Fast Facts

Top Hat is looking for an Enterprise Account Director to build and manage enterprise partnerships with top universities, driving retention and revenue growth in the higher education sector.

Responsibilities: Develop and execute territory strategy, manage customer lifecycle, drive enterprise growth, act as lead stakeholder in RFP processes, ensure product implementation, and negotiate contracts.

Skills: 3+ years of enterprise sales/customer success experience, strong negotiation and problem-solving skills, data-driven with Excel expertise, and experience with C-level stakeholders.

Qualifications: Bachelor’s degree or equivalent required; experience in EdTech (SaaS) preferred.

Location: United States

Compensation: Not provided by employer. Typical compensation ranges for this position are between $120,000 - $180,000.

Are you customer-obsessed and eager to transform higher education? Do you thrive on building enterprise partnerships and driving long-term success?

Top Hat is seeking a results-driven Enterprise Account Director to lead relationships with top universities, expanding partnerships and ensuring long-term value. You'll shape our enterprise strategy, enhance retention, and drive revenue growth. You will be the face of Top Hat for our largest existing enterprise accounts, as well as our most important enterprise prospects. Your work will enhance Top Hat’s brand throughout both our partner institutions, while driving retention and professional services engagements with our Enterprise customers. You'll be responsible for developing and implementing our enterprise acquisition strategy and retention strategy to achieve defined mutual success with university leadership at the most prominent educational institutions in North America. 

You will:

• Develop and execute a territory strategy to build a strong pipeline and secure new university partnerships.
• Manage the entire customer lifecycle—from prospecting, managing the sales cycle, to renewal.
• Leverage relationships to drive enterprise growth across university systems.
• Identify key institutional challenges and align our solutions with university initiatives.
• Act as lead revenue stakeholder in RFP processes.
• Ensure smooth product implementation and ongoing engagement.
• Drive contract renewals, upsells, and long-term retention.
• Lead quarterly business reviews, track key KPIs, and communicate progress towards success to university leadership.
• Negotiate contracts and mitigate business risks.

You have:

• 3+ years of enterprise sales/customer success experience in EdTech (SaaS preferred).
• Proven track record of exceeding quotas and managing complex contracts.
• Experience working with C-level stakeholders (Deans, Provosts, CIOs, VPs).
• Strong negotiation, public speaking, and problem-solving skills.
• Data-driven with strong Excel and project management skills.
• Independent, coachable, and excited to travel up to 50%.
• Bachelor’s degree or equivalent required.

Why team members love working at Top Hat:

• A noble mission that creates meaningful, fulfilling work
• A team that cares deeply for customers and for each other
• Flexible, remote first work environment
• Professional learning and development for all role levels
• An awesome and welcoming Toronto HQ
• Competitive health benefits that start on day one
• A management team focused on performance, growth, engagement and connection
• Our winning strategy and market potential
• Innovative PTO policy with lots of time and space for self-care
• Passionate customers that believe in us—and what we do
• A chance to work with new tech like generative AI—and see the customer impact