
Institutional Sales Representative
2 weeks ago
We're hiring an Institutional Sales Representative who will own the full sales cycle for mid‑market and enterprise‑level academic organizations. You will combine consultative selling skills with a deep understanding of academic workflows to showcase Jenni AI's value, accelerate adoption, and exceed revenue targets.
What You'll Do
- Build and manage a robust pipeline of universities, colleges, and research institutes using outbound, inbound, and partner‑generated leads
- Conduct discovery calls and tailored demos to identify stakeholder pain points and position Jenni AI as the solution
- Develop proposals, pricing models, and ROI analyses aligned to procurement requirements and budget cycles
- Navigate complex sales processes involving IT, library services, research offices, and academic leadership
- Negotiate contracts and close multi‑year agreements that drive ARR growth
- Maintain accurate forecasts and account notes in HubSpot to support data‑driven decisions
- Represent Jenni AI at academic conferences, webinars, and industry events
Requirements
- 3+ years of quota‑carrying B2B SaaS sales experience
- Excellent storytelling, negotiation, and stakeholder‑management skills across technical and non‑technical audiences
- CRM discipline and data‑driven approach to pipeline management
- Bachelor's degree (advanced degree or research experience is a plus)
Bonus
- Familiarity with academic procurement processes, grant funding cycles, and budget approvals
- Proven track record of meeting or exceeding annual ARR targets in deals ranging from USD 25 K to 250 K+
- 1+ years selling to higher‑education or research institutions
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