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Senior Account Executive
2 months ago
As a Senior Account Executive, you are responsible for driving new sales from leads for enterprise, mid-market, and SMB opportunities in the Private, Public, and Government sectors. You will work closely with our prospects using your deep knowledge and understanding of their business objectives and challenges they are trying to solve. You will also work with current customers to demonstrate the value of other FinQuery products to sell additional solutions. You will also be responsible for maintaining business relationships post-sales to capture referrals. Senior account executives are fluent in all phases of the process from strategy creation to closing the opportunity and are able to bring their expertise to bear at each stage. Senior account executives are responsible for building and maintaining business relationships to meet or exceed established sales goals, quotas, or objectives by working directly with marketing, SDRs, channel, and customer success teams. You will use your ability to manage multiple sales processes at the same time through various stages in the sales process. You will also be self-sourcing a small percentage of all new opportunities.
Reports to Sales Manager
What you will be doing:
- Partner with potential clients to understand the challenges they are trying to solve and present how one, or multiple of, FinQuery's products can solve those problems
- Partner with Sales Engineers on FinQuery product demonstrations set by the Inbound Marketing, Business Development, and Channel teams as well as self-sourced opportunities for prospects
- Manage a robust sales pipeline and follow up with prospective customers to drive to the close
- Create pricing proposals, negotiate terms, and close new business opportunities
- Forecast weekly, monthly, and quarterly subscription and services revenue in weekly pipeline reviews with the sales manager
- Develop and execute a strategy specific to each account to win a prospect's business by understanding all the people and departments involved in the decision and purchasing process for review
- Document all calls, emails, and other relevant sales activity in Salesforce accurately and timely
- Accurately forecast, track, and report sales performance, including budgets, dates, and probability to close in Salesforce on a monthly and quarterly basis
- Effectively utilize resources to self source revenue equal to 20%of assigned quota
- Conduct all business in accordance with FinQuery policies and procedures
- All other duties as assigned.
What experience and skills we need you to have:
- 3-4 years' experience working in an Account Executive role with a successful track record of exceeding quota
- 3-4 years' experience selling software and/or financial services into small, mid-sized, and enterprise businesses
- Solid sales foundation built through sales training and practical experience
- Advanced in using Salesforce along with Google Business Suite and Microsoft Office
- Ability to close complex sales cycles
- Proficient knowledge of B2B Sales Concepts and best practices that are strategically applied
- Advanced knowledge of Accounting terminology and lease accounting guidelines, SaaS Spend Management terminology and common business goals for reducing SaaS spend, and contract management terminology and common business goals of centralizing contracts
- Demonstrated track record of achieving and exceeding sales targets
- Demonstrated ability to source opportunities through cold outreach and outreach to existing customers.
- Demonstrates a deep understanding of the value propositions that FinQuery offers
- Strong understanding of when to strategically use discounts
- Ability to handle objections and negotiations without supervisor assistance
- Utilizes advanced discovery skills to discover the needs and challenges of potential clients
- Ability to manage multiple sales processes at the same time through various stages in the sales process
Benefits:
- Flexible PTO (including 11 holidays and your birthday off)
- 401(k) plan with employer matching
- Great health benefits with multiple plan option
- Option to choose between in office, fully remote, or a hybrid work environment for all employees
- Sabbatical program (4 weeks after 5 years of service)
- Casual dress environment (when in office)
- Catered lunches every Tuesday and Thursday
- Company events each quarter
- Signing stipend for a work-from-home setup
- Free gym membership at our office
- Annual employee development program stipend of $2,000 for each employee
- Flexible parental leave with 10 weeks paid leave for ALL new parents
- Fertility/adoption assistance
- Annual tutoring stipend for your children
- Mentorship program available immediately
- Regular team outings
- Advancement opportunities based on results, not politics
- Culture that emphasizes inclusiveness driven by our REDI Committee
About Us
FinQuery is an innovative contract & spend intelligence company whose solutions are used by over 7,000 organizations worldwide. What sets us apart is that we're the only provider offering complete visibility into an organization's largest areas of spend – leases, software subscriptions, and other financial contracts – all in one platform.
Our platform provides our customers with unprecedented insight that drives informed decisions on their largest areas of spend and allows organizations to solve problems that matter for their business.
FinQuery is an equal opportunity employer to all persons, free from restrictions and prejudice based upon race, color, creed, religion, sex, domestic relationship status, parental status, family status, sexual orientation, national origin, gender identity, age, and disability status. FinQuery maintains a drug-free workplace.
