Senior Enterprise Account Executive - DIB and Department of War (DoW)

About the role

Rapid Ratings is seeking a proven Senior Account Executive (AE) to join our dynamic Sales team. This role reports directly to the VP of Sales and plays a crucial role in expanding our GTM presence in North America.

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.

Requirements

• Subject matter expertise in Supply Chain Management, Supply Chain Risk Management (SCRM), Third Party Risk Management (TPRM).
• BA/BS degree (or equivalent; MBA or advanced degree preferred).
• Averagely 5 years’ relevant work experience.
• Outstanding analytical, organizational, communication, presentation and negotiation skills.
• High comfort level and presence senior level executives and decision makers in the military & intelligence community.

Qualifications

• Specialized knowledge and skills in GRC solutions is a plus.
• 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).
• Domain expertise of SaaS-based solutions is a plus but not a requirement.
• High IQ/EQ to determine “fit” with potential buyers to ensure sales efficiency.
• Experience in Enterprise SaaS, Software Sales or Technology with an understanding MEDDPIC principles, and/or Solution Selling Methodology.
• Challenger mindset and approach to sales.
• Demonstrated proficiency in software productivity tools (CRM, word processing, spreadsheet, presentation and database software).
• 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

• Outstanding analytical, organizational, communication, presentation and negotiation skills.
• High comfort level and presence senior level executives and decision makers in the military & intelligence community.
• 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.
• Strong desire to learn and earn in a fast-paced environment.
• Professional presence as well as outstanding interpersonal, verbal, written communication and negotiating skills.
• Demonstrable understanding of B2B sales process.
• Experience with Salesforce, Outreach, Gong, ZoomInfo, LinkedIn Sales Navigator.
• Willingness to travel 50% of the time.

Benefits

Compensation and 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

Flexible working hours

Company Culture

RapidRatings fosters an inclusive environment where employees feel valued and supported. We are committed to diversity and equal opportunity, and we encourage applications from candidates of all backgrounds. For more information about RapidRatings, visit our website: https://www.rapidratings.com. To learn more about our commitment to equal employment opportunity, please refer to our EEO statement.