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Better technology. Better experience. Happier students.
The Role
Manage post-contract commercial relationships for assigned Pathify customers to drive retention, renewals, upsells, and cross-sells. Build account plans, maintain product/service inventories, perform demos, prospect for expansion opportunities, track pipeline metrics, and coordinate internal teams to deliver customer success and revenue growth.
Summary Generated by Built In
The Account Manager (AM) is responsible for driving revenue retention and growth within an assigned territory of current Pathify customers. The AM owns the commercial aspects of the customer journey post-contract, including contract renewals, upsells, and cross sells. The AM must be comfortable with building relationships with key contacts across the multiple departments within our client base, account planning and execution, onsite and remote presentations, and collaboration with other members of the Pathify team. Account Managers will bring to the table proven experience quarterbacking multiple internal resources toward success in complex customer engagements.
Key Responsibilities
- Continually build a strong sales pipeline of revenue expansion opportunities
- Develop and maintain strong relationships with a high level of trust with decision makers and influencers across multiple departments, enabling ongoing revenue generation opportunities
- Develop and execute an account plan for each customer, including strategy, growth plans, action plans, timeframes, and milestones.
- Responsible for ensuring there is up to date inventory of Pathify products and services for assigned customers
- Clearly communicate potential use cases and other business concepts needed to create value and attract the attention of the customer
- Monitor contractual agreements with the customer and initiate renegotiations when appropriate
- Perform daily customer interaction and engagement
- Perform modular and use-case specific demos of the Pathify platform to customers
- Create quarterly plans in partnership with leadership
- Research trends and discover new opportunities to increase sales
- Log activities and update pipeline metrics daily
- Maintain a strong understanding of the Pathify platform, especially focusing on best practices and valuable use cases
- Other duties as assigned
Skills, Knowledge and Expertise
- Ability to listen well and communicate effectively orally and in writing with various audiences
- Capacity to use initiative and independent judgment appropriately while making decisions quickly and effectively
- Rapid mastery of the technology
- Willingness to motivate colleagues and teams to work towards shared sales targets and strategies
- Unflinching devotion to the front end of the funnel, e.g. prospecting for opportunities
- Entrepreneurial spirit, intellectual curiosity, and persuasive confidence
- Demonstrated desire for continuous learning and improvement
- Trust, positivity, patience, and a desire to learn and have fun
- Ability to use standard office equipment, computer equipment and software, including word processing, database management, spreadsheet applications, and electronic mail
- Experience with any of the following sales methodologies: MEDDIC, Challenger, SPIN, Solution, Consultative, GAP, Sandler, etc. a plus
Candidates for this position must meet 90% of the following requirements
Education, Experience and Requirements:
- 5+ years enterprise SaaS software sales experience required
- Preferred location of candidate is Greater Denver, Colorado or surrounding area
- Commitment to sales as a career and a science
- Evidence of consistent above quota production in a similar role
- Ability to travel occasionally to client sites and conferences as needed
- Higher Ed technology experience preferred including demonstrated experience selling into the C-suite
- Start-up professional experience
- Understanding the value and need of leveraging the CRM to operate your book of business; Salesforce experience preferred
- Experience with modern sales outreach tools a plus
- Proven experience managing a book of business of 30+ customers
Benefits
At Pathify, we’re obsessed with improving the student experience—but we know we can’t do that if our own team’s experience isn't top-tier. We don't just offer "perks"; we offer a safety net and a launchpad so you can do your best work without sweating the small (or big) stuff.
Here’s a look at how we take care of our own:
Health & Harmony 🌿
We want you feeling your best, whether you're at your desk or out exploring the world.
Comprehensive Coverage: Robust Health, Dental, and Vision insurance to keep you and your family "high-def" and healthy.
Tax-Smart Savings: Choose between a Flexible Spending Account (FSA) or a Health Savings Account (HSA) to keep more of your paycheck where it belongs.
Peace of Mind: Life happens. Our Life Insurance policy ensures you and your loved ones are always protected.
Time to Recharge: We believe in unlimited Paid Time Off (PTO) that you actually use. Whether it's a beach, a mountain, or a couch, go find your happy place.
Growing Families: Our Parental Leave policy gives you the time you need to bond with your newest family member without the stress of "checking in."
Wealth & Wisdom 💰
We’re invested in your future just as much as you are.
Future-Proofing: Our 401(k) plan helps you build your nest egg, and our Company Match means we’re literally putting our money where our mouth is to help you retire in style.
