企业客户经理 - 高等教育领域
Enterprise Account Executive - Higher Education
Tremendous 是一个全球平台，专为帮助企业免费向任何人、任何地点发送数千笔付款而设计。我们受到 Atlassian、MIT 和 United Way 等 20,000 家组织的信任，为全球数百万接收者提供礼品卡和资金。
我们的客户（研究人员、营销人员、人力资源团队、非营利组织和平台企业）称赞 Tremendous 使用速度快、操作简单。[查看我们在 G2 上的评价](https://www.g2.com/products/tremendous/reviews)。
Tremendous 盈利且无需外部投资即可增长。我们是一家完全远程办公、注重文档、会议少的文化，这意味着你在职业和个人生活中有更多时间做真正重要的事情。团队也认同这一点——我们的员工 NPS 分数在 80 多分。
**关于该职位**
作为我们的企业客户经理（高等教育方向），你将专注于美国的高校，并对这一垂直领域拥有真正的掌控权。Tremendous 目前在高校中已有一定进展，但你的努力将高度聚焦并直接影响我们未来在该领域的策略。
虽然该职位主要针对高校，但这并不是一个客户，而是多个。你将专注于三个已知能落地的场景：研究团队支付研究参与者、人力资源团队开展员工/学生表彰，以及学生事务部门发放津贴。在一个校园中赢得其中一个场景，你就有了通往其他两个场景的可信路径。
该职位大约 70% 是开拓新客户，30% 是扩展现有客户。你主要是猎手，但你所服务的机构会成为你可以持续发展的客户。
**你将负责：**
- **在开放区域积极寻找客户。** 我们目前有良好的发展势头，但你将掌控这个领域并决定如何扩大市场份额。建立目标名单，进行细分，并有计划地发起进攻。
- **熟练销售三种使用场景，帮助我们发现更多。** 研究参与者付款、员工表彰和学生津贴。了解每个场景中的痛点、购买者和异议点，并帮助我们发现高等教育领域的更多应用场景。
- **多线程推进。** 一个部门的一个支持者是一个不错的初步交易，但不是一个好的客户策略。要在整个校园内建立联系，获取内部推荐，并将一个使用场景扩展到三到多个。
- **熟悉采购流程。** 高等教育的采购方式不同。你熟悉 RFP、采购审查、安全问卷和采购联盟，知道如何在过程中保持推动力。
查看英文原文
Tremendous is the global platform built for businesses to send thousands of payouts to anyone, anywhere, for free. We're trusted by 20,000 organizations like Atlassian, MIT, and United Way to deliver gift cards and money to millions of recipients worldwide.
Our customers (researchers, marketers, HR teams, nonprofits, and platform businesses) rave about how fast and easy Tremendous is to use. [Check out our ratings on G2](https://www.g2.com/products/tremendous/reviews).
Tremendous is profitable and growing without outside investors. We're a fully remote, high-documentation, low-meeting culture, which means more time for what matters in both your professional and personal life. The team agrees– our employee NPS is in the high 80s.
**About the role**
As our Enterprise Account Executive, Higher Education, you will sell exclusively into colleges and universities across the United States and will have true ownership over the vertical. Tremendous has traction with universities today, but your efforts will be highly focused and directly influence how we approach this space moving forward.
While this role is focused on universities, this isn't one customer for Tremendous, it's several. You will focus on three motions that we know land: research teams paying study participants, HR teams running employee/student recognition, and student affairs departments issuing stipends. Win one of those on a campus, and you've got a credible path to the other two.
This role is roughly 70% new logo and 30% expansion. You're primarily a hunter, but the institutions you land become accounts that you can grow.
**What you'll do:**
- **Hunt across an open territory.** We have strong current traction, but you will own this space and determine how to grow our market share. Build a target list, segment it, and go after it deliberately.
- **Sell three use cases well, help us discover more.** Research participant payments, employee recognition, and student stipends. Know the pain, the buyer, and the objections for each one, and help us discover more uses in the higher ed space.
- **Multi-thread relentlessly.** One champion in one department is a nice first deal but a terrible account strategy. Map across campus, get referrals internally, and turn a single use case into three or more.
- **Navigate the process.** Higher Ed buys differently. You are comfortable with RFPs, procurement review, security questionnaires, and purchasing consortiums, and you know how to keep momentum while they run their process.
- **Own your number.** You'll carry a quota and a forecast you're accountable for, in a vertical where you decide where the pipeline comes from.
- **Be ambitious.** Ambition isn't a dirty word at Tremendous. You'll be shaping how we go to market in a vertical we're investing in, which means growth in role and responsibility along with real personal upside.
**You have:**
- 4-6 years in SaaS sales, currently in a Mid-Market or Enterprise AE position
- A consistent track record of hitting quota
- Experience selling into higher education, public sector, or another committee-driven buying environment is a big plus (but not a requirement).
- You present well and you communicate clearly and concisely
- You have the business acumen to identify and create new sales opportunities, including new use cases inside accounts you've previously won
- You can self-source the majority of your own pipeline (the rest coming from SDR support and inbound).
- Comfort with longer, multi-stakeholder cycles without letting your pipeline go quiet
**Why work with us:**
- You'll work at a company growing quickly yet sustainably. We’re profitable with plenty more opportunity ahead. That’s good news for your career growth.
- Competitive pay, equity and benefits. The base salary for this role is $130,000 - $150,000. OTE is $260,000 - $300,000.
- We're a remote company. Work from wherever you want in the Americas.
- Smart people and a great culture. See our [**company handbook**](https://handbook.tremendous.com/).