Sr. Account Executive

4 weeks ago

Remote, Oregon, United States Protecht Full time

Protecht is reinventing refunds, aiming to make every experience refundable. Our core strength lies in our proprietary Software-as-a-Service embedded refund protection platform, which delivers massive distribution and a best-in-class digital purchase experience to insurance carriers, event, booking and ticketing platforms, and consumers.

Role Overview:

Protecht seeks an experienced Account Executive. In this role, your primary focus will be identifying and developing strategic relationships with potential Affiliates and Clients that deliver revenue to Protecht. You will work with the GTM, Product, Onboarding, and Leadership teams to build a strong, predictable pipeline of new Affiliates / Clients.

You will drive the closing process of sales opportunities using the GTM Playbook as your guide and deliver growth opportunities into the pipeline using a consultative methodology while interacting with prospects. You are an experienced sales professional looking to thrive in a SaaS sales environment as part of a hungry, data-driven team.

The ideal candidate is fiercely determined, fanatical about our mission, is a good human, and has a winning mentality.

Responsibilities:

  • Achieve new logo revenue targets from MId-Market and Enterprise accounts according to the Annual Operating Plan plan and on a consistent Quarterly and Annual basis
  • Generate and maintain a consistent, accurate, and balanced pipeline of opportunities in your assigned market/territory and guide prospects through the sales cycle to close (see detail section below)
  • Lead all aspects of the sales process within your assigned accounts
  • Interact with potential partners, industry groups, and other key external stakeholders, as well as understand and evaluate business opportunities,
  • Develop, scope, and execute business growth opportunities.
  • Attend industry events as directed by GTM Leadership
  • Achieve/exceed individual revenue goals/quota on a consistent Quarterly and Annual basis
  • Collaborate with internal teams (i.e., RevOps, Finance, Marketing, Product) to drive sales strategy, solution development, proposal delivery, and implementation.
  • Maintain product familiarity

Role Expectations:

GTM Processes

  • Ensure that the GTM Playbook is adhered to for each opportunity, and where there are issues or inaccuracies in the Playbook, this is reported to the GTM Leadership team so guidance can be given or the playbook can be updated
  • Update GTM system of record (Hubspot) daily with appropriate opportunity updates and no less than weekly (by Friday 12 noon PST) so that accurate data is in place for end-of-week reporting - this includes but is not limited to -
    • Sales stage movement in line with the GTM Playbook exit criteria
    • Accurate pricing and compliance with the discounting process
    • Opportunity next steps with accurate dates
    • Updated close dates
    • Competitive intel
    • Qualified Leads (xQLs) kept up to date, and checkback dates adhered to
    • Outbound activity maintenance (emails, phone calls, meetings, etc., with associated pipeline opportunities)
  • Prospecting / ABX -
    • maintain an up-to-date list of "top 20-30 prospect accounts" for your market/territory within the system of record (Hubspot) and a fully documented outreach plan with defined cadences and messaging.
    • Work with GTM Leadership (where appropriate) to assist with messaging and copy/content
    • Work documented outreach plan every week with a "best effort" minimum of 30-40 ABX-based activities each week that are recorded in Hubspot.
    • Ensure that your list of ABX accounts list is kept current
  • Maintain accurate weekly forecast, ensuring Call / High are up to date and all pipeline numbers are accurate at the time of reporting
  • Take first pass at any appropriate RFP's for your territory and work in conjunction with RevOps and Product to ensure a compelling RFP is delivered on time and to quality
  • Work with new Affiliates / Clients you have won for Protecht to ensure a steady flow of case studies and PR is provided to the marketing team per the contractual agreements made as part of the final sale

GTM Technology

Utilize GTM technology solutions as directed by GTM Leadership

Key Success Metrics of this role:

  • Revenue - meet/Exceed quota/goals
  • ABX Activity - build and execute campaigns to "high tier" accounts to drive interest in Protecht and, ultimately, pipeline
  • ABX - Opportunities created (and Revenue from "Closed Won" opps)
  • Pipeline movement/velocity - GTM Playbook process adherence
  • Advocacy - ensuring customers who commit to advocacy during sales cycle follow through and provide this valuable input to the Protecht GTM engine
  • Data Hygiene - systems of record kept up to date in line with role expectations (defined above)

Requirements:

  • University degree strongly preferred or equivalent job experience
  • At least 5 years experience as a top-performing Account Executive in SaaS / Software Sales
  • Experience building and managing a sales pipeline and driving complex, consultative, multi-stakeholder deals to closure
  • Ability to organize to a broad geographic market/territory, develop and execute a strategic plan with ICP focus, and identify and prioritize target accounts.
  • Familiar with digital experience economy desired but not essential
  • Adaptable to a fast-paced, changing environment.
  • Comfort with ambiguity.
  • High sense of urgency and personal accountability.
  • Dedication to what we're building at Protecht.
  • This is a remote position. Travel to Protecht HQ in Phoenix, AZ, and team meetings are required as necessary.
  • Travel required ~40% of the time.

What We Offer:

  • Fully Remote Working Environment
  • Competitive Salary and Equity Opportunities
  • Unlimited Paid Time-off
  • Medical, Dental, and Vision Benefits
  • Annual Bonus Program
  • 401k Matching
  • $100/month for Event Ticket Purchase
  • Company Sponsored Events

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