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About the Role

The Chronicle is seeking an ambitious and consultative sales professional to join its Advertising and Marketing Solutions team. This seller is responsible for cultivating and closing opportunities for The Chronicle of Higher Education’s advertising and marketing solutions business, which includes digital advertising, content marketing, custom research, and live event products that support our corporate and university partners. This is primarily an inside sales position with responsibility for generating new business from a territory of assigned prospects. The Manager joins a high-performing team that is on growth trajectory. Their work will play a critical role in helping The Chronicle expand its base of customers and generate revenue that funds our leading journalism and insights for the higher education market. The role presents an excellent opportunity to learn from an experienced team and grow your sales career with a leading brand.

Responsibilities

Monitor and be familiar with competitive landscape and effectively communicate The Chronicle’s Advertising value proposition to clients and prospects.
Use CRM data and other reports to build a territory plan that prioritizes target accounts.
Deploy tailored prospecting campaigns, using phone, email and social, to generate meetings (primarily virtual) with high value prospects.
Research each prospect’s business, products, and goals to tailor outreach and build strong relationships with corporate and university marketers.
Expand accounts through cross-selling and uncovering new opportunities, growing smaller initial buys into larger programs.
Become knowledgeable about the use cases we serve and ongoing trends in higher education.
Sell The Chronicle’s full suite of advertising, newsletter and email sponsorships, webinars and lead generation services, content marketing, custom research, and live event sponsorships.
Become an expert in each product and problem it solves for our clients.
Own the full sales cycle, from first outreach through close, to meet and exceed revenue and activity goals.
Lead consultative discovery conversations to uncover prospects’ goals, then present tailored proposals, mostly in virtual meetings.
Become versed in The Chronicle’s audience, products, pricing, internal processes.
Collaborate with internal teams scope custom programs, set client expectations, onboard new clients, ensure customer success, and drive renewals.
Maintain accurate CRM records, forecast pipeline and produce weekly reports on territory activity.
Use AI and digital tools to research prospects, personalize outreach, and work efficiently.

Requirements

Bachelors degree and 5 years of relevant B2B sales experience.
Media sales and/or experience selling to B2B marketers preferred.
Comfort with data and digital tools, including CRM, AI, Microsoft Office Suite, and campaign metrics (engagement, lead quality, ROI).
Strong verbal and written communication skills, including persuasive outreach, and excellent interpersonal skills.
Strong work ethic, resilience, self-motivation and professional demeanor.
Great attention to detail; strong organizational and time management skills.
Curiosity, strategic thinking and learning agility to understand a prospect’s business and the higher education market.
Ability to excel in an entrepreneurial sales environment with a hunter’s drive for new business and comfort with cold outreach.
Track record (or clear potential) of exceeding sales goals, with consultative selling and relationship-building skills.
Articulate and professional presentation style required.
Ability to perform work indoors in climate-controlled private work area with minimal noise, performing primarily sedentary work with limited physical exertion and lifting of up to 10 lbs.
Ability to routinely perform work on computer for an average of 4-6 hours per day, when necessary.
Ability to work extended hours whenever required or requested by management.
Ability to travel on overnight and extended trips domestically and internationally.
Ability to travel by commercial airlines, rental vehicles, and in public transportation.
Ability to lodge in public facilities in foreign locations which may or may not have handicapped accommodations.

Skills

CRM
AI
Microsoft Office Suite
Campaign metrics (engagement, lead quality, ROI)
Consultative selling
Relationship-building

Location

Remote

Work Type

Inside sales
Full-time

Experience Level

5 years of relevant B2B sales experience

Education Level

Bachelors degree

Benefits

Medical/Dental/Vision Plans
24 PTO Days + Company Holidays
Paternal/Family/Adoption Leave
401K with Company Contribution & Profit Sharing
Tuition Assistance

About the Company

Born from a tradition of journalism and deeply engaged in innovative digital ventures, The Chronicle is powered by an essential mission: to inform, empower, and connect the people and institutions that work to improve society.
Today, The Chronicle serves the higher-education community through the industry-leading news and information resource: The Chronicle of Higher Education.

Equal Opportunity

The Chronicle is proud to be an equal opportunity employer, and we are committed to creating a diverse work environment. We encourage members of underrepresented communities to apply.