Account Executive - Digital Conversion Specialist

Reports to: Director Commercial Operations

Contract Type: Full-Time/Permanent

Location: US (Remote)

Remit: North America

About BibliU

BibliU is an award-winning, technology-led B2B company transforming the $65bn educational content industry. With a 90% CAGR the past 5 years, we are just getting started. We've cracked the code on Day 1 access to affordable digital course materials for students, while delivering comprehensive campus store solutions that foster human relationships, and increase our stickiness in the world of AI.

The result? Measurable impact: 10% higher student retention, 1-point GPA increases, and partnerships with 170 universities serving 600,000 students each year.

We've fundamentally changed how universities procure, distribute, and manage learning content. We partner with 4,000+ publishers, including Pearson, Oxford University Press, and Wiley to deliver content to universities, and provide rich engagement data and interactive tools like quizzes that help students actually learn.

Here's what makes our story compelling:

Founded in late 2015 as an Oxford University spin out, we've grown explosively with 90% CAGR over the last five years, including 65% in FY25, reaching $100m in annual revenue. Our Series B raised $23m led by Nesta Impact Investments (with Guinness Asset Management, Stonehage Fleming, and Oxford Sciences Enterprises). In late 2023, we acquired Texas Book Company (now 'BibliU Campus') to become the only fully vertically integrated player in the market, driving US organic growth which now represents 90% of our business.

We're hungry for more. We're actively building our M&A pipeline as we compete head-to-head against legacy bricks-and-mortar providers to improve the faculty and student experience while boosting the financial sustainability of universities.

Our culture is collaborative, high-growth, and agile. You’ll join an experienced and motivated executive team with backgrounds from Instructure (Canvas) and other successful edtech companies with exit experience. We operate as a distributed team across the UK and US, with offices in London.

Position Overview 

If you are independent, tenacious, quick at learning and have a great ability to prospect and secure new business, this role is for you! As our Account Executive - Digital Conversion Specialist, you will manage BibliU’s digital conversion sales to partner academic institutions in the assigned territory. We are looking for an experienced high achiever with at least 3 years of software sales experience meeting and exceeding goals in a growing company with targets that grow year over year. This role is key to the company’s successful growth.

Working with support from a diverse team dispersed across North America and Europe, you will help accelerate the transition to digital course materials in higher education with existing customers. In this role you’ll evaluate course material adoptions, work with faculty and administration to secure demos, convert print requests to digital whenever possible, and engage faculty via campus visits at institutions where we are seeking to create or expand digital access programs. This position requires a proactive, self-sufficient professional who is comfortable with data tracking, reporting, and delivering consistent results. Extensive travel will be required.

What you will be doing 

• Leading digital conversions and adoptions across existing bookstore customers
• Create an annual and quarterly plan to achieve the assigned quota including leading on outbound initiatives - be very strategic! 
• Maintain a very accurate sales forecast. Close dates, sales stages, amounts and net amounts are key and must be accurate 
• Create Strategic Selling plans for top 20% of opportunities 
• Develop upsell strategies to grow current accounts 
• Work with Growth Marketing on sales campaign strategies for existing accounts
• Work with Customer Success to support successful enterprise implementations, upsells and renewals 
• Work with Content to match and maximize sell through 
• Identify and work regional and national conferences and system and association level relationships that will support sales goals 
  

What we are looking for 

• 3+ years experience in high-achieving software sales, meeting established goals, preferably in High Ed Tech Sales
• Experience with higher education inclusive and equitable access programs is a plus
• Available for extensive travel between February to April and August to November
• Track record of effective conversion rate into qualified opportunities 
• Demonstrable experience in efficiently managing opportunities through the funnel 
• Track record of meeting and exceeding assigned targets 
• Effective selling to the C-suite and executive leadership 
• Excellent written and verbal communication skills 
• Strong understanding of technology - SaaS sales tools such as CRM-Salesforce.com, Google Docs, Sheets, Slides 
• Flexibility to accommodate virtual meetings with different US time zones 
• Ability to accommodate extensive travel with an initial focus on Texas and surrounding states

Benefits

Our benefits are all aimed at supporting a healthy work-life balance and cultivating a company culture where you can bring your whole, human self to work.

Here's what we offer:

• 🌴  35 holiday per year - yep, that’s not a typo! (in addition to public holidays)
• 🎂  Your birthday off
• 🌱 12 scheduled company wellness Fridays off per year (in addition to your vacation entitlement)
• 🩺  Medical, vision & dental insurance (BibliU contributing 70% of all monthly premiums)
• 📄 401k plan (Company Match: 100% of the first 3%; 50% of the next 2%)
• ❤️  Enhanced maternity & paternity allowance
• 💸 Flexible Spending Account
• ⏰  Flexible working hours - we’re a remote team spread across the US and UK
• 💻  Work-from-home allowance to help you set up your dream WFH station

We strongly encourage candidates of all different backgrounds, experiences and identities to apply. Each new hire is an opportunity for us to bring in a different perspective and BibliU is committed to building an inclusive and supportive workplace where everyone can do rewarding work.