Account Manager

D2L is a cloud company that is modernizing education and building the Future of Work. The old models of teaching and learning are in the midst of the largest transformation in history, and D2L is at the heart of that fundamental shift.

New models of teaching and learning enable a personalized, student-centric experience – and deliver improved retention, engagement, satisfaction, and results for learners of all ages – in schools, campuses, and companies.

D2L is disrupting the way the world learns, by providing the next generation learning environment and solutions to engage and inspire learners. And most importantly, by giving customers a platform that is easy, flexible, and smart. No other company provides a solution as robust and innovative as D2L.

D2L has had a singular mission for 25 years and is dedicated to that same mission in the years ahead: to transform the way the world learns – and by doing so, we will help improve human potential globally.

Every application we receive is personally reviewed by a member of our Talent Acquisition team - yes, a real person looks at your resume! While we use AI tools internally to streamline tasks like meeting notes, summaries, and administrative work, these tools never rank resumes, make hiring decisions, or influence candidate evaluations.

As an Account Manager, you are the primary relationship owner for a portfolio of Higher Education clients. You are responsible for driving commercial outcomes, including renewals and expansion bookings , and for leading strategic account planning and executive alignment. Your role is to ensure every client attends at least one in-person client event annually, conduct Quarterly Business Reviews (QBRs) focused on business value , strategic planning, and success metrics, and manage & mitigate risk. You collaborate closely with Customer Success Managers, who are responsible for driving value realization within accounts leveraging their deep product and services expertise , to deliver a unified and customer-centric experience.

Major Responsibilities:

• Drive results: Exceed booking objectives within your assigned territory and lead the end-to-end renewal process, consistently growing your book of business targets.

• Leverage the CRM : Identify revenue opportunities within each client account and forecast them accurately in the CRM.

• Lead the sales cycle: Managing a complex, solution sale; moving the sale through the entire sales process.

• Account planning: Develop and maintain account plans for your assigned account base. Leading QBRs focused on account strategy and business value in partnership with Customer Success

• Forecast and manage the end-to-end contract renewal process.

• Relationship management: Manage and grow client executive relationships across ~50-90 accounts. Conduct regular meetings with clients to foster the relationship and uncover or advance sales opportunities.

• Be a strategic partner: Understand your clients’ business goals and identify opportunities to align D2L products and services with their vision.

• Collaborate cross-functionally: Effectively and efficiently deploy D2L resources at appropriate stages in the customer journey. Productively work alongside Customer Success Managers on product adoption and value realization strategies.

• Professional development and upskilling : Be well informed about current industry trends and be able to speak intelligently about the education industry while constantly striving to improve knowledge through self-learning, Revenue Enablement-hosted initiatives and other training opportunities.

• Represent D2L: Attend and participate in sales meetings, product seminars, conferences and trade shows.

• Travel: Travel up to 30% (1-2 times per month)

Competencies:

• Strong knowledge of the North American Higher Education system

• Proficiency in Salesforce and other sales tools

• Executive alignment and multi-threading

• Strategic account planning and risk management

• Self-motivated, detail-oriented, and committed to excellence

• Working knowledge of web and database technology

• Familiarity with AI tools and using AI to further business goals

Requirements

• Strong communication and presentation skills, both in-person and virtually.

• Excellent customer service skills.

• Ability to craft a solution with appropriate products and services that meet business goals based on client discussions, and skilled at presenting these solutions to stakeholders.

• Collaborative mindset.

• Solid account planning and forecasting skills.

• Skilled in value based, consultative selling methodologies ( Familiarity with MEDDPICC, Solution Selling or similar sales methodologies .)

• 2+ years in a sales-oriented, client-facing account management role (successful SaaS or complex solution sales experience in EdTech, HCM, or eLearning is preferred).

• Acumen with Artificial Intelligence tools.

• Track record of successful achievement of assigned quotas.

• Experience with learning-related enterprise systems (Learning Management Systems, Training and Assessment Systems, or similar) is an asset.

• Willing to travel up to 30% and able to travel freely between the US and Canada or other countries and hold a valid passport.

• Bachelor’s degree recommended (technical, business or education-related is ideal)

This position is to fill an existing vacancy.

The expected base salary range for a new hire in this role is listed below. The annualized base salary offered is determined by each candidate’s relevant knowledge, skills, education, training and experience. It is aligned to ensure both internal and external competitiveness using market data for the geographic location and industry. As part of the total compensation at D2L the role may be eligible for additional benefits including a Wellness Subsidy, Equity Grants, Variable Incentive, and more.

Base Salary Range $80,000 — $90,000 USD

Don’t meet every single requirement? We strongly encourage you to still apply! At D2L, we are committed to creating a diverse and inclusive environment. We encourage your application even if you don't believe you meet every single qualification outlined, because we love to help our people grow and develop!

Why we're awesome:

At D2L, we are dedicated to providing you with the tools to do the best work of your life. While some of our perks and benefits may vary depending on location or employment type, we are proud to provide employees with the following through #LifeAtD2L :

• Impactful work transforming the way the world learns

• Flexible work arrangements

• Learning and Growth opportunities

• Tuition reimbursement of up to $4,000 CAD for continuing education through our SkillsWave Program

• 2 Paid Days off for SkillsWave-related activities like exams or final assignments

• Employee wellbeing (Access to mental health services, EFAP program, financial planning and more)

• Retirement planning

• 2 Paid Volunteer Days

• Competitive Benefits Package

• Home Internet Reimbursements

• Employee Referral Program

• Wellness Reimbursement

• Employee Recognition

• Social Events

• Dog Friendly Offices Spaces at our HQ in Kitchener, Winnipeg, Vancouver and Melbourne offices.