About this role.
Cordance is seeking a senior, full-cycle SaaS Account Executive to win new EdTech customers across K–12, higher education, continuing education, and credentialing organizations. The role owns prospecting, discovery, demos, business-case development, procurement navigation, negotiation, and handoff to Customer Success. Success requires consultative, value-based selling, MEDDPICC discipline, strong HubSpot hygiene, and the ability to align complex academic buying committees. The Account Executive will partner closely with SDRs, Marketing, and sales leadership to build pipeline and close new-logo business.
Role DNA
A quick view of the complexity, pace, ownership and collaboration implied by the job description.
Job Complexity
4/5Pace & Pressure
4/5Autonomy Level
5/5Communication Load
5/5Salary analysis
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Core skills
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Sample interview questions
I map the buying committee early, including academic sponsors, IT, procurement, finance, and executive approvers. I tailor discovery and value messaging to each group, document decision criteria and process in the CRM, and maintain a mutual action plan that aligns milestones to the institution’s fiscal and procurement calendar.
I validate measurable outcomes such as administrative time saved, enrollment impact, compliance risk reduction, or improved student workflows. I identify the economic buyer, decision process, decision criteria, required paperwork, champions, competition, and pain, then use gaps in those areas to determine deal risk and next steps.
I combine discovery data with the institution’s priorities, such as accreditation, scheduling, credentialing, or student lifecycle performance. I quantify the cost of current inefficiencies, connect the solution to desired outcomes, and present an assumptions-based model that academic, operational, and finance stakeholders can validate.
I segment accounts by institutional type, technology environment, strategic initiatives, and likely workflow pain points. I use targeted messaging for administrators, IT leaders, and academic operations teams, coordinate closely with SDRs, and continuously refine sequences based on engagement and conversion data.
I establish a clear mutual action plan, confirm owners and dates for each approval step, and connect timing to the customer’s stated institutional goals. I provide useful resources such as security documentation, implementation plans, and peer examples while maintaining regular, purposeful stakeholder communication.
Cordance is dedicated to accelerating the growth of vertically focused business-to-business (B2B) software-as-a-service (SaaS) companies through acquisition and long-term tactical and financial guidance. We’re experienced operators and subject-matter experts with a passion for software and building businesses. We partner with founders to help them scale their businesses and realize their companies’ full potential.
We look for businesses with strong leadership and high potential for profitable growth, and work together to increase year-over-year revenue, company efficiency, and impact. Cordance envisions that all companies we work with achieve their full potential. We embrace what makes each company great and build on those foundations. We believe in elevating a company as it scales, delivering dignity to the organization and its employees, and sharing a passion for building a legacy.
Position Overview
Cordance is seeking a driven Account Executive specializing in EdTech to accelerate new business acquisition across our education-focused portfolio companies. You will engage K–12 districts, higher education institutions, credentialing bodies, and academic programs of all sizes from small schools to large, complex university systems.
This role is ideal for a consultative seller with experience navigating academic decision-making committees, multi-layered procurement processes, and diverse stakeholder groups. You will own the entire sales cycle with a strong emphasis on value-based discovery, ROI articulation, and stakeholder alignment.
Key Responsibilities
- Identify, target, and convert new logo opportunities in K–12, Higher Ed, and Continuing Education.
- Build prospecting strategies using market insight into SIS platforms, academic workflow pain points, and institutional priorities.
- Execute targeted outbound campaigns and engage administrators, IT leaders, academic departments, and procurement teams.
- Manage full-cycle SaaS sales from qualification through contracting.
- Lead tailored product demos for academic committees, IT groups, and operational leaders.
- Conduct deep discovery around challenges such as accreditation, student lifecycle workflows, compliance, scheduling, or credentialing.
- Build ROI-driven value propositions aligned to institutional outcomes.
- Apply MEDDPICC rigor to improve qualification, deal progression, and forecast accuracy.
- Maintain accurate data and documentation in HubSpot.
- Present compelling business cases to academic councils and executive sponsors.
- Work closely with SDRs to refine targeting across education segments.
- Partner with Marketing to shape vertical campaigns and content.
- Ensure seamless handoff to Customer Success for onboarding and adoption.
- Navigate complex procurement processes, RFPs, and contracting.
