Account Executive

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