Senior Account Executive

Job Overview

Join iCIMS and be a part of a dynamic team dedicated to helping clients build an exceptional workforce Our Account Executive Team plays a vital role in supporting organizations as they seek to attract, engage, hire, and develop top talent. In this rewarding role, you will receive premier training and resources to create and execute value-driven sales strategies for your allocated territory. Armed with comprehensive knowledge of the iCIMS Talent Cloud, insights from customer success stories, and a pipeline of qualified leads, you will be well-equipped to meet and exceed sales targets. With expansion prospects leading to positions such as Sr. Principal AE, Strategic AE, and managerial roles, your career growth is a priority as we evolve globally.

This role involves engaging with accounts that have 5,000+ employees.

Please note that this is a remote position that may require up to 25% travel.

About Us

At iCIMS, we are passionate about enabling global companies to transform their operations and the world through innovative talent solutions. Our clients accomplish remarkable feats—from designing spacecraft to developing vaccines and delivering goods globally with a smile. As a leading Talent Cloud provider, we empower companies to attract, engage, hire, and advance the right talent. We are dedicated to building a diverse and winning workforce and fostering an inclusive and innovative work environment where everyone feels valued.

Responsibilities

• Utilize extensive training opportunities to deepen your expertise in the iCIMS Talent Cloud offerings, talent acquisition strategies, and value-based selling.
• Conduct thorough research on target accounts (5,000+ employees) to identify key decision-makers, comprehend business challenges, and design tailored value propositions.
• Develop robust sales pipelines (3X coverage) through proactive prospecting efforts, which may include client referrals, regional networking, webinars, and cold calling.
• Collaborate with sales development and presales teams to convert marketing-qualified leads into sales-qualified leads and establish effective sales plans.
• Utilize CRM tools to facilitate the sales process and maintain accurate pipeline reporting.
• Employ a consultative approach to identify prospects' business issues and create value-based proposals for the entire iCIMS solution suite.
• Oversee the complete sales lifecycle, including RFP/RFI processes and final contract negotiations, while coordinating with marketing, presales, sales management, accounting, services, information security, legal, and technical teams.
• Consistently achieve sales quotas for acquiring new logo accounts.

Qualifications

• 10+ years of experience in software sales.
• 7+ years of experience focusing on acquiring new enterprise accounts with complex deal structures.
• Demonstrated success in meeting B2B sales quotas involving substantial deal sizes, including those in global organizations.
• Proven ability to devise effective, value-driven sales strategies that ensure adequate pipeline coverage for quota attainment.
• A strong desire to assist potential customers in resolving their business challenges using advanced technology solutions.
• Skilled at engaging various buyer personas to build strong relationships and close new logo accounts through a value-oriented approach.
• Adept at communicating and influencing multiple organizational layers, including senior leadership and C-suite executives.
• Capable of working independently as well as collaboratively within a team environment.
• Proficient in Microsoft Office applications such as Word and Excel.
• Experienced with LinkedIn and social selling techniques.

Preferred

• Familiarity with Salesforce, Clari, SalesLoft, and Gong.
• Knowledge of 360-degree selling methodologies.
• Experience within the Human Capital Management (HCM), Software-as-a-Service (SaaS), or technology sectors.

EEO Statement

iCIMS is a welcoming environment where everyone belongs. We celebrate diversity and are dedicated to creating an inclusive atmosphere for all employees. Our mission fosters a winning team that embodies a variety of backgrounds, perspectives, and talents. No matter how diversity showcases itself, there is a place for you at iCIMS.

We are proud to be an equal opportunity and affirmative action employer, prohibiting discrimination and harassment of any kind based on race, color, religion, national origin, sex (including pregnancy), sexual orientation, gender identity, gender expression, age, veteran status, genetic information, disability, or other legally protected characteristics. If you require an accommodation due to a disability, please contact us at careers@icims.com.

Compensation and Benefits

Applications for this position are accepted on an ongoing basis until filled. Applications will be assessed as they are received, and qualified candidates may be contacted throughout the application period.

The anticipated base salary for this role ranges from $120,000 to $150,000 annually. Additional compensation may include quarterly commissions, as applicable. Final compensation will be determined based on factors such as relevant experience, skills, education, internal equity, and market data, aligning with our commitment to equitable compensation practices.

We provide a competitive benefits package that encompasses medical, dental, vision, 401(k), dependent care, short-term and long-term disability, life and AD&D insurance, bonding and parental leave, mindfulness resources, flexible vacation policy, sick days, paid holidays, quiet hours each workday, and tuition reimbursement. Benefits and eligibility may vary by location, role, and tenure.