Prospect Account Executive

About Us

Watermark is a leading higher education software provider with more than 25 years of experience helping colleges and universities make informed, data-driven decisions. Today, more than 1,500 institutions worldwide use Watermark's Educational Impact Suite to connect essential academic processes, including assessment, accreditation, faculty activity, and student success. As higher education evolves, Watermark continues to advance responsible, human-centered AI innovation, helping institutions uncover meaningful insights, reduce administrative burdens, and make better decisions while enhancing—not replacing—human expertise.

Recognized for innovation and industry leadership, Watermark's recent honors include the 2024 EdTech Breakthrough, TITAN Business, and Stevie Awards, along with the 2026 EdTech Breakthrough Course Evaluation Solution of the Year award and recognition among G2's Top 50 Education Products. But our technology is only part of the story. Our people are our greatest strength, bringing together talent, collaboration, and a shared commitment to advancing higher education. We're proud of what we've accomplished and excited about what's ahead. Join us as we continue to shape what's possible for higher education!

About The Role

As a full-cycle Account Executive in the Emerging segment (higher education institutions with a student FTE of up to 10K), you will drive the entire sales process from initial prospecting through contract execution and close.  Acting as the primary Watermark representative within a multi-state territory, you will solve complex challenges for higher education institutions while driving regional revenue growth.  You will develop and execute strategic territory plans to achieve monthly, quarterly, and annual sales targets.  

Key Responsibilities of the Role:

• Drive full-cycle sales strategies, aggressively prospecting and generating new opportunities to build a robust pipeline across non-Watermark institutions.

• Develop and execute targeted territory growth plans to consistently meet and exceed quarterly and annual revenue targets.

• Conduct rigorous opportunity qualification and lead prioritization using the MEDDPICC sales framework.

• Engage key institutional stakeholders through regular, consultative communication to understand strategic objectives and build long-term relationships.

• Lead tailored solution demonstrations and presentations, partnering with Solutions Engineers to showcase value to higher education faculty and leadership.

• Orchestrate cross-functional efforts to draft compelling, high-converting responses to RFIs and RFPs.

• Manage contract negotiations and closing activities to ensure efficient deal execution.

• Represent Watermark at industry trade shows, conferences, and networking events to expand brand presence.

• Collaborate with Product Marketing and Product teams, delivering market intelligence and field insights to inform product strategy.

Key Qualifications of the Role:

• Bachelor’s degree or equivalent practical experience

• B2B SaaS sales experience required (2-3 years) encompassing outbound prospecting through contract close

• Demonstrated success in multi-channel outbound prospecting (cold calling, personalized email, social selling via LinkedIn)

• Proven track record of consistent quota attainment in a target-driven SaaS environment

• Hands-on experience applying MEDDPICC or comparable complex sales methodologies

• Experience selling software technology within higher education is strongly preferred

• Exceptional relationship-building, consultative selling, and negotiation skills

• Strong presentation abilities and professional communication skills

• High integrity, collaborative mindset, and adaptability in a fast-paced team environment

• Ability and willingness to travel occasionally for client meetings and industry conference
  

Watermark is committed to fair and equitable pay practices for all qualified candidates.  The  pay range for this role is $80K - 90K base + $80K - $90K commission potential and varies based on several factors including geographical location, level of  experience related to the role, education/licensure/certificates of the individual filling the role and other business and operational considerations.  

At Watermark, we believe the diversity of our people is one of our greatest strengths and an important part of our success. We are committed to equal employment opportunity and to creating an inclusive hiring experience where all qualified applicants receive fair and equal consideration. Employment decisions are made without regard to race, color, religion, sex (including pregnancy, sexual orientation, and gender identity or expression), national origin, genetic information, disability, age, family status, marital status, neurodiversity, protected military or veteran status, or any other status protected by applicable federal, state, or local law.