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K-12 Account Executive

Sales | Arlington, VA

Job Description

Hobsons helps educators, administrators, students, and families maximize success through every stage of the learning lifecycle. Hobsons’ personalized learning, academic planning, post-secondary enrollment, and student support solutions serve millions of students across more than 7,500 schools, colleges, and universities worldwide.


K-12 Account Executive


Job Summary

The K-12 Account Executive (AE) will ideally meet or exceed sales objectives of the assigned territory by promoting and selling the Hobsons products and services offerings through professional sales techniques and customer relationship building efforts. 

We are currently seeking a K-12 Account Executive (AE) to work in our Arlington, VA office. 


Essential Functions/Responsibilities

  • Conduct cold calling, prospect, and general market research are a critical and rigorous part of the regular activity routine thus ensuring that new prospects are being added to the pipeline on a consistent basis
  • Manage a wide array of sales ranging from mid-level transactional sales efforts that last 3 to 5 weeks to more complex sales that range from a 2 to 3 month purchasing cycles 
  • Move the sale through the sales process ending after the transition to professional services team
  • Define and execute territory sales plans;  this will include the following key components:
    • A clear and concise communication and marketing plan with full ownership and responsibility in executing each of those activities;  activities such as webinars, call campaigns, and email campaigns
    • The creation of a sales plan that clearly illustrates how to achieve targeted unit and revenue goals on a month-by-month and quarter-by-quarter basis;  this will be inclusive of the Account Executive’s quota responsibilities as a roll up
    • SWOT Analysis, Account and Market targets, Competitive landscape, and beyond
  • Work with the corresponding Account Executives – District Sales, Success Managers – Professional Services, and Consultants – Professional Services in unison and cooperation around call campaigns, email follow up, and the general execution of the regional territory strategy and account implementation activities
  • Continual learning about new products and improving selling skills. The AE will be required to attend training activities throughout the year and will be expected to participate in certification process when appropriate
  • Manage all his/her respective sales activities (follow up, cold calls, lead qualification, etc.) within the Salesforce Database
  • Report on all sales activities through Salesforce database in the manner that Sales Management requires as necessary.  This will include the Sales “Opportunities” Monthly Close Report as well the statistics within the Sales Scorecard
  • Keep abreast of Hobsons’ company vision, product set, and services as well as the competitive landscape
  • Stay well informed about current industry trends and be able to talk intelligently about the education industry as a whole as well as the edtech solutions industries
  • Attend and participate in sales meetings, product seminars, and trade shows
  • Prepare written presentations, reports and price quotations
  • Manage sales pipeline while utilizing the sales methodology tools to do so.  The AE will be responsible for a certain degree of forecast accuracy as it relates to his/her projections on a monthly basis
  • Effectively and efficiently employ Hobsons resources at appropriate stages in the sales cycle; matching level for level, to grow and advance the sale
  • Develop positive relationships with other employees in Marketing, Professional Services, Global Services, Finance, Engineering and other departments as needed


Minimum Qualifications

An appropriate combination of education, training, course work and experience may qualify an applicant to demonstrate the required knowledge, skills, and abilities.  An example of an acceptable qualification for this position is:

  • Bachelors’ degree required
  • 1-5 year’s sales experience in software technology based industry, education, and either or both transactional/enterprise based solution selling
  • Successful achievement of 500k+ quotas, consultative enterprise and transactional solution or technical sales
  • Ability to manage a pipeline of 50+ accounts at any given time
  • Ability to work, motivate, lead, and follow others within a team environment
  • Proven leadership and mentorship skills.  The ability to give professional guidance and coaching within a team oriented environment
  • Proven ability in account management and in managing client relationships effectively
  • Operationally disciplined, well organized, and can adapt within a very fast pace organization and marketplace
  • Strong technology (specifically software) aptitude and understanding
  • Strong demonstration and presentation skills.  Must be able to confidently convey the Hobsons brand name and value in front of multi-person audiences
  • Highly communicative, organized, multi-task oriented, and driven
  • Strong telephone speaking skills, articulate, is able to convey business value through the understanding of technology capabilities
  • Proven success prospecting (cold calling and web research), building a pipeline, moving opportunities through the sales cycle; proposing, presenting and discussing solutions with both manager level and C-level decision-makers
  • Ability to craft a solution with appropriate products and services that meets business goals based on client discussions
  •  Must be able to travel 25% of the time


Ability to document identity and employment eligibility within three (3) days of original appointment as a condition of employment in compliance with Immigration Reform and Control Act requirements. 

We are a hard-working, fun-loving office, and we’re looking for the right fit—someone with great communication skills and a solid work ethic who picks up skills quickly.


Hobsons offers a competitive salary along with an excellent benefits package including:

·           Health Insurance

·           Life and Disability Insurance

·           Dental Plan

·           401K Plan

·           Section 125/Flexible Spending Accounts

·           Generous Holiday and Vacation Schedule



To learn more about Hobsons, please visit our corporate Web site at


EEO / M / F / D / V