---
title: 'Inside Sales Representative (Account Executive) - Western US at Top Hat'
canonical: 'https://feeny.ai/job/inside-sales-representative-account-executive-western-us-top-hat-united-states-k1acqwfqd9jr'
type: 'job'
last_seen: '2026-09-06'
---

# Inside Sales Representative (Account Executive) - Western US at Top Hat

- **Company:** Top Hat
- **Location:** United States
- **Employment:** full-time
- **Work type:** remote
- **Posted:** 2026-09-05
- **Last confirmed live:** 2026-09-06
- **Apply:** https://jobs.ashbyhq.com/top-hat/d2eb02d6-d4b9-4cc8-b542-5d9247628ce8

## Job description

Imagine someone gave you these three things: the opportunity to change the future of education, the autonomy to manage and grow your own territory, and all the necessary tools to be successful. If a job that combines all three of those things interests you, you may be a fit for our Inside Sales Representative role here at Top Hat!

As an Inside Sales Rep, you will be assigned a list of colleges and universities where you’ll have the autonomy to develop professional relationships with professors, demonstrate the value of our platform and products, and convert them into clients. You will add value by working with professors to enhance their teaching methods and help bring the educational experience into the future. To achieve this, you will demonstrate how our products facilitate both students' and professors' engagement in the classroom experience, enabling improved learning outcomes. In essence, you will be making education better for students: one professor, one classroom, and one school at a time.

Due to the territory, we have a preference for candidates located in the Western US, especially in Texas, Arizona and Southern California.

What You’ll do:

- Own an expansive list of accounts within a defined region.
- Find, create, facilitate, and close new business opportunities in your assigned accounts.
- Represent and sell the full suite of Top Hat and approved partner products and services, including Top Hat’s digital textbook content and SaaS platform.
- Effectively position and message Top Hat’s value proposition to professors or department leaders, using a mixture of sales techniques.
- You will work closely with Customer Success Managers and internal product and marketing partners to ensure a great customer experience for professors and to maximize revenue growth.

Who You Are:

- You are highly motivated, achievement-oriented and excited to join a team that is driving change in higher education!
- You have 1 year of experience in a sales role. Previous experience selling to professors is highly preferred.
- You have the sales skills, including the ability to identify, drive, and close large/complex deals, prospect effectively, and run the full sales cycle (including cold calling, demos, discovery, solution presentation, negotiation and closing).
- You are ambitious and have the drive to succeed.
- You have experience working in a metrics-driven environment and remain positive when facing common objections.
- You have a strong ability to interpret and apply feedback/coaching quickly.

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

## About Top Hat

## Company Overview
- **One-liner**: Top Hat provides an all-in-one active learning platform for higher education that combines interactive teaching tools, an AI-powered study assistant, and affordable digital course materials.
- **Entity Type**: Private (Late-stage venture-backed)
- **Headquarters**: Toronto, Ontario, Canada
- **Founded**: 2009
- **Founders**: Mike Silagadze (co-founder, former CEO)

## Core Business
- Primary industry/industries: Education Technology (EdTech), specifically higher education software and digital publishing.
- Target customers: B2B – Colleges and universities in North America, with end users being professors (educators) and students.
- Mission or purpose statement: "Make learning personal for every student." The company is also driven by a vision to "spark better teaching and learning for a brighter world" and is committed to making higher education more engaging, affordable, and equitable.

## Products & Services
- **[Top Hat Platform]**: A comprehensive, interactive SaaS platform for course delivery. It includes tools for real-time polling, quizzes, discussions, and attendance tracking, designed to replace traditional lecture tools like clickers. It works in online, in-person, and hybrid modalities.
- **[AI-Powered Study Tools]**: An AI-powered assistant that provides 24/7 personalized study support to students, helping to identify learning gaps and improve comprehension.
- **[Top Hat Digital Textbooks & Content]**: A growing catalog of high-quality, interactive digital learning experiences and custom content delivery. This helps address the issue of textbook affordability and allows professors to customize materials.
- **[Assessments & Grading]**: Built-in tools for creating and administering secure tests and assessments, with data-driven insights to track student success.

