Account Executive, Learnosity

• Technical fluency: able to understand and communicate SaaS/API product value to both technical and non-technical buyers, including those evaluating AI-native alternatives
• AI-aware: stays current with developments in LLMs, generative AI, and their application to education and assessment; can engage buyers on these topics with confidence and nuance
• Commercially driven: strong instincts around deal structure, value-based pricing, and navigating enterprise procurement
• Consultative approach: listens first, diagnoses customer problems before proposing solutions
• Organised and rigorous: disciplined pipeline management, accurate forecasting, clean CRM hygiene
• Persistent and resilient: comfortable with long enterprise cycles and complex stakeholder maps
• Trusted advisor mindset: builds credibility through expertise and follow-through
• Collaborative: works effectively with Solutions Engineering, Product, AI Labs and Marketing to move deals forward
• Minimum 5 years of B2B SaaS sales experience, with a demonstrable track record of closing ARR deals
• Strong technical literacy: experience selling API-based, platform, or infrastructure software to technical buyers
• Proven success carrying and exceeding quota in European markets
• Familiarity with the AI and LLM landscape and its commercial implications
• Particularly how buyers are navigating build-vs-buy decisions in an AI-driven environment
• Experience with complex enterprise sales cycles involving multiple stakeholders and procurement processes
• Proficiency in using LLMs in your day to day approach to your role
• Proficiency with Salesforce or equivalent CRM for pipeline management and forecasting
• Hands-on experience or strong working knowledge of how LLMs and generative AI are being applied in content, assessment, or learning personalisation

Desirable

• Learnosity is seeking an Account Executive to lead new logo growth across Europe
• This is a senior individual contributor role for someone who thrives in complex, consultative B2B sales, navigating enterprise cycles, multiple stakeholders, and technically demanding buyers
• The role sits at the intersection of commercial acumen and technical credibility. Our buyers are global educational publishers, edtech providers, vocational training organisations, and corporate learning teams, who evaluate deeply before they commit
• The successful candidate will be equally comfortable discussing API architecture and AI-powered products with a CTO and structuring commercial frameworks with a CPO
• You will report to the SVP of Business Development and carry a new logo ARR quota of $500,000 with a minimum 3x pipeline coverage ratio expected at all times
• This is a true growth role, focused exclusively on acquiring new customers and expanding Learnosity's presence across markets
• Your territory will primarily cover Europe, with particular emphasis on the edtech and vocational segments where Learnosity has significant untapped potential
• GTM Context:
• This role is a critical hire within Learnosity's FY27 GTM strategy. Europe represents a significant growth opportunity: publisher and edtech target accounts are either underpenetrated or completely untapped, and the region's vocational and corporate learning segments are early in their adoption of API-based assessment infrastructure
• The Account Executive will own and manage a structured target account list, develop multi-threaded relationships across key accounts
• The AI and LLM Landscape:
• The education technology market is undergoing a structural shift driven by the rapid advancement of large language models and generative AI
• Publishers, institutions, and platform providers are actively reassessing how they build, assess, and personalise learning, and many are evaluating whether to build AI-native assessment capability in-house or to partner with proven infrastructure providers like Learnosity
• This creates both significant opportunity and a growing set of technically sophisticated objections
• The Account Executive must be conversant in how LLMs and AI tooling intersect with product design, not as an engineer, but as a credible commercial voice who can engage meaningfully with buyers navigating these decisions
• An active interest in how AI is reshaping the edtech/business landscape, and the ability to position Learnosity as a complementary and future-proof product within that context, is essential
• Key Responsibilities:
• Pipeline Development:
• Own the full sales cycle from prospecting through to close within your European territory
• Develop and maintain a structured Target Account List (TAL) aligned to Learnosity's ICP and European growth priorities
• Identify, qualify, and advance new commercial opportunities through a consultative discovery process
• Engage edtech, vocational, and corporate prospects through your network, inbound, and outbound efforts
• Technical and Consultative Selling:
• Articulate Learnosity's AI enabled API-based value proposition to both business and technical decision-makers
• Work closely with Solutions Engineering to scope and present technically credible solutions
• Engage confidently with buyers evaluating AI-native or build-it-yourself alternatives, positioning Learnosity as a proven, complementary infrastructure layer
• Position Learnosity as a long-term platform partner, not a point solution vendor
• Commercial Execution:
• Lead commercial negotiations and contract structuring in line with Learnosity's pricing philosophy and value framework
• Manage deal timelines proactively, removing blockers and driving mutual close plans
• Deliver accurate pipeline and forecast data on a weekly basis via Salesforce
• Cross-Functional Collaboration:
• Partner with Customer Success to identify expansion signals within existing European accounts
• Coordinate with Marketing on European campaign and event activity to support pipeline development
• Feed structured market and competitive intelligence, including AI-related buyer dynamics, back to Product and Leadership
• Core Goals:
• Achieve and exceed the annual new logo ARR quota of $500,000 for the European region
• Maintain a minimum 3x pipeline coverage ratio at all times
• Build and maintain a healthy, well-qualified pipeline across edtech, vocational, and corporate learning segments
• Develop deep, multi-threaded relationships within priority European target accounts
• Accelerate penetration of underpenetrated edtech and publisher accounts across the region
• Contribute market and competitive intelligence, including AI-driven market shifts, back to GTM leadership and Product