Senior Enterprise Account Executive

About the role

Rapid Ratings is seeking a proven Senior Account Executive to join our Sales team and expand our GTM presence in North America. The role involves closing qualified opportunities, progressing pipeline, and building new pipeline to replace opportunities won or lost.

Responsibilities

• Close qualified opportunities with high rates of conversion to achieve quarterly and annual quota targets
• Progress pipeline to align business cases with buying cycles, with the sales EQ necessary to both rigorously qualify and disqualify opportunities
• Build new pipeline to replace opportunities won or lost
• Engage potential customers across all channels with a proactive, entrepreneurial mindset
• Identify leads with potential business problems that can be solved through Rapid Ratings' capabilities and value-driven sales process
• Sell through the first deal to ensure value delivery after getting the first contract in the door, and drive towards significant Enterprise Growth after adoption is complete

Requirements

• Specialized knowledge and skills in Supply Chain Management, Supply Chain Risk Management (SCRM), Third Party Risk Management (TPRM)
• BA/BS degree (or equivalent; MBA or advanced degree preferred)
• A verifiable track record of sales quota attainment (Experience and success in Solution Selling or like methodologies in complex environments of 6+ months sales-cycle durations and ARR in excess of $500,000)
• Outstanding analytical, organizational, communication, presentation, and negotiation skills
• High comfort level and presence of senior-level executives and decision-makers

Qualifications

• Bachelor's degree or higher in Business Administration with a focus on finance, engineering, sales management, or logistics preferred
• Domain expertise of SaaS-based solutions is a plus but not a requirement
• Highly competitive and coachable
• Ability to work within a team environment
• Ability to independently identify, investigate, and develop solutions to problems (business, operational, and ideally technical)
• Ability to manage multiple projects/initiatives to meet predetermined deadlines, setting direction for and ensuring the success of all prospect engagements
• Demonstrated proficiency in software productivity tools (CRM, word processing, spreadsheet, presentation, and database software) to meet the goals of the position
• Ability to function independently, with minimal supervision, setting direction, communicating effectively with internal and client stakeholders, and enlisting help as needed
• Ability to prioritize and delegate work as needed
• Ability to establish friendly, professional, and cooperative relations with internal and external contacts
• Organizational and Territory Management Skills (strategic thinking, goal-setting, business metrics-driven, time management, etc.)

Skills

• Challenger mindset and approach to sales
• Experience in Enterprise SaaS, Software Sales, or Technology with an understanding MEDDPICC principles, and/or Solution Selling Methodology
• Experience in credit, financial risk, or third-party risk more broadly
• Proven selling success of meeting or exceeding quotas and goals
• Strong desire to learn and earn in a fast-paced environment
• Professional presence as well as outstanding interpersonal, verbal, and written communication and negotiating skills
• Demonstrable understanding of B2B sales processes
• Experience with Salesforce, Outreach, Gong, ZoomInfo, and LinkedIn Sales Navigator

Benefits

• Highly Competitive Salary
• Aggressive Commission Plan
• Paid Vacation Days
• Sick Leave
• Medical/ Dental/ Vision Plans
• Career Development Support

Pay

$150,000-$180,000 base

Schedule

3 days a week in the office for anyone within a 90-minute commute of our NYC or Quincy, MA office.