Job description
D2L is a cloud company that is modernizing education and building the Future of Work. The old models of teaching and learning are in the midst of the largest transformation in history, and D2L is at the heart of that fundamental shift.
New models of teaching and learning enable a personalized, student-centric experience – and deliver improved retention, engagement, satisfaction, and results for learners of all ages – in schools, campuses, and companies.
D2L is disrupting the way the world learns, by providing the next generation learning environment and solutions to engage and inspire learners. And most importantly, by giving customers a platform that is easy, flexible, and smart. No other company provides a solution as robust and innovative as D2L.
D2L has had a singular mission for 25 years and is dedicated to that same mission in the years ahead: to transform the way the world learns – and by doing so, we will help improve human potential globally.
A member of our Talent Acquisition team reviews ALL of our applications - yes a real person reviews resumes! They are excited to read more about what amazing things you could add to D2L.
Job Summary:
The Senior Sales Executive will be responsible for meeting and exceeding sales objectives, driving business growth through strategic sales initiatives in the Government and Public Sector, with a particular focus on Higher Education institutions across India. This role will involve establishing and nurturing relationships with key stakeholders, understanding the unique needs of government and educational clients, and offering tailored solutions to meet their requirements. The successful candidate will demonstrate a deep understanding of public sector procurement processes and a strong ability to close complex, high-value deals.
Prior experience of the government/public sector, learning management systems or education technology products are required.
How You Will Make an Impact:
- Own your territory and drive results: Responsible for exceeding revenue targets by managing a full sales cycle—from prospecting to closing.
- Build pipeline: Make prospecting an integral part of your regular routine. Consistently add new prospects to the sales funnel and maintain a healthy, quantifiable 12-month pipeline.
- Drive complex sales: Mange a complex 6–12 month enterprise, SaaS sales cycles with multiple stakeholders.
- Collaborate cross-functionally: Develop positive relationships and work closely with Business Development, Marketing, Professional Services, Finance, Engineering, other departments and Channel Partners. Effectively and efficiently deploy D2L resources at appropriate stages in the sales cycle to advance the sales process.
- Participate in Proposals: Take an active role in the RFP process. Prepare written presentations, reports and price quotations. Participate in contract negotiations.
- Professional development and upskilling: Continuously improve your product knowledge and selling skills through self-learning, Revenue Enablement-hosted initiatives and other training opportunities. Be well informed about current industry trends and be able to talk intelligently about those trends in the context of your territory.
- Leverage CRM: Use Salesforce to track activities, manage pipeline, and report accurately.
- Partner Engagement: Understand the D2L Partner relationships and how they relate to D2L sales.
- Represent D2L: Attend and participate in sales meetings, product seminars, conferences and trade shows.
- Travel:Travel 50%+
What You’ll Bring to the Role:
- 5-7 years of successful SaaS or complex solution sales experience (EdTech or eLearning industry preferred).
- Proven success in prospecting, building a pipeline, and moving opportunities through the sales cycle.
- Deep understanding of enterprise sales cycles and experience selling to C-level decision-makers.
- Deep understanding of the government procurement process, public sector regulations, and higher education landscape in India.
- Proven ability to manage a pipeline of accounts and a track record of successful achievement of assigned quotas.
- Experience with learning-related enterprise systems (Learning Management Systems, Training and Assessment Systems, or similar) is an asset.
- Ability to craft a solution with appropriate products and services that meet business goals based on client discussions, and skilled at presenting these solutions to stakeholders.
- Excellent communication, presentation, and negotiation skills.
- Collaborative mindset and able to work in a team environment.
- Strong leadership and motivational skills.
- Analytical skills with a problem-solving attitude.
- Ability to represent D2L in various media, forums, seminars, webinars with strong capability to network with leading key stakeholders in the EdTech industry.
- Familiarity with MEDDPICC or similar sales methodologies.
- Proficiency in Salesforce and other sales tools such as BoostUp and Gong.
- Working knowledge of web and database technology.
- Familiarity with AI tools and using AI to further business goals.
- One or more non-English languages (preferably Hindi) highly desirable.
- Willing to travel up to 50%, able to travel locally and globally and hold a valid passport.
- Bachelor’s degree recommended (technical, business or education-related is ideal).
Don’t meet every single requirement? We strongly encourage you to still apply! At D2L, we are committed to creating a diverse and inclusive environment. We encourage your application even if you don’t believe you meet every single qualification outlined, because we love to help our people grow and develop!
Why we’re awesome:
At D2L, we are dedicated to providing you with the tools to do the best work of your life. While some of our perks and benefits may vary depending on location or employment type, we are proud to provide employees with the following through #LifeAtD2L:
- Impactful work transforming the way the world learns
- Flexible work arrangements
- Learning and Growth opportunities
- Tuition reimbursement of up to $4,000 CAD for continuing education through our Catch the Wave Program
- 2 Paid Days off for Catch the Wave related activities like exams or final assignments
- Employee wellbeing (Access to mental health services, EFAP program, financial planning and more)
- Retirement planning
- 2 Paid Volunteer Days
- Competitive Benefits Package
- Home Internet Reimbursements
- Employee Referral Program
- Wellness Reimbursement
- Employee Recognition
- Social Events
- Dog Friendly Offices at our HQ in Kitchener, Winnipeg, Vancouver and Melbourne.
