{"id":3615227,"url":"https://alion.io/job/acquia-account-executive-2","title":"Account Executive","company":{"id":2751,"name":"Acquia","domain":"acquia.com","url":"https://alion.io/company/acquia","size_band":"1001-5000","is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":"Greenhouse","truth_index":null},"role":"Sales","role_family":"Sales","seniority":null,"employment_type":null,"work_mode":"remote","remote_scope":"stated_countries","remote_scope_basis":"inferred_payroll_markers","remote_working_hours":null,"hiring_geo_confidence":"inferred","locations":[],"countries":[],"hiring_countries":["US"],"hiring_countries_total":1,"salary":{"min":290000,"max":300000,"currency":"USD","period":"year","gross":null,"usd_annual":300000},"salary_estimate":null,"experience_years_min":null,"visa_sponsorship":false,"relocation_package":false,"has_equity":false,"technologies":[{"name":"Drupal","optional":false},{"name":"Salesforce","optional":false},{"name":"PHP","optional":true}],"status":"live","first_seen_at":"2026-11-02T14:36:29Z","employer_posted_date":"2026-11-02","last_verified_at":"2026-11-03T05:47:40Z","board_verified":true,"closed_at":null,"days_open":0,"trust":{"level":"ok","repost_count":null,"flags":[],"days_open":0},"description":"Acquia is the open digital experience company. We provide the world's most ambitious organizations with products built around Drupal to allow them to embrace innovation and create moments that matter. At Acquia, we believe in the power of community and collaboration - giving our customers and partners the freedom to build tomorrow on their terms. Headquartered in the U.S., we have been named one of North America's fastest growing software companies by Deloitte and Inc. Magazine, rated a leader by the analyst community, and named one of the Best Places to Work by the Boston Business Journal. We are Acquia. We are building for the future and we want you to be a part of it!\nHigher education is one of Drupal's largest and most passionate communities. Colleges and universities across North America rely on their websites and digital channels to recruit students, engage alumni and donors, support research, and serve campus communities - all while meeting rising expectations for accessibility, security, and governance. As the Account Executive for Higher Education, you will help these institutions modernize their digital experience and get more from their investment in Drupal and Acquia.\nThis is a role for a disciplined, process-driven seller. Higher education deals involve many stakeholders, formal procurement, and long decision cycles, so we're looking for someone who lives the MEDDICC sales methodology every day: qualifying rigorously, building champions, getting to the economic buyer, and forecasting with accuracy.\nAs the Account Executive, Higher Education, you will...\nOwn new business and expansion across an assigned territory of colleges, universities, community colleges, and university systems in the United States and Canada\nIdentify new opportunities, manage, and close deals across Acquia's higher education customer and prospect base\nRun every opportunity using MEDDICC - qualify and progress deals by defining Metrics, engaging the Economic Buyer, shaping Decision Criteria, mapping the Decision Process, Identifying Pain, developing a Champion, and understanding the Competition\nMaintain complete, current MEDDICC qualification in Salesforce and use it to drive accurate forecasting, deal reviews, and pipeline inspection with leadership\nBuild mutual action plans with customers that map the full institutional decision and procurement process, from first meeting to signature\nEngage senior campus leaders, including CIOs, CMOs, Vice Presidents of Marketing & Communications, Enrollment Management, and Advancement, as well as central web, IT, and digital teams\nNavigate decentralized campus environments, building consensus between central IT, university marketing, and individual colleges, schools, and departments, and identify and coach champions across them\nQuantify business value for institutions - such as enrollment and recruitment impact, cost savings from web consolidation, accessibility risk reduction, and team efficiency - and tie it to the economic buyer's priorities\nManage public and institutional procurement processes, including RFPs, cooperative purchasing agreements and consortia, and multi-stakeholder approvals, aligning deal timing with academic and fiscal-year budget cycles\nStay current on competitor offerings in the higher education CMS and DXP market and be able to identify their strengths and vulnerabilities\nTurn client feedback into meaningful