Sales Account Executive, Custom

Overview

At Macmillan Learning, we’re committed to driving innovation that transforms education. We seek team members who thrive on pushing boundaries, envisioning future possibilities, and building solutions that make a lasting impact. Whether you’re a Pioneer shaping bold new ideas, a Builder turning possibilities into reality, or a Stabilizer optimizing for success, you’ll play a vital role in advancing our mission. If you’re excited by the prospect of testing new technologies, implementing transformative strategies, and thriving in a fast‑paced, innovative environment, we’d love to hear from you!

This position will be responsible for acquiring, negotiating, and selling custom published adoptions and original authored custom works from Macmillan Learning Curriculum Solutions. The representative will work with Macmillan Learning sales reps and Specialists across 2- and 4-year colleges and universities, as well as career colleges, to sell and close custom business through personal on‑campus sales calls, virtual meetings, in‑person conferences, and phone and email interactions with prospective customers.

The position requires significant travel within its geographic region. This territory covers California, Arizona, New Mexico, and Hawaii. Candidates located within Phoenix, Tucson, Los Angeles, or San Diego are preferred.

• Develop and execute selling techniques that effectively promote Macmillan Learning Custom Solutions by delivering sales presentations, campus visits, attending conferences and executing high‑impact events.
• Network with decision makers at key accounts, including Instructors, Lab Coordinators, Chairs, Deans, Procurement, Instructional Designers, Directors of Academic Programs and Digital Technology Executives.
• Bring advanced knowledge and strategic insight to help win complex, high‑value adoptions.
• Create appropriate sales materials as needed, including follow‑up messages, proposals, mock‑ups, and samples.
• Work collaboratively with internal partners and coordinate resources for sales and support activities.
• Coordinate handoff of newly signed customers to Project Editors.
• Facilitate completion of RFIs and RFPs.
• Meet annual sales goals.

• Update and maintain sales data and activity in CRM system.
• Create, analyze and customize profitable pricing solutions for custom products.
• Maintain and refine sales forecasting to provide real‑time visibility into sales performance and projected KPIs.

• Maintain and develop competitive knowledge and market awareness.
• Identify market opportunities and risks by conducting deep‑dive strategic analysis on CRM data and customer behavior.
• Contribute to product development across the Macmillan Learning Custom Solutions group.

• Bachelor’s Degree.
• Minimum 3 years of Higher Education Publishing experience.
• Ability to work well both independently and collaboratively with sales management, sales representatives, editors and marketing managers.
• Proven track record of initiating and championing strategic shifts in sales planning or customer outreach models, resulting in measurable improvements in performance or customer experience.
• Demonstrated ability to take strategic risks and drive innovative sales approaches.
• Experience strategizing on complex sales opportunities.
• Passion for emerging educational technologies and digital learning tools.
• Comfortable adapting to market changes; maintaining focus on long‑term strategic outcomes.
• Presentation Skills.
• Technical Proficiency.

• Higher education custom publishing experience.
• Demonstrated success launching or scaling new custom publishing projects, digital‑first offerings, or hybrid solutions in competitive institutional environments.
• Demonstrated experience leveraging generative AI tools to draft customized proposals, RFP responses, pricing rationales, and follow‑up communications more efficiently and strategically.
• Strong working knowledge of digital courseware platforms, LMS integrations, inclusive access models, and AI‑enhanced learning tools.

Exempt