Industry Sr. Account Manager

Position Summary

The Industry Account Manager is responsible for growing revenue from Industry partners by providing superior service and value, and by matching partner needs to the ISTE portfolio of offerings, including SEAL, Ed Tech Index, Co-Lab, EdSurge, and EL Magazine. This role blends consultative account management, sales enablement, and cross-functional collaboration to strengthen partner relationships, expand engagement across the portfolio, and turn customers into raving fans.

Key Responsibilities

Account & Pipeline Management

• Manage Salesforce account entry with consistency, accuracy, and simplicity, maintaining pipeline stage discipline.
• Manage the ongoing contracting process and identify opportunities to simplify and create efficiencies.
• Track account metrics and overall revenue growth; identify time to first value with new accounts and successful activation post-launch.
• Set up quarterly account review meetings based on account review metrics for strategic and large accounts.

Consultative Sales & Relationship Management

• Identify and act upon industry trends and communicate unmet customer needs.
• Develop a consultative sales approach demonstrating how ISTE solves critical EdTech challenges within the EdTech industry.
• Manage partner needs balanced with editorial calendars and product offering capabilities.
• Identify business expansion opportunities across the portfolio (SEAL, Ed Tech Index, Co-Lab, EdSurge, and EL Magazine).
• Turn customers into raving fans.

Communication & Marketing Collaboration

• Communicate account needs to the content team and other internal stakeholders.
• Create regular sales communication and nurture campaigns to accounts.
• Build strong internal relationships with key stakeholders across the organization.

Media Kits & Program Development

• Manage sales collateral in partnership with internal stakeholders.
• Manage offering expansions from concept to deployment.
• Influence media kit development.
• Support development of the Industry programs sales playbook.
• Identify new product offerings and services.

Market & Competitive Awareness

• Attend conferences.
• Evaluate competitive threats and bring forward solutions to mitigate them.

Salary: $80,000–$85,000 plus performance incentive plan targeting 30% of base salary

PRIORITY WILL BE PROVIDED TO CANDIDATES LIVING IN THE DC METRO AREA (MD, DC, or Northern VA); you will be REQUIRED to come into the Arlington, VA office one day per week.