Account Executive, Field Sales - California

About the role

Xello is looking for a highly driven sales professional with integrity, a great work ethic, and excellent interpersonal skills. You will leverage consultative and strategic sales techniques to consistently convert prospects into sales, taking a thoughtful and thorough approach to the discovery process. The successful candidate for this role will be based remotely in California, USA.

What you'll do

• Drive new business sales from school districts across California
• Consistently prospect into territory to develop self-generated pipeline
• Collaborate with BDRs to support pipeline development goals
• Conduct discovery calls, sales presentations and run through the full sales cycle with prospects
• Manage and report on pipeline, status of the business, and forecast revenue
• Meet or exceed monthly, quarterly, and annual sales quota, and be accountable for results
• Use Salesforce to manage and report on pipeline and forecasting, ensuring all opportunities are kept up to date
• Build and maintain a strong in-state presence across California through client visits, in-person meetings, product demos, relationship-building, and participation in key local events, conferences, and district meetings
• Take an active role in weekly, monthly, and annual sales meetings and company functions as appropriate
• Protect the confidential and private information that you may come in to contact with in the course of your work and uphold the ethics and integrity of Xello's code of conduct

Requirements

• 3+ years of B2B full-cycle (end-to-end) sales experience as an inside sales rep, territory rep, or in a business development role
• Experience developing a sales plan and building and managing a sales pipeline to convert prospects into sales
• Willing and able to travel up to 30% within California
• An engaging and genuine manner of communicating
• A knack for connecting with prospects over the phone (warm leads and cold-calling)
• Familiarity with web-based presentation tools such as Zoom and CRM tools
• A university degree and training in sales techniques for consultative selling
• Experience working in SaaS or the technology industry

Pay

The compensation for this role offers an OTE ranging from $115,000 - $150,000 USD, with a 70/30 split between base salary and incentive. The final offer will be determined based on the candidate's experience and expertise, as assessed during the interview process.

Benefits

For US based staff, Xello offers:

• Remote work environment
• 4 weeks of vacation
• 80% employer-paid health benefits
• 4-month top-up for parental leave
• 401(k) with 3% matching

About Xello

Xello (CASCAID in the UK) is the leading developer of future readiness programs in North America and the UK. Our mission is to help anyone, anywhere in the world to create a successful future through self-knowledge, exploration, and planning. We are a diverse group of individuals who work hard, laugh often and share in each other's lives. We embrace agile practices, an innovative mindset, and keeping our users at the heart of what we do. We are committed to continuous learning and growth through internal/external training and mentoring, which includes a PD budget for every employee.