Associate Account Executive

Job Requisition ID: 12804

Additional Locations: Gainesville, Florida, Tallahassee, Florida, Orlando, Florida

Purpose of the Role: The Associate AEs report to the Director of Sales, directing them on the collaboration with partner Field-Based Account Executive(s) and/or Independent Representatives. Objectives of the Associate AE Position are to develop, execute, and revise quarterly and yearly Sales Plans specific to their assigned states/region/area in order to meet individual and team sales goals. They promote the selling, assist with proposal development, project planning and execution of sales strategy including HMH Professional Development and Professional Services proposals for the Adjacent Markets division.  Associate AEs will effectively interact with all levels of customer accounts, from site Principals to business professionals, in order to develop lasting relationships that result in solution oriented sales.

Job Responsibilities:

  • Develop and maintain strategic plan for territory with Director of Sales
  • Update regularly, complete Pipeline management for assigned territory
  • Product knowledge of each curriculum area developed and maintained using LMS and Sales Hub resources
  • Strategically plan sales calls by outlining objectives and action steps
  • Use voicemail and email appropriately
  • Generate new client opportunities through established and emerging lead source channels (e.g., HMH Inside Sales team, conferences, webinars, website, current clients, publication orders, RFPs, trade shows, etc.) and bring those opportunities to a successful close
  • Collaborate with Field-Based Account Executive(s) and/or Independent Representatives to drive sales to exceed territory sales quota by prioritizing accounts and activities
  • Capable of providing detailed product aligned answers while developing professional credibility and trust with customer

Conduct presentations and product training sessions

Core Competencies:

Associate Account Executive



  • Understanding of the K-12 Educational market trends and issues
  • Ability to learn new products, procedures and processes while maintaining daily duties
  • Efficient use of online resources and training modules for product knowledge development
  • Microsoft Office Suite
  • Self-directed and motivated
  • Effective time management and communication via phone, emails, and site visits with clients
  • Successfully conducts comprehensive needs assessment with clients for a solution-based sales approach



  • Ability to travel up to 60% - 70%
  • Bachelor’s degree or equivalent in a related field


  • CRM (Dynamics, Salesforce)
  • 1+ years of related industry experience (sales or education

Physical Requirements:

  • Must be able to remain seated for extended periods of time, 4+ hours.
  • Must be able to stand and present to audiences for 2+ hours.
  • Frequently lifting, reaching, and moving product up to 60 lbs.
  • Must be able to travel up to 60-70% of the time through a combination of domestic air travel and driving a car.
  • Constantly operates a computer and other office productivity machinery, such as a calculator, copy machine, and computer printer.
  • Must be able to collaborate with colleagues via face to face, conference calls, and online meetings

Houghton Mifflin Harcourt (NASDAQ:HMHC) is a global learning company dedicated to changing people’s lives by fostering passionate, curious learners. As a leading provider of pre-K–12 education content, services, and cutting-edge technology solutions across a variety of media, HMH enables learning in a changing landscape. HMH is uniquely positioned to create engaging and effective educational content and experiences from early childhood to beyond the classroom.  HMH serves more than 50 million students in over 150 countries worldwide, while its award-winning children's books, novels, non-fiction, and reference titles are enjoyed by readers throughout the world.

For more information, visit  

Houghton Mifflin Harcourt is an equal employment opportunity employer and participates in E-Verify. All qualified applicants will receive consideration for employment and will not be discriminated against on the basis of gender, race/ethnicity, gender identity, sexual orientation, protected veteran status, disability, or other protected group status.





Houghton Mifflin Harcourt
Full time
Jacksonville, FL 32201, US