Enterprise Account Executive
4 weeks ago
The impact you will have:
Engage with developers, decision-makers, and procurement in diverse industries and company sizes. Seize this opportunity to directly influence the direction and processes of our Sales Team and organization as we grow. This is your chance to drive sales success and impact our upward trajectory
Daily, you will:
- Generate new leads and opportunities within an assigned account set, representing our largest and most strategic existing customer base at this company via upselling and cross-selling.
- Ensure that minimum requirements are established, managed and maintained with customers, such as quarterly business reviews.
- Develop relationships with champions within existing customer accounts.
- Size and quote customer software license needs.
- Negotiate and close upgrades to existing implementations.
- Interact with customers over phone, email, video conference, and on-site meetings when necessary.
- Support marketing efforts with account-based customer-focused marketing campaigns.
- Pro-actively engage in building, growing and sharing sales team best practices.
- Accurately capture and report all aspects of account and opportunity information within the SFDC platform.
- Utilize Salesforce.com to set daily activity and accurately forecast opportunity pipeline.
The technical skills you will demonstrate:
- Proven successful 5+ years of experience in a B2B sales role, ideally in a SaaS or subscription model. Focus on building and managing customer relationships. Experience selling a technical product to a technical buyer.
- Proven expertise in account planning and prospecting, using various channels and tools for prospecting, such as Zoominfo, LinkedIn, calling and networking.
- Expertise in navigating and growing a pipeline in existing customer accounts and taking a deal from Lead Qualification to Closed Won.
- Familiarity in supporting and selling to large enterprise customers and managing and negotiating larger (> 100k USD) enterprise deals.
- Ability to drive the sales process effectively through phone calls, emails, and virtual and on-site meetings.
- Proficiency in communicating with executive-level contacts and delivering value messages based on the persona you are engaging with (bottom/up and top/down approach)
The skills you will demonstrate:
- Solid communication and listening skills: handling objections and taking feedback and coaching.
- Team player interested in seeing the company goals achieved alongside the team and individual goals.
- Self-driven and proactive attitude
A Plus if you have...
- Experience in a B2B sales role in a SaaS or subscription model.
- Experience in Software Development Tooling sales or experience selling into the Development side of IT.
- Experience with selling and closing deals internationally.
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