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Better technology. Better experience. Happier students.
The Role
Manage a portfolio of 30+ higher education accounts, driving renewals, retention, upselling, cross-selling, and expansion revenue. Build executive relationships, lead contract negotiations, deliver consultative presentations and platform demonstrations, mitigate churn, and coordinate with Customer Success, Product, Solutions Architecture, and leadership. Maintain Salesforce pipeline and forecasts while developing cross-sell opportunities and supporting strategic client engagements.
Summary Generated by Built In
Pathify is seeking a high-performing, commercially minded Account Manager to drive customer retention, strategic growth, and account expansion across our assigned portfolio of higher education partners. In this role, you will quarterback post-contract revenue strategy, managing executive-level relationships across complex institutional ecosystems. You will serve as the commercial trusted advisor to executive stakeholders—including CIOs, Vice Presidents, and Deans—championing platform value, expanding our multi-product footprint, and safeguarding net revenue retention (NRR).
Key Responsibilities
Essential Functions:
- Revenue Expansion & Account Strategy: Formulate and execute multi-year account plans for a dedicated portfolio of 30+ higher education institutions. Identify upsell, cross-sell, and platform adoption opportunities to consistently expand Annual Recurring Revenue (ARR) and pipeline.
- Executive Relationship Architecture: Build deep, trust-based relationships with C-suite leaders (CIOs, VPs of IT/Student Affairs) and cross-departmental stakeholders across complex higher ed decision-making bodies.
- Commercial Leadership & Renewals: Lead contract renegotiations, renewals, and expansion agreements. Own the end-to-end commercial lifecycle while proactively mitigating churn risk.
- Consultative Value Selling & Demos: Deliver compelling, value-driven presentations and tailored platform demonstrations that align Pathify’s capabilities with institutional strategic priorities and ROI metrics.
- Cross-Functional Quarterbacking: Lead cross-functional alignment across Customer Success, Product, Solutions Architecture, and Leadership to deliver seamless executive engagements, solution delivery, and business reviews.
- Pipeline & Forecast Hygiene: Maintain precise, data-driven pipeline management and quarterly sales plans within Salesforce, utilizing structured sales frameworks to drive predictable execution.
- Support Oriented: Partner with Pathify’s Customer Success, Product and IT teams to help identify, prioritize and solve technical support issues.
Skills, Knowledge and Expertise
- Mastery of value-based or consultative sales methodologies (e.g., MEDDPICC, Challenger, Consultative, GAP, or Solution Selling)
- Highly skilled in contract negotiation, account planning, risk mitigation, and navigating complex procurement/budget cycles in higher education
- High degree of intellectual curiosity, strategic independence, and background thriving in high-growth, venture-backed startup environments
- Proficiency in leveraging modern revenue tech stacks, specifically Salesforce, AI Tools, and advanced sales engagement platforms
- A numbers driven mentality, with a strong desire for quantifiable, mutual accountability for activity, and time management.
- A prospecting-first mindset. Account Managers are fully responsible for building and closing cross-sell pipeline.
- 5+ years of Enterprise SaaS Sales / Account Management experience required, with a proven track record managing complex B2B or EdTech accounts
- Higher Education technology experience—specifically selling into C-suite stakeholders—is strongly preferred
- Documented history of exceeding quota targets in retention and revenue expansion roles (top-decile performance)
- Proven experience managing a book of business of 30+ higher education institutions
- Location: Greater Denver, CO area preferred (hybrid/remote)
- Willingness to travel occasionally for key client business reviews, executive briefings, and industry conferences
- Startup experience preferred
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.
Compensation:
$80-105K Base
$71,500K Variable Comp at Plan
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.
Compensation:
$80-105K Base
$71,500K Variable Comp at Plan
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 of enterprise SaaS sales or account management experience
- Proven track record managing complex B2B or EdTech accounts
- Documented history of exceeding quota targets in retention and revenue expansion roles
- Experience managing a book of business of 30+ higher education institutions
- Mastery of value-based or consultative sales methodologies, such as MEDDPICC, Challenger, GAP, or Solution Selling
- Contract negotiation, account planning, risk mitigation, and complex procurement or budget-cycle experience
- Proficiency with Salesforce, AI tools, and advanced sales engagement platforms
- Higher education technology experience selling to C-suite stakeholders
- Experience in high-growth, venture-backed startup environments
- Startup experience
- Greater Denver, Colorado area location
- Willingness to travel occasionally for client reviews, executive briefings, and conferences
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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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