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Mid-Market Account Executive

4 months ago

New York, United States Opus Full time
Job DescriptionJob DescriptionAbout us

Opus is the leading mobile-first training platform for restaurant & hospitality staff. We are a team of service industry veterans + tech professionals on a mission to create a world where every frontline worker has a good job.

About the role

Inside sales

This is an inside-sales role, meaning 95% of your sales efforts will be conducted using our best-in-class tech stack to execute the sales process (Salesforce, Outreach, Gong, ZoomInfo, Sales Navigator). You may also have the opportunity to sell directly to customers at conferences and tradeshows.

Full Cycle

The Mid-Market sales team does not yet have any SDRs —though we plan to hire some later in 2024— so you’ll be expected to own the full sales cycle (including and especially top-of-funnel).

Outbound-Inbound Mix

Our Marketing team does drive considerable inbound lead volume, but you will be expected to generate roughly 50% of your pipeline through cold-outbound efforts (using prospecting & outreach tools like ZoomInfo, Sales Navigator, and Outreach).

Mid-Market

You’ll be selling to the the mid-market of the restaurant industry: quick-service brands (think JustSalad, Salt & Straw, Luke’s Lobster) and hospitality groups with 10-100 locations. There are promotion paths to move into the higher segments.

Account Based Selling

You should be confident owning +200 accounts and having 20-25 active opportunities at any given time. You should have experience conducting an account-based-selling approach to strategically target and engage your assigned accounts. You should also be competent at efficient pipeline management and multi-threaded communications with your active opportunities.

Consultative Selling

You’ll be expected to be proficient at solution selling and positioning yourself as a trusted advisor throughout the sales process. At Opus we solve problems and sell solutions -no demo feature dumping- so you’ll need to recognize the economic drivers of your prospects and creatively tailor Opus’ solution to their unique pain-points & buying constraints.

Quotas

You are responsible for achieving a quarterly sales quota roughly 1x your OTE. You should have the experience necessary to reverse engineer the inputs/activities needed to cultivate an opportunity pipeline that will set you up to consistently forecast & achieve your goal.

Connect Dots

Opus is a premium training platform with a robust and technical offering. You’ll be expected to stay current on the product’s latest features, releases, use-cases, and industry trends. You’re comfortable being an expert in applicable subject matter and speaking as an authority on how prospects can weigh the many choices they have when considering a training solution.

Data Driven

We run a finely tuned & efficient sales process. The key to maintaining our sales effectiveness is being highly data-driven in our decision making. So as a member of the sales team, you’ll be expected to honor data-input & data-hygiene — it’s just as much a part of your job responsibility as hitting quota.

Benefits & Compensation

Compensation

  • $120k-$160k OTE (based on experience level)
  • 55% salary; 45% commission

Competitive Benefits

  • Full health insurance (medical+dental+vision) - 100% paid for by Opus
  • Stock option grant
  • Phone, FSA, ClassPass, commuter benefits
  • Twenty-five (20) days of PTO; Fourteen (14) weeks of parental leave
  • Company issued computer