Sales Representative (Account Executive) - Richmond / Virginia Beach

As a Sales Representative (Account Executive) at Top Hat, your primary responsibilities include prospecting colleges and universities within your assigned territory, developing relationships with professors, demonstrating our platform's value, and ultimately converting them into clients. You'll also need to represent and sell the full suite of Top Hat products while collaborating with internal teams to guarantee a smooth customer experience.

Candidates for the Sales Representative (Account Executive) position at Top Hat should possess 2+ years of high-volume sales experience, ideally with experience selling to professors in person on campuses. Additionally, a valid Driver’s License is required for this role due to travel expectations. Skills in closing large deals, effective prospecting, and running the full sales cycle are essential to succeed.

Yes, the Sales Representative (Account Executive) position at Top Hat is a remote role, though it involves significant travel to campuses within your territory. Candidates should be local to Virginia to effectively meet the job's travel requirements.

The sales strategy for a Sales Representative (Account Executive) at Top Hat combines a mix of inside and outside sales techniques. You’ll be expected to find and develop new business opportunities, conduct product demonstrations, and leverage metrics to drive decisions and optimize effectiveness in closing deals with faculty.

Working as a Sales Representative (Account Executive) at Top Hat comes with numerous benefits, including competitive health benefits from day one, a stock options program, professional development opportunities, and access to innovative technology. You'll be part of a passionate team focused on making a significant impact in higher education.

When prospecting in my territory, I start by researching potential leads within colleges and universities. I prioritize understanding their unique needs and challenges. After that, I make personalized outreach, whether through emails, calls, or campus visits, to build relationships and highlight how Top Hat can specifically solve their educational challenges.

Certainly! In a previous role, I faced a challenging professor who was skeptical about switching from traditional methods to our digital products. By thoroughly understanding their teaching style and demonstrating how our solutions could align with their educational goals, I built trust over several meetings and eventually secured the deal, improving their classroom engagement significantly.

I tailor my product demonstrations to each audience, focusing on their specific pain points. I use real-life examples and case studies to showcase how our solutions directly address their needs. Encouraging interactive engagement during the demo also allows professors to see firsthand the benefits our platform can offer.

Time management is critical as a Sales Representative. I use calendar blocking to prioritize campus visits and schedule remote work days for follow-ups, research, and documentation. This helps me stay organized and ensures I'm maximizing my time in the field without neglecting crucial administrative tasks.

When faced with objections, I practice active listening to understand the customer's concerns fully. I then address these issues directly by providing evidence, such as testimonials or data points, that demonstrate the effectiveness of our solutions. My goal is to turn objections into discussions that highlight the value of our offerings.

Collaboration with internal teams is vital to success. I maintain open communication with Sales Development Representatives to ensure leads are well-qualified and with Customer Success Managers to gain insights on customer feedback. This information flows back into my sales strategy, helping to improve the overall customer experience.

I'm passionate about education and admire Top Hat's mission to enhance the learning experience. Working with a company that aligns with my values, while also providing innovative solutions for professors and students, makes this opportunity exciting. I want to contribute to meaningful change in how education is delivered.

To build a relationship with a hesitant professor, I would first seek to understand their current challenges and comfort level with technology. By providing relevant information and resources, along with consistent follow-up without pressure, I aim to build trust over time and demonstrate my commitment to supporting their teaching.

I primarily track metrics such as the number of new leads generated, conversion rates, and average deal size. I also pay close attention to customer feedback to measure satisfaction and retention, as these factors all contribute to the overall success of my sales efforts.

Staying updated on trends is essential, and I do this by reading industry-related publications, attending webinars, and participating in relevant forums. Networking with fellow sales professionals and educators also provides valuable insights and helps me adapt our strategies to meet evolving market demands.