strategies to drive new business and address competitive risks\nInfluence client decisions and advocate for client needs to broker win-win solutions\nWork closely with Account Management, Renewals, Solutions Consulting, Product, and Professional Services teams to ensure seamless implementation and effective ongoing account growth\nHandle full-life-cycle sales in an individual contributor role, building and maintaining a qualified pipeline that meets team coverage expectations\nEngage with implementation and channel partners who serve the higher education market to drive and co-sell opportunities\nRepresent Acquia within the higher education and Drupal communities, including industry conferences, user groups, and regional events\nWork cross-functionally with demand generation and marketing teams to cultivate pipeline through targeted higher education campaigns\nCollaborate efficiently across internal teams and nurture an atmosphere of trust and open communication\nTravel to campus visits, client meetings, and industry events across the US and Canada as needed\nYou'll enjoy this role if you are/have...\nA genuine interest in higher education and the role digital experience plays in an institution's mission\nA believer in sales process and qualification discipline - you'd rather disqualify early than chase a deal without a champion or a clear path to the economic buyer\nIntellectual agility and an entrepreneurial attitude; demonstrates drive, initiative, energy, and a sense of urgency in acquiring and serving clients\nPatience and persistence for longer, consensus-driven sales cycles, paired with the discipline to keep deals moving\nAbility to learn and absorb new products quickly and rapidly adapt to changing business and customer demands\nSmart, results-oriented, upbeat, and a track record of out-performing your peers\nLooking for aggressive career growth\nPassion, drive, and creativity\nWhat you'll need to be successful...\nBachelor's degree or equivalent experience\n Demonstrated mastery of the MEDDICC sales methodology (MEDDPICC or a similar framework also considered), with a track record of using it to qualify, forecast, and close complex, multi-stakeholder enterprise deals\nStrong sales and new-business origination experience in enterprise software, preferably selling CMS, DXP, or SaaS solutions\nExperience selling into higher education institutions; experience with both US and Canadian institutions is a strong plus\nFamiliarity with higher education procurement, including formal RFPs, cooperative and consortium purchasing, and board or committee approval processes\nExperience negotiating large strategic deals across all phases of client development: prospecting, proposal development, negotiation, and ongoing relationship management\nA proven ability to build and coach internal champions and to gain access to economic buyers in complex organizations\nConsistent forecast accuracy and strong CRM hygiene (Salesforce preferred)\nWorking knowledge of the issues that matter to campus digital leaders, such as web accessibility requirements (e.g., ADA Title II, WCAG, and AODA in Ontario), security, data privacy, and governance of large, multi-site web estates\nStrong understanding of the SaaS business model for solutions delivery\nExperience and the know-how to work in a fast-paced technology environment\nConfident presentation skills and presence in front of senior campus leadership, with the communication skills to articulate a value proposition to a wide range of organizational and functional levels\nFrench language proficiency is a plus for engaging institutions in Québec and other francophone communities\nThis role includes a 50/50 split, the variable compensation is equal to the base salary. This structure results in On-Target Earnings (OTE) ranging from $290,000 to $300,000. Final compensation will be commensurate with your experience and will be determined by a variety of factors, including city of residence, relevant skillset, and job-related knowledge. This role is also eligible for variable compensation.\nAcquia is proud to provide best-in-class benefits to help our employees and their families maintain a healthy body and mind. Core benefits include: competitive healthcare coverage, wellness programs, take-it-when-you-need-it time off, parental leave, recognition programs, and much more!\nAcquia is an equal opportunity (EEO) employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veterans status or any other protected status or characteristic under federal, state or local law unrelated to the ability to perform the job.