## Market Standing
- **Valuation/Market Cap**: Not publicly disclosed. The company was valued at approximately $300 million following a Series D round in 2021, though the current valuation is unconfirmed.
- **Key Metric**: Total Funding – Over $100 million (including a $55 million Series D led by Bain Capital Tech Opportunities in 2021).
- **Notable Investors/Partners**: Bain Capital Tech Opportunities, Union Square Ventures, Version One Ventures, and other prominent venture capital firms.
- **Growth Signals**: Over 3 million students and 20,000 educators at 750 of the top 1,000 colleges and universities in North America use Top Hat. The company is rapidly integrating generative AI into its platform to enhance the learning experience.

## Competitive Advantages
- **Deep Integration in Higher Ed**: Top Hat is embedded into the curriculum of hundreds of major universities, creating a high switching cost for institutions.
- **All-in-One Platform**: Unlike point solutions (e.g., separate polling apps, textbook publishers, or LMS tools), Top Hat offers a unified ecosystem that replaces multiple legacy tools.
- **Data-Driven Insights**: The platform captures real-time engagement data, giving educators actionable insights into student comprehension that traditional tools cannot provide.
- **Strong Brand and Customer Loyalty**: 91% of instructors say Top Hat drives great student outcomes, and 81% of students believe it is worth the price, indicating high satisfaction.

## Strategic Focus
- **AI-First Innovation**: The company is heavily investing in generative AI to personalize learning, automate administrative tasks for professors, and provide 24/7 student support.
- **Content Expansion**: Growing its catalog of affordable, interactive digital textbooks to replace expensive traditional textbooks.
- **Operational Excellence**: Under new COO Larry Indovina, the company is focused on driving operational excellence and a high-performance culture to support its next growth phase.
- **Scale and Market Penetration**: Continuing to expand its footprint across North American higher education institutions.

## Why Work Here
- **Meaningful Mission**: Employees are driven by the transformative power of higher education and the role Top Hat plays in making it more accessible and equitable.
- **Culture and Values**: The company emphasizes "Five Cs": Curiosity, Community, Customer Obsession, and Commitment. It fosters an environment of empathy, innovation, and accountability.
- **Remote & Hybrid Work**: Top Hat offers flexible work arrangements, including remote roles and a hybrid workspace from its Toronto HQ. Many roles are open to candidates across Canada and the United States.
- **Professional Growth**: The company invests in professional learning and development for all role levels and offers the chance to work with cutting-edge technology like generative AI.
- **Inclusive Environment**: Top Hat is committed to diversity and inclusion, with partnerships like the Black Professionals in Technology Network (BPTN) and improved hiring processes to broaden the talent funnel.
- **Competitive Benefits**: Benefits include competitive health coverage starting on day one, an innovative PTO policy, and an open, welcoming office environment in Toronto.

## Sources
1. [Top Hat Careers Page](https://tophat.com/company/work-with-us/)
2. [Top Hat Official Website](https://tophat.com/)
3. [Built In: Top Hat Company Profile](https://builtin.com/company/top-hat)
4. [Top Hat Leadership Team](https://tophat.com/company/meet-the-team/)
5. [Top Hat Job Board](https://jobs.ashbyhq.com/top-hat)

## Other roles at Top Hat

- [Inside Sales Representative (Account Executive) - Central US](https://feeny.ai/job/inside-sales-representative-account-executive-central-us-top-hat-united-states-svbnmfkd6vqh) — United States
- [Software Engineer - Data Insights](https://feeny.ai/job/software-engineer-data-insights-top-hat-canada-1x3j6zp68463) — Canada
- [Sales Representative (Account Executive) - Austin / San Antonio](https://feeny.ai/job/sales-representative-account-executive-austin-san-antonio-top-hat-texas-56c2jn9ejf1q) — Texas
- [Event Marketing Specialist](https://feeny.ai/job/event-marketing-specialist-top-hat-toronto-bgc1psfz6njg) — Toronto, Canada
- [Junior Analytics Engineer](https://feeny.ai/job/junior-analytics-engineer-top-hat-canada-v48d82cddn5k) — Canada
- [Manager, Software Engineering](https://feeny.ai/job/manager-software-engineering-top-hat-canada-06g4sr54mked) — Canada
- [Senior Backend Software Engineer](https://feeny.ai/job/senior-backend-software-engineer-top-hat-canada-90gj9rbfx7ft) — Canada