Enterprise Account Executive - Higher Education

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.
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.

Work arrangement
Yes