Senior Account Executive
Position Overview
We are currently looking for top-tier sales talent to join our growing sales team. Reporting to the Sales Leader, Account Executives are a critical part of the company and are primarily responsible for the growth of ARR within new customer acquisition and customer expansion.
Responsibilities
Building Pipeline and Making Quota: Achieve or exceed revenue targets each quarter towards an annual $500-600K quota, as well as build a solid pipeline that can realistically meet and exceed both short and long term goals
Full Sales Cycle Management: Own and manage the entire net new sales cycle from prospecting and lead generation to security evaluation, to contracting, to closing deals, ensuring consistent engagement, persistent forward motions, and follow-through
Inbound Lead Qualification: Respond promptly to inbound leads, qualify prospects in or out, and conduct discovery calls to understand customer needs and pain points
Solution Selling: Present and demonstrate the company's products/services, tailoring solutions to meet the specific requirements of prospects in targeted verticals, leveraging MEDDIC, MEDDPICC, SPICED, Sandler or other sales methodology
Relationship Building and Management: Establish and nurture long-term relationships with key decision-makers, maintaining a strong network within assigned verticals to ensure repeat business and referrals
Pipeline Management and Forecasting: Maintain an accurate and up-to-date sales pipeline in Salesforce CRM, providing forecasts and ensuring timely follow-up to close deals within target timeframes
Collaboration with Cross-functional Teams: Collaborate with marketing, finance, product, and customer success teams to align strategies, create targeted campaigns, and ensure customer satisfaction post-sale
Effective Presentation Skills: Deliver compelling, tailored presentations and conduct tailored demonstrations to prospective clients, clearly articulating product value and aligning solutions to their specific business needs in a way that drives engagement and fosters trust
Requirements
5+ years of experience in a B2B software sales position selling CPaaS, SMS, communication tools or MarTech with an annual quota of $500K-600K or more
Proven track record of meeting or exceeding quota, selling mid-market and enterprise deals with an ACV ranging between $25K-$50K ARR to Marketing, Sales and Customer Success teams
Proven experience selling to HigherEd, Sports & Entertainment, SaaS, Financial Services, Healthcare, Construction, Marketing Agencies, or other specific verticals
Proven experience selling to buying teams by identifying and working all stakeholders across the business
Proficiency in and successful use of a proven sales methodology such as MEDDIC, MEDDPICC, SPICED, Sandler, Challenger, Solution Selling, Value Selling, etc
Strong operating experience with CRMs (Salesforce), workflow/sequencing tools (Outreach, Salesloft, Apollo, etc.), revenue intelligence tools (Gong, Clari, Ebsta, etc), social selling tools (LinkedIn Premium, Sales Navigator) and CPQ tools (PandaDoc, Docusign), and Microsoft Teams