• Own the expansion and upsell of a defined book of business by identifying opportunities to expand implementation of existing and new products. • Create reference-worthy peer relationships deep and wide within assigned accounts via multithreading, by cementing customer retention while developing relationships with buying teams including key decision makers (“C” level personas). • Focus on moving customers from single product to multi-product contracts, which both improves ARR and reduces churn risk. • Execute independent prospecting activities with an existing book of business as required to maintain a total pipeline of opportunities at minimum of your assigned goals. • Interact collaboratively with SDRs and Marketing, following the guidelines that define dispositioning of qualified leads. • Execute the sales process to achieve upsell and cross-sell ARR, utilizing the MEDDPICC framework to qualify opportunities rigorously. • Guide and lead opportunities through each stage of the sales funnel, collaborating with personnel from allied teams like Demand Gen, Revenue Operations, Finance, Legal, and Customer Success (CS). • Forecast accurately based on buyer behavior, guided by the MEDDPICC framework. • Co-own the customer experience post-sale by setting up our delivery teams for success during the sale. • Engage in company EdTech-specific events and conferences to reinforce customer relationships and amplify our market influence.