National Account Executive

National Account Executive - East Region 4East Region 4 - South Carolina, Georgia, Florida(NOTE: We are primarily looking for someone who lives in this region and/or are extremely knowledgable about the area.)

Full-Time - Remote (Field Sales - 50% required travel)

Role Overview

The Institute for Multi-Sensory Education (IMSE) is the premier provider of research-based Structured Literacy professional development and programs. Since 1996, IMSE has partnered with thousands of school districts and teachers, supporting excellence in literacy education, increasing reading proficiency, and making a life-changing impact on students across all tiers of instruction. Every day at IMSE, we work hard to ensure every child can read and to support educators in achieving this goal.

IMSE is looking for a dynamic individual who thrives in a fast-paced environment to fulfill a National Account Executive position. This role will manage a specified territory and will act as a collaborative sales partner, guiding customers through IMSE’s products and services with consultative expertise. The ideal candidate is mission-driven and intrinsically motivated, bringing a background in literacy as a former educator, proven sales success in the K–12 market, and the ability to cultivate lasting customer relationships through strong interpersonal and customer service skills.

Job Responsibilities and Expectations

• Support and exemplify the mission, vision and values of IMSE
• Manage and qualify new business leads while cultivating relationships with district leaders across the assigned territory
• Secure renewal business and maximize growth by identifying cross-sell and upsell opportunities within existing accounts.
• Conduct calls, virtual/in-person meetings, and consultative/engaging virtual/in-person product presentations with district leaders to understand their needs and educate them on IMSE’s mission, value proposition, and portfolio of solutions.
• Ensure prompt follow-up and a professional demeanor in all internal and external interactions.
• Proactively prospect strategic accounts identified in territory plan and aligned with IMSE’s annual sales objectives.
• Develop, manage, and execute a comprehensive territory plan to achieve quota and company goals.
• Lead and manage each step of the documented sales process within a defined geographical territory.
• Prioritize tasks and apply a strategic approach to identifying and growing sales in a fast-paced, expanding customer base.
• Collaborate with cross-functional teams to design and execute strategic and creative plans that meet the needs of districts within the assigned territory.
• Assist in sales campaigns and marketing outreach efforts, including the creation of targeted strategies to identify prospective customers.
• Gather and share customer feedback to support IMSE’s continuous improvement efforts.
• Maintain accurate data in HubSpot CRM for reporting, forecasting, and pipeline management.
• Provide monthly pipeline forecasts for open opportunities
• Provide competitive insights, and territory analysis to inform strategy.
• Identify, develop and participate in networking activities to build lasting relationships and expand the future pipeline.
• Operate in a consultative and collaborative manner, adapting to successes, challenges, and market shifts.
• Maintain productivity through effective use of virtual tools.
• Support and exemplify IMSE’s mission, vision, and values in all activities.
• Work collaboratively with teammates across the organization to drive collective success.
• Travel up to 50%+ while maintaining productivity through effective use of virtual tools.

Sales Performance Expectations

• Meet or exceed monthly, quarterly, and annual sales quotas in new bookings and renewal sales.
• Build and maintain a qualified pipeline at 3–4× quota to ensure consistent achievement of targets. 
• Key Performance Indicator: 2 new opportunities added each week
• Conduct a minimum of 6 in-person meetings per week with key decision makers in new or existing accounts for advancing the sales process or prospecting new business or securing renewals.
• Conduct and document prospecting activities (calls - meaningful conversation with contact) 25 per week to source new leads.

• Close qualified opportunities maintaining a strong opportunity-to-close win rate through consultative selling and relationship building.
• Track and nurture prospects through HubSpot CRM, ensuring accurate reporting and maintaining forecast accuracy on a quarterly basis.
• Build rapport with district leaders, understand client needs, and present tailored solutions that align with IMSE’s mission and value proposition.
• Work closely with marketing and sales teams to align messaging, campaigns, and targeted outreach strategies.
• Complete quarterly territory plan reviews with sales leadership to assess pipeline health, competitive landscape, and strategic approach.
• Travel up to 50%+ (equal to 2.5 days/week) to support in-person relationship building, territory development, and deal progression, while maintaining productivity through virtual tools.

Performance will be measured against these targets in quarterly reviews, with compensation and continued employment contingent upon meeting expectations. Annual territory quotas and specific metrics will be established based on territory potential, market conditions, and individual experience level.

Qualifications

• Minimum of a Bachelor’s degree, ideally with a background in education.
• 5+ years of successful sales, business development, or account management experience in the K–12 education market (pre-K to 12 schools/districts), with a proven track record of goal attainment and pipeline management.
• Knowledge of the assigned geographical territory and established contacts within K–12 education highly preferred.
• Demonstrated ability to uncover client needs, propose solutions, and close new business opportunities to meet revenue targets.
• Skilled in building and managing relationships with district leaders and collaborating with management on strategies to achieve growth.
• Proficient in Google Workspace, video conferencing platforms, and other productivity tools; HubSpot CRM experience is a plus.
• Ability to deliver clear, compelling product presentations to groups and decision makers both in-person and virtually.
• Strong communication, interpersonal, and time-management skills, with exceptional customer service abilities across phone, email, and meetings.
• High attention to detail and a commitment to maintaining quality standards.
• Self-starter with a natural sales instinct, motivated to make a difference in the lives of educators and students.
• Ability to travel up to 50% with overnight stays as needed

Compensation

Salary commensurate with experience

Reporting

Reports to National Sales Director