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Top Hat is seeking a Sales Representative to drive growth in the Tampa Bay territory, selling its digital textbook platform and SaaS solutions to colleges and universities. You will be assigned a defined territory and tasked with building relationships with professors and department leaders, demonstrating the value of Top Hat's products, and converting them into clients. The role combines inside and outside sales techniques to position Top Hat's value proposition and close deals.
You will spend 40–50% of your time on campus annually, increasing to up to 75% during peak sales seasons (mid-January through May and mid-August through mid-December). This requires frequent travel within your territory to prospect and engage professors in person. You will work closely with Customer Success Managers and internal product and marketing teams to ensure strong customer outcomes and revenue growth.
Key responsibilities include identifying and closing new business opportunities, representing the full suite of Top Hat and partner products, positioning solutions effectively to academic buyers, managing the complete sales cycle (prospecting, discovery, demos, negotiation, closing), and maintaining a metrics-driven approach to performance.
Top Hat is a Canadian edtech company (Toronto HQ) focused on transforming higher education through technology and student engagement. The company emphasizes a mission-driven culture, professional development, flexible work practices, and competitive benefits.
REQUIREMENTS:
- 2+ years of sales experience required; experience selling to professors on campus highly preferred
- Full sales cycle competency: cold calling, discovery, demos, solution presentation, negotiation, closing
- Ability to identify, drive, and close large/complex deals
- Strong prospecting and pipeline management skills
- Metrics-driven mindset with resilience to objections and feedback
- Valid Driver's License (required for territory travel)
- Local to Tampa Bay area (in-person role with significant campus travel)
