Senior Account Executive, Commercial

Responsibilities

• Proactive Prospecting: Leverage tools like Salesloft, 6sense, and LinkedIn Sales Navigator to research, identify, and engage new prospects in accounts.
• Build and Maintain a Robust Pipeline: Focus on continuously filling the top of the funnel with high-quality leads and progressing opportunities through the pipeline.
• Maintain and grow existing customer relationships.
• Drive high levels of outreach activity (calls, emails, and social selling) to ensure consistent engagement with prospects.
• Account Mapping: Identify key decision-makers and influencers within target accounts, building a comprehensive understanding of account structures and priorities.
• Partner with BDRs: Collaborate closely with Business Development Representatives to design effective outreach campaigns and maximize opportunity generation.
• Leverage Data and Insights: Use tools like 6sense to identify buying signals and prioritize outreach to accounts showing intent or engagement with marketing campaigns.
• Conduct Targeted Campaigns: Work with marketing teams to run account-based campaigns tailored to verticals like Financial Services, Retail, and Technology.
• Measure and Optimize Activity: Monitor outreach metrics and pipeline health using Salesforce, Clari, and other tools, making data-driven adjustments to strategies.
• Strategic Account Planning: Develop account penetration strategies for key accounts, identifying the highest-potential opportunities to focus effort.
• Build Market Presence: Act as a brand ambassador, engaging in networking events, webinars, and industry forums to raise awareness and build connections.
• Collaborate Cross-Functionally: Work with solution consultants and marketing to create tailored messaging and align resources for top-priority accounts.
• Maintain CRM Discipline: Ensure accurate and timely updates in Salesforce, including logging activities, tracking progress, and maintaining detailed records for all opportunities with new prospects as well as existing customers.

Qualifications

• Proven Pipeline Generation: 8+ years of experience in B2B SaaS or technology sales with a demonstrated ability to generate and manage a healthy pipeline of new business opportunities.
• Data-Driven Approach: Experience using tools like 6sense, Salesloft, Clari, and Salesforce to inform and optimize prospecting efforts.
• Industry Knowledge: Familiarity with key verticals such as Financial Services, Retail, and Technology is a plus.
• Excellent Communication Skills: Strong verbal and written skills, with the ability to craft compelling outreach messages and build relationships with C-level and senior decision-makers.
• Collaboration and Teamwork: Comfortable working with cross-functional teams, including BDRs, marketing, and solutions consultants, to achieve shared goals.
• Adaptability and Resilience: Thrives in a fast-paced, evolving sales environment and adjusts strategies based on feedback and results.

Preferred Qualifications

• Familiarity with MEDDPICC and related sales methodologies.
• Experience working with cloud-based or customer experience (CX) solutions.
• Background in targeting and successfully penetrating accounts.