Role Overview
The Account Executive’s (AE) primary responsibility is to proactively identify and cultivate new enterprise-level accounts. The AE excels in delivering compelling presentations that articulate our comprehensive solutions’ value using value-based selling methodology. The role involves demonstrating our ability to drive customer’s growth and profitability, via innovative offerings.
Major Responsibilities
·Identify, engage, and qualify sales opportunities, via existing/new outreach techniques and close enterprise accounts.
·Build territory from scratch. Grow existing territory.
·Work cross-functionally with sales, marketing, and product to develop go-to-market strategies and execution.
·Qualify leads generated by SDRs and ensure swift follow-up to progress them through the pipeline.
·Cooperate with Marketing to discover opportunities from leads and set meetings. Assist Marketing with testing, execution, and reporting on lead quality.
·Achieve sales targets, while following established pricing policies.
·Prioritize opportunities and leverage resources to close must-win deals.
·Understand customer requirements and create unique value proposition to generate referrals, cross sell, and upsell opportunities.
·Develop references and apply cases to similar scenarios to support the sales process.
·Proactively manage senior level customer relationships and participate in closing strategic opportunities when needed.
·Proactively provide account leadership and direction in the pre- and post-sales process, manage post-sale relationships, and minimize churn in assigned accounts.
To be successful in this role, you need
·Growth Mindset
·4+ years’ experience as a quota-carrying sales or prospecting experience, with SaaS products (HR industry preferred)
·Deep understanding of the SaaS sales process, cycle, and supporting methodologies in a business setting
· SAP Background. Possess an in-depth understanding of the SAP ecosystem, including sales processes and partnership dynamics, to effectively nurture relationships within the SAP community.
·3+ years’ experience at a growth-stage B2B SaaS company
·Superb English competency, both written and spoken
·Superb communication skills in German, French, Spanish, or other language (preferred)
·Ability to communicate with high-level executives and decision makers and ask intelligent questions
·Genuine customer empathy
·BA in Business or related field (MA, MBA preferred)
·A smart negotiator, strong team player, energetic, motivated and result driven. Friendly with strong orientation towards customer success
·Disciplined, organized and detail oriented, with a sharp business sense
·Experience that demonstrates technical proficiency, marketing knowledge and business acumen