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Role Description

Government Account Executives are responsible for new customer acquisition exclusively in the federal, state, and local government markets. They meet and often exceed sales objectives of the assigned territory by promoting and selling the Blackboard suite of products and services through a consultative selling approach that effectively aligns the products to customer mission objectives while demonstrating a quantifiable value proposition to the customer.

• Managing a complex, enterprise solution sales with a 6 to 18 month purchasing cycle as well as moving the sale through the entire sales process
• Taking a lead role in the RFP/sales process
• Owning the client relationship post-sale with the help of a Customer Success Manager
• Making prospecting a part of the regular routine and listening to a prospect’s needs and goals and matching an appropriate Blackboard offering as well as targeting and closing “green-field” accounts
• Creating and implementing a market development plan for the designated territory and knowing all Blackboard Partner relationships including systems integrators, small businesses and channel partners
• Staying well-informed about current industry trends and being able to talk intelligently about the training/learning (including edtech) industry
• Effectively using sales tools including Salesforce to manage outbound, pipeline and forecast; bid boards, market data, and open source data and AI to support prospecting
• Preparing written presentations, proposals, reports, and price quotes
• Creating pipeline through industry events, product seminars, and trade shows
• Leading all aspects of the sales process including channel activity and contract negotiations and being comfortable working with GSA and similar contract vehicles
• Effectively and efficiently employing Blackboard human capital at appropriate stages in the sales cycle while defining and maintaining a sales plan and executing against it
• Developing effective relationships with Marketing, Product Management, Consulting Services, Channel, Renewals, and other departments as needed
• This role requires approximately 75% travel

Qualifications

• At least 5 years of experience in direct, complex solution software sales in the Federal government market with SaaS offerings
• Success in selling FedRAMP and IL4 solutions
• Proficiency in prospecting and developing a greenfield; proven success building a pipeline, moving opportunities through the sales cycle, and proposing, presenting, and discussing solutions with decision-makers
• Experienced in leveraging channel and other partners to meet prospect functionality and/or procurement requirements
• Ability to craft a solution with appropriate products and services that meets business goals based on client discussions
• Fluency in written and spoken English
• US Citizen

Preferred Skills and Experience

• Knowledge of the eLearning/training/education industry
• Willingness to perform market development initiatives

Benefits

• The expected salary range for this position is ($95,600 - $115,000). The range reflects base salary only and does not include additional compensation such as sales incentives or benefits.
• Placement within the pay range will depend on a variety of factors, such as experience, skills, internal parity, and location.

Company Description

Blackboard advances teaching excellence and unlocks the full potential of technology to deliver meaningful outcomes. We empower institutions to deepen connections between educators and learners, inspire engagement, and drive long-term academic success across the full learner journey. For more information, please visit www.blackboard.com.