonstrate the ability to create and manage conversations at all business and technical levels of a client's organization from their CEO to a Systems Administrator. - Utilize all channel management and reporting tools. Skills: - Customer Focus: Act in ways that demonstrate customer focus and satisfaction by building effective relationships with customers, identifying, meeting and exceeding customer expectations, and by treating customers with dignity and respect. - Partner Focus: Act in ways that demonstrate partner focus and satisfaction by building effective relationships with partners, identifying, meeting and exceeding partner expectations, and by treating partners with dignity and respect. - Territory Management: Manage territory, considering each and all accounts collectively; establish accurate plans and forecasts; prioritize efforts; generate short term results while holding a long-term perspective to maximize overall territory viability. - Effective Communication: Deliver oral and written communications that are impactful and persuasive with their intended audience. - Industry Knowledge: In-depth knowledge of given industry and relevant marketplace; can speak with authority, e.g., on industry trends, best practices, competitive practices, regulatory issues, etc. - Effective Selling: Utilize solutions-oriented, systematic approach to selling, leverage mastery of sales best practices and SailPoint’s sales methodology. - Business Acumen: Understand key aspects of business, e.g., business models and competitive positioning; also understand how business operates, including role of structure, systems, and processes; can speak in business language when applying professional expertise. - Financial Acumen: Use financial analysis to make decisions, evaluate opportunities and choices; know how financial decisions impact business success Education preferred but not required: Bachelor's degree or global equivalent in an IT, business or sales related field. Travel: Business travel of approximately 50 percent yearly is expected for this position. Experience Requirements: - 7 years of Business to Business sales experience, with 3 years in the Identity Management or Security Industries - Proven results in a quota-oriented sales environment and an understanding of technology and technological innovations - Proven negotiation skills and the ability to persuade and influence decision makers and executives is required. Effective at presenting to executive management, i.e. C-Level - Professionalism, personal integrity, a high internal commitment to achieve success, the ability to build and maintain a vast network of professional relationships over a long period of time, strong oral and written communication skills SailPoint is an equal opportunity employer and we welcome all qualified candidates to apply to join our team. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, protected veteran status, or any other category protected by applicable law. Alternative methods of applying for employment are available to individuals unable to submit an application through this site because of a disability. Contact applicationassistance@sailpoint.com or mail to 11120 Four Points Dr, Suite 100, Austin, TX 78726, to discuss reasonable accommodations. NOTE: Any unsolicited resumes sent by candidates or agencies to this email will not be considered for current openings at SailPoint.

Role Description Als Account Sales Executive sind Sie für die strategische Entwicklung und den Ausbau von Kundenbeziehungen im Bereich der Energiewirtschaft verantwortlich. Ziel ist die nachhaltige Geschäftsentwicklung durch gezielte Vertriebsmaßnahmen, Kundenberatung und Umsetzung von Account-Plänen. Ihre Rolle umfasst erweiterte Verantwortung für Auftragseingang und Unterstützung der Kennzahlen für Umsatz und Profitabilität. Gemeinsame Erarbeitung der Kundenstrategie mit dem Client Executive Partner und interne Steuerung komplexer Sales-Prozesse im Utilities-Umfeld. - Entwicklung und Umsetzung von Account-Wachstumsstrategien mit Fokus auf digitale Transformation und Innovation im Bereich Utilities. - Aufbau und Pflege von Beziehungen auf CxO-Ebene sowie Stakeholder-Management über mehrere Entscheidungsebenen hinweg. - Verantwortung für Account-Pläne inkl. Forecasting, Pipeline-Management und Zieldefinition über mehrere Geschäftsbereiche und Partner hinweg. - Identifikation und Qualifizierung neuer Sales Opportunities sowie Förderung von Cross-Selling- und Up-Selling-Möglichkeiten. - Consultative Sales: Ermittlung der Investitionsprioritäten des Kunden, Positionierung technologischer Lösungen und Führung von Vertragsverhandlungen. - Ausbalancieren von kurzfristigen Verkaufs-, Umsatz- und Margenanforderungen mit der Sicherstellung eines qualitativ hochwertigen und nachhaltigen Geschäfts. - Analyse von Markt, Endkunden und Wettbewerb sowie proaktives Management von Wettbewerbsrisiken und Innovationspotenzialen. - Enge Zusammenarbeit mit internen Teams sowie Organisation von Kundenevents und Workshops zur Stärkung der Kundenbindung und Generierung neuer Geschäftsmöglichkeiten. Business KPIs - Auftragseingang und Umsatzentwicklung im Account - Projekt- und Operationsmargen - Free Cash Flow (inkl. Billing Acceleration, Overdue Reduction) - Kundenzufriedenheit / Net Promoter Score Qualifications - Abgeschlossenes Hochschulstudium (z. B. Wirtschaft, IT, Ingenieurwesen) oder vergleichbare Qualifikation - Nachweisliche, erfolgreiche Vertriebserfahrung im Bereich digitaler Lösungen und Transformationsservices im Bereich Utilities Requirements - Strategisches und unternehmerisches Denken - Ausgeprägte Kommunikations- und Verhandlungsfähigkeiten - Führungskompetenz - Branchen- und Technologieverständnis im Bereich Utilities (Fokus Verteilnetze Strom/Gas, Retail, Energy Infrastructure Solutions, E-Mobility/Ladeinfrastruktur) und Projektion auf ein umfassendes IT Service-Portfolio - Innovationsfähigkeit und Kundenorientierung - Fließende Deutsch- und Englischkenntnisse Benefits - Flexible Arbeitszeitmodelle wie Teilzeit, Sabbatical oder Wahlarbeitszeit - 30 Tage bezahlten Jahresurlaub - Mobiles Arbeiten z.B. im Homeoffice - Wettbewerbsfähiges Fixgehalt sowie eine variable, leistungsbezogene Provision auf erfolgreich abgeschlossene Verträge - Betriebliche Altersvorsorge und vermögenswirksame Leistungen - Vielfältige Lernmöglichkeiten durch ein auf Sie zugeschnittenes Schulungs- und Ausbildungsprogramm - Umfassende Gesundheitsprogramme und betriebliche Inklusionsvereinbarung für barrierefreies Arbeitsumfeld - Innovatives Umfeld zur kontinuierlichen Weiterentwicklung - Starke Beziehungen zu Kolleg:innen, Kund:innen und Partnern