- Structure terms aligned with institutional fiscal cycles and decision milestones.
Competencies:
- Sales Execution & Strategy: Proven ability to own full-cycle SaaS sales in the mid-market segment, consistently achieving or exceeding quota. Balances disciplined process with creative deal strategy to accelerate new logo growth.
- Consultative Selling & Value Creation: Fluent in value-based discovery and business outcome alignment. Applies MEDDPICC rigor to qualify opportunities and advance deals efficiently.
- Relationship Development: Builds credibility and trust across multiple stakeholder levels — from functional leaders to executive sponsors — by acting as a strategic partner focused on business outcomes.
- Negotiation & Closing: Expert in crafting win-win deal structures that drive ARR growth while maintaining profitability and customer satisfaction.
- Operational Discipline: Maintains accurate forecasting, pipeline visibility, and CRM data hygiene. Prioritizes deals based on impact potential and alignment with ICP.
- Collaboration & Team Engagement: Partners effectively with SDRs, Sales Leadership, and Marketing to execute GTM strategies and ensure seamless transitions into post-sale success.
- Performance & Resilience: Operates with persistence, adaptability, and focus in a high-growth, evolving environment. Demonstrates ownership, urgency, and continuous improvement.
Required Qualifications
- 5+ years of full-cycle SaaS sales experience, with a strong record of meeting or exceeding quota.
- Proven success selling into K–12, Higher Ed, or educational institutions.
- Experience closing SaaS deals across the full spectrum—from small businesses to large enterprise organizations.
- Experience working with MEDDPICC or similar structured methodologies.
- Proven ability to engage and influence multiple stakeholders, including senior decision-makers.
- Exceptional communication, presentation, and negotiation skills.
- Self-starter with resilience, discipline, and the ability to thrive in a dynamic, high-performance environment.
Preferred Qualifications
- Experience with Student Information Systems, academic operations, credentialing, or compliance tools.
- Familiarity with FERPA, accreditation requirements, and institutional purchasing processes.
- Success working cross-functionally with SDRs, Marketing, and Product teams.
- CRM proficiency (HubSpot preferred).
Please note that we do not accept unsolicited resumes, work on a Corp-to-Corp basis, or engage with non-vetted external agencies.
Why Join Us?
At Cordance, we believe in taking care of our team members. When you join us, you’ll enjoy a comprehensive benefits package designed to support your health, financial well-being, and work-life balance:
- Health and Wellness:
- Comprehensive Health Coverage: Coverage begins on your first day of employment.
- Retirement Savings:
- 401K Plan (US): We match 1:1 for the first 3% of contributions and 0.5:1 for the next 2%. Contribute 5% of your salary and get a 4% match. Choose from pre-tax and Roth options. You’re eligible the first of the month after 90 days and immediately vested.
- RRSP (CAN): We match 1:1 for the first 3% of contributions and 0.5:1 for the next 2%. Contribute 5% of your salary and get a 4% match. Choose from pre-tax and Roth options. You’re eligible the first of the month after 90 days and immediately vested.
- Paid Time Off:
- Flexible PTO: Enjoy uncapped paid time off to balance your work and personal life.
- Parental Leave:
- 12 weeks paid leave for all employees.
- Remote Work Support:
- Monthly Stipend: Receive $75 USD / $140 CAD per month for phone and internet if you work remotely.
- Holidays:
- Generous Holiday Schedule: Benefit from an extensive list of holidays to recharge and spend time with loved ones.
Join us and be part of a company that values your contributions and well-being from day one!
EEOC & ADA Statement:
Cordance and its companies provide equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, creed, sex, nationality, ancestry, national origin, disability status, genetics, protected veteran status, affectional or sexual orientation, gender identity or expression, marital status, or any other characteristic protected by federal, state, or local laws.
Cordance and its companies comply with federal and state disability laws and make reasonable accommodations for applicants and employees with disabilities. If reasonable accommodation is needed to participate in the job application or interview process, to perform essential job functions, and/or to receive other benefits and privileges of employment, please contact Human Resources.
This applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.
Final candidate must be able to pass a background check.
To view applicant notices required under federal and state law, please visit: https://cordance.co/applicant-notices/
Annual salary information is not provided for this position. Explore salary ranges for similar roles in our Salary Directory ›
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