\nInterested residents of Colorado may contact  as it relates to regulation C.R.S. § 8-5-201. Information regarding benefits are linked here.","description_format":"text","description_chars":8258,"description_truncated":false,"requirements":{"experience_years_min":null,"management_years_min":null,"team_size_min":null,"manages_managers":false,"education":null,"security_clearance":false,"languages":[{"language":"French","level":"Advanced (C1)","optional":true}]},"benefits":["Parental leave","Wellness"],"hiring_locations":[{"name":"United States","iso":"US","kind":"country"}],"hiring_excludes":[],"relocation_offered":false,"industries":["CMS & Digital Experience Platforms"],"lifecycle":[{"event":"open","at":"2026-11-02T16:13:22Z"}],"visa":[{"country":"US","licensed_sponsor":true,"evidence":"H-1B filings in 12 months: 2","filings_12m":2,"filings_prev_12m":1,"green_card_filings_12m":0,"median_offered_wage_usd":177500,"route":null,"cap_exempt":false,"checked_at":"2026-10-29T16:27:21+00:00","sources":["US Department of Labor: LCA disclosure data (H-1B, H-1B1, E-3)","US Department of Labor: PERM disclosure data (green cards)"],"filings_for_role_12m":0},{"country":"GB","licensed_sponsor":true,"evidence":"Licensed UK visa sponsor (Skilled Worker, Senior or Specialist Worker)","filings_12m":null,"filings_prev_12m":null,"green_card_filings_12m":null,"median_offered_wage_usd":null,"route":"Skilled Worker; Global Business Mobility: Senior or Specialist Worker","cap_exempt":false,"checked_at":"2026-11-03T08:26:00+00:00","sources":["UK Home Office: register of licensed sponsors (workers)"],"filings_for_role_12m":0}],"liveness":{"score":86,"band":"hot","label":"Hiring now","p_open":1,"p_active":0.86,"p_room":1,"age_days":0,"expected_fill_days":40,"reasons":["conf:0","win:early"],"computed_at":"2026-11-03T05:54:40Z"},"pay":{"stated_usd_annual":300000,"is_top_pay":true},"html_url":"https://alion.io/job/acquia-account-executive-2","json_url":"https://alion.io/job/acquia-account-executive-2.json","meta":{"generated_at":"2026-11-03T10:24:06Z","cache_seconds":300,"methodology":"https://alion.io/methodology","terms":"https://alion.io/terms","contact":"https://alion.io/contact","api":"https://alion.io/developers","about":"Alion is a live layer of people, companies and AI agents: who they are, whether they are real and active right now, what they do and how to work with them, readable by people and by agents and paid per call.","catalog":"https://alion.io/catalog.json","usage":{"tier":"crawler_verified","counted_by":"address","units_charged":1,"used_today":14432,"day_limit":null,"remaining_today":null,"minute_limit":300,"resets_at":"2026-11-04T00:00:00Z"}},"offers":[{"id":"company.slices","title":"One company in depth, by slice","status":"live","price":{"credits":0.02,"usd":0.002,"plus_per_slice":{"credits":0.05,"usd":0.005}},"unit":"per company, plus each slice with data","note":"the employer in depth","call":{"mcp_tool":"get_company","arguments":{"id":2751},"rest":"https://alion.io/mcp/rest/get_company?id=2751"},"human":"https://alion.io/catalog?offer=company.slices&for=job%2Facquia-account-executive-2"},{"id":"market.stats","title":"A market slice: pay, demand and time to fill","status":"live","price":{"credits":1,"usd":0.1},"unit":"per slice","note":"pay, demand and time to fill for this role and place","call":{"mcp_tool":"market_stats"},"human":"https://alion.io/catalog?offer=market.stats&for=job%2Facquia-account-executive-2"},{"id":"job.search","title":"Open jobs by role, technology, place, pay and visa","status":"live","price":{"credits":0.02,"usd":0.002},"unit":"per posting in a list","note":"similar open postings","call":{"mcp_tool":"search_jobs"},"human":"https://alion.io/catalog?offer=job.search&for=job%2Facquia-account-executive-2"},{"id":"company.verify","title":"Is this company real and active right now","status":"pilot","price":null,"unit":"per company","request":{"url":"https://alion.io/catalog/request","method":"POST","body":"{\"offer\": \"company.verify\", \"for\": \"job/acquia-account-executive-2\", \"note\": \"what you need it for\"}"},"human":"https://alion.io/catalog?offer=company.verify&for=job%2Facquia-account-executive-2"}],"agent":{"mcp":"https://alion.io/mcp/jobs","mcp_open":"https://alion.io/mcp/open","next":[{"tool":"get_job","arguments":{"id":3615227}},{"tool":"search_jobs","arguments":{"company":"acquia.com","detail":"compact"}},{"tool":"match_people","arguments":{"job_id":3615227},"note":"people open to offers who fit this vacancy"}],"note":"The same data through MCP tools: https://alion.io/mcp/open needs no sign-in (compact searches, postings, people); https://alion.io/mcp with an Alion account has everything. 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