Account Executive (EdTech Division)

Location: Remote (US-based candidates only)

Cordance is a software company that acquires and accelerates the growth of vertically-focused, B2B SaaS companies by investing in their products, processes, and people – for the long-term. Our community of experienced operators and subject-matter experts provide go-to-market leadership, operational excellence, and financial rigor to help acquired companies realize their full potential. 

Position Overview 

Cordance is seeking a driven Account Executive specializing in EdTech to accelerate new business acquisition across our education-focused portfolio companies. You will engage K–12 districts, higher education institutions, credentialing bodies, and academic programs of all sizes from small schools to large, complex university systems. 

This role is ideal for a consultative seller with experience navigating academic decision-making committees, multi-layered procurement processes, and diverse stakeholder groups. You will own the entire sales cycle with a strong emphasis on value-based discovery, ROI articulation, and stakeholder alignment. 

Key Responsibilities 

• Identify, target, and convert new logo opportunities in K–12, Higher Ed, and Continuing Education. 

• Build prospecting strategies using market insight into SIS platforms, academic workflow pain points, and institutional priorities. 

• Execute targeted outbound campaigns and engage administrators, IT leaders, academic departments, and procurement teams. 

• Manage full-cycle SaaS sales from qualification through contracting. 

• Lead tailored product demos for academic committees, IT groups, and operational leaders. 

• Conduct deep discovery around challenges such as accreditation, student lifecycle workflows, compliance, scheduling, or credentialing. 

• Build ROI-driven value propositions aligned to institutional outcomes. 

• Apply MEDDPICC rigor to improve qualification, deal progression, and forecast accuracy. 

• Maintain accurate data and documentation in HubSpot. 

• Present compelling business cases to academic councils and executive sponsors. 

• Work closely with SDRs to refine targeting across education segments. 

• Partner with Marketing to shape vertical campaigns and content. 

• Ensure seamless handoff to Customer Success for onboarding and adoption. 

• Navigate complex procurement processes, RFPs, and contracting. 
• Structure terms aligned with institutional fiscal cycles and decision milestones. 

Competencies: 

• Sales Execution & Strategy: Proven ability to own full-cycle SaaS sales in the mid-market segment, consistently achieving or exceeding quota. Balances disciplined process with creative deal strategy to accelerate new logo growth. 

• Consultative Selling & Value Creation: Fluent in value-based discovery and business outcome alignment. Applies MEDDPICC rigor to qualify opportunities and advance deals efficiently. 

• Relationship Development: Builds credibility and trust across multiple stakeholder levels — from functional leaders to executive sponsors — by acting as a strategic partner focused on business outcomes. 

• Negotiation & Closing: Expert in crafting win-win deal structures that drive ARR growth while maintaining profitability and customer satisfaction. 

• Operational Discipline: Maintains accurate forecasting, pipeline visibility, and CRM data hygiene. Prioritizes deals based on impact potential and alignment with ICP.gorustawsaidataproductdesignmarketingsales