Account Executive
Prospects and closes mid-market deals for Orkes Cloud workflow platform, targeting existing open source Conductor users and developers. Builds pipeline through outreach, executes sales strategies, and exceeds revenue targets using rigorous methodologies like MEDDPICC.
About the job
Responsibilities
- Identify and qualify new business opportunities through prospecting, networking, and cold outreach
- Obsess on achieving daily & weekly against prospecting targets, across your assigned territory accounts, to build a favorable pipeline gap of 3:2:2
- Develop and execute strategic sales plans to target mid-market accounts
- Build and maintain strong relationships with developers, key decision-makers, and stakeholders
- Collaborate with cross-functional teams including marketing, product, and customer success to drive revenue growth and customer satisfaction
- Focus on forecasting accurately and maintaining favorable coverage across commit, best-case and most-likely for the current quarter
- Obsess over compressing sales cycles and obtaining early verbal commitments from customer
- Work with Orkes revenue leadership to move the deal from verbal to close within the forecast
- Track daily sales activities and maintain CRM hygiene by accurately capturing the details that are required by Orkes leadership in our CRM system
- Consistently follow MEDDPICC across your opportunities and develop close plans for the opportunities within the current quarter forecast
- Execute sales-plays defined by Orkes leadership team to develop the right customer opportunities
- Stay informed about market trends, competitor activities, and industry developments to inform sales strategies and tactics
- Achieve and exceed monthly and quarterly sales targets and KPIs to drive company growth and revenue
- Collaborate with Customer Success team for identifying value opportunities for account expansion
- Provide exceptional customer service and support throughout the sales cycle to build long-term partnerships and maximize customer lifetime value
Requirements
- Fanatical prospector who obsess over building your pipeline
- Experience in a Sales and/or Business Development role within a high growth organization, preferably with startups that achieved growth across it’s open source install base
- Experience working successfully across the spectrum of sales (strategy, lead generation, business closing, relationship nurturing)
- Outstanding communication skills including both phone and written communication as well as active listening
- Self-starter with a record of overachieving against your quota along with an incredibly high activity rate and constant obsession with attaining your monthly and quarterly budget
- Rigorous Sales Methodology and Sales Process knowledge, proven by accurate forecasts and clear communication throughout the deal cycle
- Experience selling to developers as well as engineering leadership
Nice-to-Haves
- Prior experience selling commercial services / products based on open source developer platform is a huge plus
- Comfortable speaking about workflows, microservices, containers, serverless
- Strong ability to articulate, educate and sell the business value to businesses of all sizes
Compensation
- OTE between $200,000 USD and $250,000 USD
Skills
CRM, MEDDPICC, Prospecting, Cold Outreach, Sales Forecasting, Pipeline Management, Sales Methodology, Open Source Sales, Developer Sales, Microservices, Workflows, Containers, Serverless
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