Sales Executive (EdTech)

This is a remote position.

Embrace EdTech Group powers some of the most innovative education technology solutions in North America, focused on improving learning outcomes for students and institutions. XAP is a leading innovator in career and college planning software in the Embrace portfolio of companies, serving state-level sponsors, school districts, and individual schools with robust online solutions. Our platforms empower students and adults to explore careers, plan their education, and apply to colleges effectively.

Position Overview

We are seeking a proactive, results-driven Sales Executive to grow XAP’s customer base. This role focuses on generating new business through outbound prospecting, building relationships with education leaders, and managing the sales process from initial outreach through contract execution.

The ideal candidate is comfortable creating opportunities, understanding customer needs, and connecting those needs to practical technology solutions. You will work closely with leadership, product, and client success teams to position XAP effectively and ensure a smooth transition for new customers.

Key Responsibilities

New Business Development

• Identify and pursue opportunities with K-12 schools, districts, state agencies, and higher education institutions.

• Develop targeted prospect lists and execute consistent outreach through email, phone, LinkedIn, conferences, and other channels.

• Build relationships with decision-makers, including CTE directors, student services leaders, superintendents, school counselors, and college admissions teams.

• Research prospect needs, funding cycles, purchasing timelines, and competitive solutions to prioritize opportunities.

• Collaborate with marketing and leadership on campaigns that generate qualified leads.

Sales Process and Revenue Growth

• Own the full sales cycle, including prospecting, discovery, presentations, proposals, negotiation, and closing.

• Conduct discovery conversations to understand customer priorities, challenges, budgets, and decision-making processes.

• Coordinate and deliver product demonstrations with support from product and client success teams.

• Prepare pricing proposals and negotiate agreements within approved guidelines.

• Identify relevant RFP opportunities and coordinate responses with internal stakeholders.

• Meet agreed targets for new customer acquisition, new recurring revenue, and qualified pipeline development.

Collaboration and Customer Handoff

• Work with client success teams to ensure new customers receive a clear, coordinated handoff for onboarding and implementation.

• Partner with internal teams to identify expansion and cross-selling opportunities.

• Share prospect feedback, competitive insights, and market needs to inform product positioning and priorities.

• Represent XAP at industry conferences, webinars, and customer meetings as needed.

Pipeline Management and Reporting

• Maintain accurate, current records of contacts, activities, opportunities, and next steps in the CRM.

• Provide regular pipeline updates and realistic sales forecasts.

• Track opportunity progress, identify barriers, and take action to keep deals moving.

Requirements

• At least five years of B2B sales experience, preferably in education technology or SaaS.

• Demonstrated success generating new business through outbound prospecting and closing sales.

• Experience managing consultative sales involving multiple stakeholders.

• Strong communication, presentation, relationship-building, and negotiation skills.

• Ability to translate product capabilities into clear customer benefits.

• Strong organization and follow-through, with disciplined CRM and pipeline management.

• Ability to work independently while collaborating effectively across teams.

• Willingness to travel occasionally for conferences and customer meetings.

Preferred Experience

• Selling to K-12 districts, state education agencies, or higher education institutions.

• Familiarity with college and career readiness, career exploration, academic planning, work-based learning, admissions, or transcript solutions.

• Experience navigating education purchasing cycles and public-sector RFP processes.

• Experience using Zoho CRM or similar sales platforms.

What Success Looks Like

• A growing pipeline of qualified opportunities in XAP’s target markets.

• Consistent acquisition of new customers and achievement of revenue targets.

• Strong relationships with education decision-makers.

• Accurate forecasting and timely follow-up throughout the sales process.

• Smooth customer transitions from sales to implementation and client success.

Benefits

• Competitive salary commensurate with experience.
• Opportunities for career advancement and professional development.
• Experience collaborating with a diverse, global team.
• Comprehensive Health Benefits to support your wellbeing and peace of mind.
• 401(k) retirement plan with employer match; paid time off, sick leave, and holidays.