Senior Account Executive

About the Role

Kuali is seeking a Senior Account Executive to join our team of talented and passionate people who are hungry to help scale a cutting-edge edtech software company.

Over the last few years, we've worked alongside our institutional partners to build truly differentiated products the market is excited about. We need another Senior Account Executive to help accelerate the growth we’ve seen in the last few years.

This is a quota-carrying sales role with a competitive base salary and commission opportunity.

Who are we? 
Kuali builds software solutions for higher education. We help our customers — colleges & universities — focus on providing a fantastic education to students by decreasing their administrative costs. We work in a competitive space, ripe for innovation, with users ready to be delighted. We are poised for high growth.

Our Culture
As a company, we are guided by our cultural values:

• Iterate to evolve
• Cultivate openness
• Act with accountability
• Assume the best
• Practice humility
• Deliver amazing experiences
• Drive outcomes

At Kuali, we learn from and teach each other; we practice transparency and empathy; we delight in delivering value to our customers, and we WIN!
We’ve embraced distributed work for years—it’s part of who we are. Many of our employees work remotely across the U.S., from Massachusetts to Seattle, while others collaborate in person at our office locations. We’re intentional about creating a healthy, connected culture no matter where you work.

Everyone should love their work.

At Kuali, we embrace diversity and inclusion at every level. We value and respect individuals from all backgrounds, recognizing that a rich tapestry of experiences and perspectives fuels our success as a company and enriches our collective human experience.

What you’ll be responsible for

• Consistently forecast and achieve revenue targets.
• Manage a territory and book of business to generate new and expansion opportunities.
• Represent Kuali at industry conferences, customer events, and through digital engagement.
• Conduct consultative discovery conversations to understand institutional goals, challenges, and priorities.
• Deliver tailored presentations, demonstrations, and proposals that address customer needs.
• Develop a strong understanding of Kuali's product portfolio and communicate value effectively.
• Partner with Solution Engineers to design customized demonstrations and solutions.
• Navigate complex higher education procurement processes and stakeholder groups.
• Analyze sales activity, pipeline performance, and market trends to identify improvement opportunities.
• Collaborate with internal teams to identify emerging customer needs and influence future product direction.
• Serve as an ambassador for Kuali's culture and values.
• Contribute positively to team success and organizational growth.

Ideal candidates have experience with:

• 7+ years of SaaS sales experience.
• 7+ years of experience selling technology solutions to colleges and universities.
• Consistent track record of exceeding sales quotas and revenue goals.
• Experience working with higher education procurement offices and purchasing processes.
• Strong understanding of the SaaS business model and revenue lifecycle.
• Experience using Salesforce or a comparable CRM platform.
• Familiarity with SalesLoft or similar sales engagement tools.
• Ability to travel approximately 10-20% of the time.

Preferred Attributes:

• Self-motivated and comfortable operating in evolving and ambiguous environments.
• Skilled in research, discovery, product demonstrations, pricing discussions, and negotiations.
• An exceptional communicator with strong written, verbal, and presentation skills.
• Able to navigate complex sales cycles and engage multiple stakeholders effectively.
• Organized, accountable, and committed to delivering results.
• Receptive to feedback and dedicated to continuous improvement.
• Calm under pressure and adaptable in a fast-paced environment.
• Creative, resourceful, and persistent in overcoming obstacles.
• Passionate about helping customers achieve meaningful outcomes.

Perks

• Remote-first work
• Top-of-the-line equipment of your choice to get your job done
• A truly exceptional benefits package including full premium coverage for employee and dependent medical and dental care
• 401(k) matching
• Employee stock option plan
• Paid Maternity/Parental leave
• All the paid time off you need (just work it out with your manager)
• Encouragement and support in learning and improving your skill-sets.