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Account Executive, Transact At Blackboard Inc.

Location: San Francisco, California

Job Description

The Opportunity:
We’re looking for an Account Executive to help us shape the future of education. With nearly 20,000 organizational customers and millions of student users, Blackboard is the world's leading education technology company with the industry's most comprehensive student-success solutions. Our mission is to partner with the global education community to enable student and institutional success by leveraging innovative technologies and services.

This role focuses on our Blackboard Transactplatform which helps improve student experience and campus safety, while streamlining business operations and increasing revenue. The Blackboard Transact platform includes capabilities within three integrated modules:

  • Commerce Management: facilitates campus ID card issuance, cashless payment processing, account management and reporting on-campus, off-campus, and online.
  • Security Management: monitors all campus activity using integrated door access control, video surveillance and mass notification capabilities.
  • Financial Services: offers innovative options for payment processing as well as both revenue enhancement or cost savings through extending the capabilities of the one-card solution to further enhance the student experience.


Blackboard’s Transact Account Executives are responsible for net new and account expansion within the territory. They meet and often exceed sales objectives of the assigned territory by promoting and selling the Blackboard Transact integrated suite of enterprise-class security and surveillance products and services through a consultative selling approach that effectively aligns the products to customer business objectives while demonstrating a quantifiable value proposition to the customer.

As Account Executive, your specific responsibilities will include:

  • Generating new sales into accounts currently not licensing the Blackboard Transact product suite
  • Expanding existing account sales within the territory
  • Meeting and exceeding established sales quotas while adhering to Blackboard’s sales rules of engagement
  • Making prospecting a part of the regular routine, ensuring that new prospects are being added to the pipeline on a consistent basis
  • Managing a complex, enterprise sales process with a 12-24 month purchasing cycle
  • Expanding the revenue opportunity within new accounts by selling incremental follow-on business for a period of 24 months after the initial contract date
  • Taking on the role of “virtual CEO” on all RFPs; working with the RFP team to gain a complete understanding of the institution needs including the platform the institution requires, partner requirements, price sensitivity, incumbent product, potential objections or concerns, our strategic value proposition, and any other relevant information necessary for a successful sales process
  • Continually learning about new products and improving selling skills; attending training events throughout the year and participating in self-paced tutorial learning when appropriate
  • Being well informed about HE commerce and security industry trends and being able to talk intelligently about the industry
  • Becoming familiar with all Blackboard Partner relationships and how they relate to Blackboard sales
  • Becoming proficient with Salesforce.com; effectively using the salesforce automation tool to enter all sales information into this system to support accurate and proper forecasting/reporting
  • Keeping abreast of competition, competitive issues, and products
  • Attending and participating in sales meetings, product seminars, and trade shows
  • Preparing written presentations, reports, and price quotations
  • Assisting in contract negotiations
  • Managing sales pipeline
  • Effectively and efficiently employing Blackboard resources at appropriate stages in the sales cycle; matching level for level to grow and advance the sale
  • Defining and executing territory sales plans
  • Developing positive relationships with other employees in Marketing, Product Support, Global Services, Finance, Engineering, and other departments as needed
  • Collaborating with colleagues and supporting the overall team effort within the sales organization to ensure that knowledge and expertise is leveraged throughout the sales team


The Candidate:

  • Has 5+ years of enterprise sales experience
  • Has a knowledge of the Higher Ed or public-sector market
  • Has a successful achievement of $2M+ quotas using a consultative selling methodology
  • Can manage a pipelines of 25+ accounts at any given time
  • Can work in a team environment
  • Has had proven success prospecting, building a pipeline, moving opportunities through the sales cycle; proposing, presenting, and discussing solutions with C-level and other decision-makers
  • Can work out of a home office
  • Can travel 50-60%
  • Bachelor’s degree is preferred


This job description is not designed to contain a comprehensive listing of activities, duties, or responsibilities that are required. Nothing in this job description restricts management's right to assign or reassign duties and responsibilities at any time.

Blackboard Inc. is an equal employment opportunity employer and considers qualified applicants for employment without regard to race, gender, age, color, religion, national origin, marital status, disability, sexual orientation, protected military/veteran status, or any other protected factor.