Account Manager, Higher Education

Summary

Guidebook helps universities and colleges build genuine connection across the student journey, from prospective students to alumni. The Account Manager will own, renew, and grow a portfolio of higher education customers by identifying expansion opportunities, managing relationships, and driving commercial growth. The role also involves forecasting, customer travel, and collaboration with marketing, customer success, product, and new business teams.

Responsibilities

• Learn the product, our higher education story, and our ideal customer profile
• Get up to speed in Salesforce, our sales process, our renewal cycle, and shadow other reps on live calls
• Take ownership of your portfolio and have made contact with every account in it
• Be running your own renewal and expansion calls, and holding an accurate forecast
• Have identified the expansion opportunities across your book and built a plan for the priorities
• Be comfortable telling the Guidebook EDU story to a department that has never heard of us, inside an institution that already has - and able to handle objections
• Be consistently renewing and growing your portfolio, and forecasting it accurately enough that we plan the business around your number
• Confidently be running a repeatable playbook - outbound, discovery, demo and close - that generates expansion consistently in your book of business
• Be on the road, meeting customers and prospects face to face on campus and at industry events, travelling every 1-2 months on average
• Be a fully ramped, trusted member of the EDU sales team whose view on an account carries weight, and be ready to support onboarding our next Account Manager

Skills

• This person must be based on the East Coast of the USA and be looking to work remotely
• You will be expected to travel frequently to industry events & trade shows and campuses. Likely being on the road 6-8 times per year
• You have 2-4 years of B2B sales experience, ideally in SaaS, with a track record of building pipeline and hitting a quota
• You are hungry and ambitious. Sales is the career you chose because you get to solve problems and maximize your earnings. You are ready to prove yourself - not someone who has settled into cruise control
• You are coachable and curious. You ask good questions, you take feedback well, and you want a coach and mentor. You will have them
• You own a number and you know where it stands. You can walk someone through your forecast, what is committed, what is at risk and why. You treat forecasting as part of the job, not as paperwork
• You grow accounts, you do not just hold them. You go looking for the next department, the next stakeholder and the next budget. You are a hunter who builds pipeline from scratch, and asks for new business, in a systematic way
• You understand the student experience. You have a completed university degree and you can speak credibly about how universities and colleges work
• You bring the problem and the proposal. Small team, no layers. When something is not working you raise it early and you come with a view on the fix
• You are comfortable using Salesforce or another CRM to manage your pipeline

Qualifications

Must Haves

• This person must be based on the East Coast of the USA and be looking to work remotely
• You will be expected to travel frequently to industry events & trade shows and campuses. Likely being on the road 6-8 times per year
• You have 2-4 years of B2B sales experience, ideally in SaaS, with a track record of building pipeline and hitting a quota
• You are hungry and ambitious. Sales is the career you chose because you get to solve problems and maximize your earnings. You are ready to prove yourself - not someone who has settled into cruise control
• You are coachable and curious. You ask good questions, you take feedback well, and you want a coach and mentor. You will have them
• You own a number and you know where it stands. You can walk someone through your forecast, what is committed, what is at risk and why. You treat forecasting as part of the job, not as paperwork
• You grow accounts, you do not just hold them. You go looking for the next department, the next stakeholder and the next budget. You are a hunter who builds pipeline from scratch, and asks for new business, in a systematic way
• You understand the student experience. You have a completed university degree and you can speak credibly about how universities and colleges work
• You bring the problem and the proposal. Small team, no layers. When something is not working you raise it early and you come with a view on the fix
• You are comfortable using Salesforce or another CRM to manage your pipeline

Benefits

• 100% paid medical, dental, and vision benefits
• Short-term and long-term disability
• Unlimited vacation time
• 401(k) program with matching benefit
• Stock options
• Awesome company culture and fun virtual hangouts
• MacBook and accessories to make you comfortable working from home
• Awesome annual company retreats
• Remote work from the East Coast of the USA
• Annual variable paid quarterly