Account Executive

The CompanySimply put, SpryPoint provides Smart Solutions for Smart Utilities.Founded in 2011, SpryPoint is a leading provider of cloud-based solutions for the utility sector. Our team of experts has extensive experience serving utilities across North America, and we are dedicated to helping our clients improve their operations and better serve their customers. Our solutions include advanced billing and customer relationship management tools, as well as powerful analytics and data management capabilities. We are proud to have been recognized by industry experts and our clients alike for the value and innovation we bring to the market. In February of 2023, SpryPoint received a strategic investment from Norwest, a leading venture and growth equity investment firm. With this investment, SpryPoint will build on its significant business momentum over the past three years, expanding its team and positioning the company to continue increasing market share of its mission-critical, cloud-native solutions for smart utilities.Position OverviewThe Account Executive (AE) plays an instrumental role within the Go-To-Market (GTM) department, focused on articulating the value proposition of the entire SpryPoint solution suite to prospect audiences, creating demand and effectively managing sales cycles in a defined geography informed by a SpryPoint developed Ideal Customer Profile. The AE will focus on acquiring new customers within a defined territory, in the utility and local government marketplace. The selected individual will be a reliably independent, self-starter who takes ownership and accountability over opportunity management in their territory, achieving sales targets in a timely manner supporting corporate SaaS booking objectives.The role involves managing extended sales cycles of up to 12-months, with a team of internal teammates as well as coordination with third-party channel partners to deliver a comprehensive value proposition to a prospective client. Collaboration and team communication are essential skills for this role and are required to ensure all parties are informed within a buying cycle for timely delivery of actions to achieve the client and corporate goals. ResponsibilitiesDevelop and execute a territory sales plan to achieve SaaS booking quota targets within the utility and local government sectors for SpryPoint offerings.Plan, coordinate and execute targeted prospecting activities and events to generate demand within a defined territory. Identify and engage potential clients in the utilities and local government domain to build a sales pipeline valued at 3x+ annual sales quota, maintaining communication and activity tracking within Salesforce.Consistently meet and or exceed sales quotas are prescribed by sales leadership. Conduct thorough prospect discovery efforts to confirm needs and validate alignment with SpryPoint capabilities. Conduct industry research to understand customer pain points and tailor proposed solutions to effectively address unique challenges. Coordinate in-depth software demonstrations to prospective clients, utilizing pre-sales resources and as appropriate, channel partners.Deliver compelling introductory presentations to prospects and audiences, articulating SpryPoint differentiation points, in a format of what the value is to the recipient. Stay informed of industry trends, regulatory changes, and competitor offerings to maintain a role as a 'trusted advisor' to a prospect, ensuring a competitive edge in the market.Coordinate with Revenue Operations, ensuring proper forecast management through the use of Salesforce to manage opportunity sizing, tracking, actions and next steps through sales cycles.With the support of the Proposal team, ensure the quality and timeliness of RFP responses with an alignment of SpryPoint's offerings with prospect needs. Engage prospective clients throughout the entire sales life cycle from prospecting through close.Ensure all opportunity records in Salesforce are accurately maintained including contact information, planned actions, opportunity values, forecasting stages, and forecasted close dates on a daily basis.Represent the company at industry events, conferences, and networking opportunities to expand the company's reach and identify new business prospects. Maintain a good working relationship with all internal and external customers. Qualifications and Competencies5+ years of previous sales experience in vertical markets, preferable utilities and local government but other markets are acceptable.Knowledge of utility software focused on Customer Information Systems, Customer Self-Service, Mobile Field Service, Work Orders, Asset Management and CMMS.Understanding of other core utility software including ERP, SCADA, OMS, AMI, MDM, etc..An understanding of utility operations including - electric, water, wastewater, gas, broadband, and sanitation services. Demonstrated planning skills aimed at growing, maintaining and executing on a solid sales pipeline Outstanding communication, presentation, and negotiation skills, with the ability to effectively convey technical concepts to diverse audiences.Proven interpersonal skills and strong written and verbal communication skills.Demonstrated success meeting and exceeding sales targets and quotas.Strong analytic, organizational, and logic capabilities are a must. Polished writing and presentation skills. Ability to multi-task effectively and consistently meet assigned deadlines. Ability to work independently and as part of a cohesive team. Aptitude to learn new skills and technologies Our Hiring ProcessWe know that looking for a new role can be both exciting and time-consuming, and we truly appreciate your effort. Here's a peek into our hiring process for this position, so you know exactly what to expect:Stage 1: 30-minute Recruiter InterviewWe'll dive into your professional background and experience, share more about SpryPoint and the role, and answer any burning questions you might have.Stage 2: 45-minute Hiring Manager Interviewwith Ryan Cawley, VP SalesIn this interview, you'll have the opportunity to discuss your experience and insights with Ryan. He'll be eager to learn more about how your background aligns with the Account Executive role.Stage 3: Presentation Prep & InterviewIn this stage, you'll prepare a presentation outlining your approach to closing a long sales cycle with a major utility or public sector client, which you'll present to key team members, including Ryan and Michael (CRO), during the first 10 minutes. After your presentation, we'll discuss your background and experience, giving you a chance to showcase your collaborative skills and see how you align with our teamwork-driven culture.Stage 4: 30-minute Refresher with Ryan (optional)We know you might have some questions for Ryan or want to revisit a few topics from your previous conversation. This stage is optional, but Ryan is excited to help and answer any questions that have come up since you last spokeStage 5: References/OfferWe'll check your references to confirm all the great things we've learned about you. If all goes well, we'll be thrilled to extend an offer and welcome you to the teamWhy SpryPoint?Remote-first and autonomous working environment with flexible working hours Competitive compensation package Macbook + $500 towards your home office setup Health, dental, vision, and life insurance Generous PTO, ½ day Summer Fridays, and flexible sick days RRSP (Canada) and 401k (US) matching program Professional development courses, $2,500 annual tuition assistance, and a book bounty program Annual company events (SpryPalooza) and team offsitesSpryPoint is an equal-opportunity employer. We do not discriminate, and encourage applications from everyone regardless of race, religion, colour, national origin, ancestry, sex, sexual orientation, gender identity, age, physical or mental disability, medical condition, genetic characteristics, veteran or marital status, pregnancy, or any other classification protected by applicable local, state, or federal laws. If you need any accommodations or adjustments throughout the interview process and beyond, please let us know, and we will work with you to provide the necessary support and make reasonable accommodations to facilitate your participation.Please note that to maintain our SOC 2 compliance, we ask all candidates to complete background check and identity verification as a final step in our interview process.