Senior Account Executive – Herndon, VA 20171

Learning Tree International

About Learning Tree:

Are you passionate about technology and getting involved with its latest and greatest advances? At Learning Tree International, we apply this passion to the development of others. We achieve this by helping others learn new technologies and skillsets to empower not only themselves as an individual but also to support organizational growth. Some of the topics we teach are Project Management, Agile, Scrum, Java, SharePoint, Azure and Leaderships Skills just to name a few. With locations in US, Canada, the United Kingdom, Sweden, and Japan, we integrate the world’s largest collection of IT partner content, resources, and expertise to achieve our goal of bettering and developing the skillset of others. Learning Tree has been partnered with and trusted by over 65,000 organizations and over 2.5 million of their staff and we hope to have you contribute to spread our vision and increase these numbers!


Learning Tree International

is making a significant investment to amplify its enterprise client solutions offerings. Our North American Sales organization will formally engage and serve a diverse mix of client stakeholders in the commercial and federal space to position Learning Tree’s full suite of content and support services more consistently and most importantly—drive significant revenue growth! Learning Tree clients improve their organization by increasing individuals technical and business acumen resulting in organizational improvement. Learning Tree offers these clients, and others the most diverse and successful IT product / services training and career development portfolio worldwide. Come join this growing team and help us serve our clients each day.

Core function:

The Senior Account Executive is a sales position directly responsible for generating revenue opportunities for Learning Tree International, North American Operating Unit by employing a sales engagement strategy to identify new L&D opportunities within new and legacy federal and commercial customers.

Essential Functions and Responsibilities:

  • Develop and cultivate sales opportunities within new and existing client contacts through virtual and face-to-face communications (as current state allows).

  • Actively manage a robust client portfolio to develop tactical and strategic relationships to better serve our clients.

  • Take advantage of access to the world’s most comprehensive client database to quickly identify customer contacts, technology initiatives and client information.

  • Identify client needs and work collaboratively to design/develop learning solutions to meet client performance expectations.

  • Develop strategic accounts identified within the territory and proactively manage their growth and development.

  • Expand client service offerings within existing customers by leveraging a diverse product portfolio
  • Use tools like LinkedIn Sales Navigator and ZoomInfo to prospect for new business.

  • Document customer contacts within Learning Tree provided CRM database.

  • Participate routinely in networking events and associations to broaden your market presence and subject matter expertise

  • Develop business plan and update monthly to reflect strategies to successfully achieve territory quota.

  • Participate in sales and Learning Tree training to continue to sharpen your professional knowledge, skills and abilities.

  • Collaborate with an Inside Sales Representative supporting client portfolio.

Qualifications and skills:

  • Minimum qualifications and skills for the role including:

    1. College degree or equivalent years of experience.

    2. A minimum of 5-10 years enterprise client engagement experience; preferably within the following industries – Training, State, Local and Higher Education, Professional Consulting Services, Technology Integrators and/or complex government solutions.

    3. Extensive business acumen.

    4. Outside sales experience required.

    5. Proven and verifiable track record of sales/quota attainment.

    6. Able to efficiently and effectively establish trust and confidence in all client engagement communications.

    7. Proven success in designing, defining, planning and executing client growth within a portfolio.

    8. Must demonstrate service-oriented sales expertise with the ability to engage with technical, programmatic and learning & development executives.

    9. Competent handling price negotiations and articulating business value propositions.

    10. Build relationships and influence collaboration in both internal and external clients to generate increasing levels of client solutions momentum.

    11. Proficiency with Microsoft Office applications and Internet research. At least 5 years of demonstrated ability to utilize a CRM.
    12. Prior learning/training/ tech education industry experience is preferred.

    13. Excellent presentation skills.


    • Competently able to balance the needs of the customer and the expectations of our business.

    • Diligently succeed within a relatively flat organizational management structure.

    • Solution selling.

    Reports to:

    Director, North American Enterprise Sales – US Operating Unit


    Herndon, Remote and Toronto