Role Overview

Work across a specific set of targeted and current enterprise client accounts, mainly based in the Americas, which includes new business, cross-sell and upsell; build and close a strong pipeline of opportunities.
Own the expansions and upsells across Shorthand in these client accounts.
Consult on personalized best practices across various channels, leveraging strategies and playbooks for each channel and each vertical.
Work collaboratively with Shorthand’s Customer Success, Sales, Channel Partner, Growth, Marketing, Product and Engineering teams to ensure successful sales outcomes leading to happy clients.
Build long-term, strategic plans in collaboration with internal business partners to maximize clients' success with the Shorthand platform while driving revenue for Shorthand; understand C-level initiatives at strategic clients and how Shorthand’s solutions map to those objectives.
Forecast pipeline accurately, including expected close date, projected deal size, and projected deal probability.
Selling products or services to clients to increase sales volume or profits for the company.
Monitoring client satisfaction with current products or services to determine if adjustments are needed.
Identifying new business opportunities with existing clients or potential clients.
Developing long-term relationships with key clients to increase sales and broaden the company’s reach within the industry.
Negotiating prices and terms of sale with clients on behalf of the company.
Contacting clients regularly to ensure they are satisfied with their purchase experience.
Developing proposals and presentations to meet clients’ needs.
Coordinating with other departments within the company to deliver high quality products and services to clients.
Following up with clients after the sale to ensure they are satisfied with their purchase.

Requirements

Can demonstrate how they have expanded their contact base, influence, impact and revenue in key accounts for other organisations.
Has utilised their internal team of colleagues to maximise customer expansion opportunities, effectively partnering with support, customer success, engineering and senior management.
Is a savvy, customer-focused problem solver, with empathy in spades and always willing to go that extra mile.
Is whip-smart, with exceptional attention to detail, demonstrably thinking through problems analytically and rigorously.
Has outstanding written and face-to-face/online-meeting communication skills (we will be asking you to write your own Shorthand story as part of the recruitment process.)
Can learn fast and ruthlessly prioritise competing demands, and stay calm under pressure.
Preferably has experience collaborating with diverse, geographically-dispersed teams.
Gains deep satisfaction from helping others achieve their goals.
Significant experience of successfully selling enterprise marketing solutions to CEOs, CMOs, VPs and Directors of Marketing, Content, Communications, Editorial, etc.
Solid understanding of the digital marketing landscape for enterprise customers.
Experience introducing new products to market.
Proven track record of closing large, strategic and high quality deals.
Proven track record in direct and partner-fulfilled sales.
Technical aptitude and/or background in technology preferred.
A consultative sales style and strong experience selling solutions in a fast-paced environment.
Proven ability to sell collaboratively with multiple internal stakeholders and teams.

Benefits

Options for working your way: fully remote working, flexible hours, and an allowance for a co-working space if you prefer.
True autonomy, with freedom to own and grow the role you occupy.
The opportunity to work in a growing SaaS company that is still small enough that you can make a real impact.
An allowance for setting up your home office, a laptop, and any peripherals you need to do your job.
An Employee Option Plan for all team members.
A Health and Wellness fund to support your healthy lifestyle.
401k and a 100% contribution to your healthcare for US-based team members.
Paid parental leave if you are growing your tribe.
A proudly a carbon neutral organisation, taking climate action with Trace as part of a broader sustainability strategy.

Shorthand

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Sales

Key Accounts Executive