Job Description

Aunt Flow is seeking an experienced and results-driven National Account Executive to join our team, focusing on the education vertical. The successful candidate will play a crucial role in establishing and maintaining relationships with end-user educational clients while collaborating closely with the distribution department and direct sales teams.

Position: National Account Executive - Education

Direct Manager: Jennie Lyttle

What you’ll need:

• Proven Track Record in Enterprise Sales: A minimum of ten years of experience successfully selling complex solutions to large organizations in the education space for deals exceeding $100,000.
• Deep Understanding of the education Market: Knowledge of the unique challenges and decision-making processes within K-12 school districts and higher educational institutions.
• Strong Relationship Building Skills: The ability to build rapport with educators, administrators, and key decision-makers at all levels.
• Solution Selling Expertise: A consultative approach to sales, focusing on understanding customer needs and tailoring solutions to deliver measurable results.
• Excellent Communication Skills: The ability to clearly communicate product value propositions through presentations, proposals, and written communications.
• Time Management and Organizational Skills: The ability to juggle multiple priorities, manage a complex sales cycle, and meet deadlines effectively.
• Data-Driven Approach: A comfort level with using data and metrics to track progress, identify sales opportunities, and measure the impact of your solutions.
• Passion for Education: A genuine enthusiasm for improving educational outcomes and a desire to make a positive impact in the education space.
• Proficiency in CRM and Sales Technologies: Experience using Customer Relationship Management (Hubspot preferred) software and other relevant sales tools such as ERP systems (Netsuite preferred), ecommerce platforms (Shopify preferred) and other task management tools.
• Physical Goods Experience: A strong understanding of the logistics and considerations involved in selling and supporting physical products within the education market (if applicable). This may include knowledge of product delivery, installation, maintenance, or other relevant aspects.

Job Responsibilities:

Business Development:

• Identify, prospect, and secure new national accounts within the targeted vertical end-user segment.
• Develop and implement effective sales strategies to achieve revenue and growth targets.

Relationship Management:

• Cultivate and maintain strong relationships with key decision-makers & influencers at the national account level.
• Serve as the primary point of contact for clients, providing solutions, addressing inquiries, managing national account implementation that ensures overall satisfaction.

Sales Presentations and Proposals:

• Prepare and deliver compelling sales presentations to showcase Aunt Flow's products and services.
• Develop customized proposals based on client needs and present them in a clear and persuasive manner.

Contract Negotiation:

• Lead contract negotiations, ensuring favorable terms for both Aunt Flow and the national account.
• Collaborate with appropriate internal finance teams to finalize contracts and agreements.

Market Analysis:

• Be a subject matter expert for identified vertical markets.
• Stay informed about industry trends, competitor activities, and market dynamics.
• Conduct regular market analysis to identify opportunities for growth and improvement.

Collaboration with Internal Teams:

• Work closely with inbound, marketing, operations, distribution, and customer support teams to ensure seamless development & execution of client solutions.
• Provide valuable feedback to contribute to product and service enhancements.

Reporting and Analytics:

• Maintain accurate and up-to-date records of sales activities using CRM tools.
• Generate regular reports on sales performance, client feedback, and market trends.

Key Performance Indicators (KPIs)

• New School Acquisitions: The number of new K-12 and higher education schools brought on as customers within a specific timeframe (e.g., quarterly, annually).
• Average Contract Value (ACV): The average revenue generated per K-12 school or higher education institution.
• Reorder Rate: The percentage of schools that reorder. This reflects customer satisfaction and retention.

Sales Process KPIs:

• Number of Qualified Leads: The number of potential education institutions within the target region entering the sales pipeline that fit the ideal client profile. Measures lead generation effectiveness.
• Win Rate (Conversion Rate): Percentage of qualified leads that become paying customers. Reveals overall sales efficiency.
• Sales Cycle Length: Time from initial contact with a school to a closed deal. Helps identify bottlenecks and optimize the sales process.

Revenue Goals

• Increase New School Acquisitions
• Target: Acquire the top largest K-12 schools and higher education institutions as customers within the first six months.
• Achieve a High Renewal Rate
• Target: Maintain a 90% renewal rate among existing education customers.
• Upsell Additional Products/Services
• Target: Increase revenue from existing clients by 15% through upselling additional offerings.
• Expand Market Share Within a Specific Region
• Target: Become the market leader in a specified region by securing contracts with 50% of schools within the next year.

Location: Remote, with preference to Columbus, OH

Time Commitment:

• Monday-Friday
• Full-time, 8:30-5:30PM EST

Compensation: $90,000-$120,000 base + bonus + equity

What We Offer:

• 80% of health insurance for employee + family
• 100% dental insurance for employee + family
• 100% vision insurance for employee + family
• 20 days paid vacation + holidays and sick leave
• Paid parental leave
• Remote work with annual team onsite
• Free Aunt Flow products
• Equity packages

Additional Expectations:

• Participate in industry events, conferences, and networking opportunities to build relationships and generate new leads
• Travel to conferences, trade shows, and client facing meetings with the ability to manage events and networking opportunities with little oversight.
• Develop and maintain a strong understanding of Aunt Flow’s products and services, particularly their application within the education space.
• Achieve proficiency in Hubspot, Netsuite, and Shopify softwares and other relevant sales tools to manage your territory and sales pipeline effectively.
• Contribute to the sales team by sharing best practices, insights, and lessons learned.
• Maintain a high level of professionalism and ethical conduct in all interactions with customers and colleagues.
• Be adaptable and embrace continuous learning to stay ahead of the curve in the ever-evolving education landscape.

Key Working Relationships

• Close collaboration with the distribution and direct sales teams to manage prospects and clients.
• Report directly to the VP of Sales to track revenue attainment and expansion of current clients.
• Consistent cross-departmental work with Marketing and Operations, as outlined in pre-agreed upon special projects.
• Manage account relationships and distribution needed upon qualifying and closing the first order.