Commercial Account Executive, East
Drives new business and growth for commercial/mid-market SaaS prospects by sourcing net new logos, responding to inbound leads, running value-driven sales cycles, and closing complex deals using methodologies like MEDDPICC. Requires 3+ years field sales experience selling enterprise cloud software to technical buyers.
About the job
Responsibilities
- Source and close net new logos within a given territory
- Respond to inbound leads, including demo requests and event followups
- Navigate organizational structures and identify sponsors and champions
- Research and understand the business objectives of customers and perform a value driven sales cycle
- Use sales methodologies such as MEDDPICC and Command the message
- Collaborate with internal partners to move deals forward and ensure customer success
- Deliver ARR revenue targets through a metric-based approach
- Develop and execute sales strategies to generate pipeline and drive repeatable bookings
- Provide timely input to other corporate functions
- Create ROI and business justification reports
- Run tight POCs based on business success criteria
Requirements
- 3+ years of closing experience with direct field sales selling enterprise cloud software (SaaS)
- Commercial / Mid Market / Corporate segment selling experience
- Ability to learn, pitch and demonstrate highly technical product
- Experience closing complex deals in complex organizations
- Repeatable method for uncovering greenfield opportunities and building new territory
- Experience building relationships and selling face-to-face to senior leaders
- Knowledge of best of breed softwares and technical understanding of integrations, APIs, infrastructure management, security and analytics
- Experience selling technical SaaS and cloud-based software solutions
- Experience working with multiple teammates (SEs, BDRs, PMs, Executives & Engineers)
Compensation and Benefits
- Standard OTE range: $216,000 - $250,000 annually
- Variable compensation, equity, and benefits may apply
- Comprehensive benefits: Medical, Vision, Dental, generous time-off, 401k
- Home office improvement stipend, annual education and wellness stipends
- Company events, daily healthy lunches
Skills
SaaS, MEDDPICC, APIs, Salesforce, Zoom, Servicenow, Zendesk, GitHub, ROI Analysis, Poc Management
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