Never Stop Learning: We’re in EdTech, after all! Our Student Loan Reimbursement program helps you level up your skills, whether it's a certification or a new degree.
The Pathify Lifestyle 🏠
Since we’re a modern team, we make sure your daily "office" life is actually enjoyable.
Home Office Stipend: We’ll help you deck out your workspace. Whether you need an ergonomic chair or a second monitor, we’ve got your back (literally).
Wellness & Mental Health (Bonus!): Access to an Employee Assistance Program (EAP) and mental health resources, because your brain is your most important asset.
The Bottom Line: We’re building the future of higher education, and we want you to have a blast while doing it. If you’re looking for a place that treats you like a human first and an employee second, you’ve found it.
Here’s a look at how we take care of our own:
Health & Harmony 🌿
We want you feeling your best, whether you're at your desk or out exploring the world.
Comprehensive Coverage: Robust Health, Dental, and Vision insurance to keep you and your family "high-def" and healthy.
Tax-Smart Savings: Choose between a Flexible Spending Account (FSA) or a Health Savings Account (HSA) to keep more of your paycheck where it belongs.
Peace of Mind: Life happens. Our Life Insurance policy ensures you and your loved ones are always protected.
Time to Recharge: We believe in unlimited Paid Time Off (PTO) that you actually use. Whether it's a beach, a mountain, or a couch, go find your happy place.
Growing Families: Our Parental Leave policy gives you the time you need to bond with your newest family member without the stress of "checking in."
Wealth & Wisdom 💰
We’re invested in your future just as much as you are.
Future-Proofing: Our 401(k) plan helps you build your nest egg, and our Company Match means we’re literally putting our money where our mouth is to help you retire in style.
Never Stop Learning: We’re in EdTech, after all! Our Student Loan Reimbursement program helps you level up your skills, whether it's a certification or a new degree.
The Pathify Lifestyle 🏠
Since we’re a modern team, we make sure your daily "office" life is actually enjoyable.
Home Office Stipend: We’ll help you deck out your workspace. Whether you need an ergonomic chair or a second monitor, we’ve got your back (literally).
Wellness & Mental Health (Bonus!): Access to an Employee Assistance Program (EAP) and mental health resources, because your brain is your most important asset.
The Bottom Line: We’re building the future of higher education, and we want you to have a blast while doing it. If you’re looking for a place that treats you like a human first and an employee second, you’ve found it.
About
It’s time to change the way we think about the higher ed digital ecosystem. The truth is, there’s a massive void at the center of the higher ed digital ecosystem because there’s no centralized user experience unifying everything. Pathify is an innovative engagement hub that delivers a dynamic, personalized, and centralized experience to every user on any device. No more searching aimlessly for the right information. Pathify actively surfaces the personalized info and tools each user needs, from any school system. Create a clear path to student success and enrich your school identity with a meaningful and engaging digital campus experience — for the entire student lifecycle. Better technology and a better experience = happier students.
Skills Required
- 5+ years enterprise SaaS software sales experience
- Proven experience managing a book of business of 30+ customers
- Evidence of consistent above-quota production in a similar role
- Ability to travel occasionally to client sites and conferences
- Ability to build relationships with decision makers and sell into the C-suite
- Strong communication, listening, and presentation skills (onsite and remote)
- Experience using a CRM to operate a book of business
- Salesforce experience
- Higher education technology experience
- Familiarity with sales methodologies (MEDDIC, Challenger, SPIN, Solution, Consultative, GAP, Sandler)
- Experience with modern sales outreach tools
- Preferred location: Greater Denver, Colorado or surrounding area
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The Company
What We Do
Obsessed with making great technology while developing incredible long-term relationships with customers, Pathify remains hyper-focused on creating stellar experiences across the entire student lifecycle — from prospects to alumni. Delivering cloud-based, integration-friendly technology designed to drive engagement, Pathify pushes personalized information, content, and resources to the right people, at the right time — on any device. Led by a team of former higher ed executives, builders, and technology leaders, the Pathify team focuses every day on the core values of Impact, Wit, Contrast, Technique and Care.
Why Work With Us
The Pathify team focuses every day on improving the student experience. We make a positive impact every day on the lives of millions of students. And we have a ton of fun doing it. We offer all the perks you've come to expect from an innovative tech company paired with incredible opportunities for learning, professional development and growth.
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