Senior Account Executive

Role Overview

• Building Pipeline and Making Quota: Achieve or exceed revenue targets each quarter towards an annual $500-600K quota, as well as build a solid pipeline that can realistically meet and exceed both short and long term goals
• Full Sales Cycle Management: Own and manage the entire net new sales cycle from prospecting and lead generation to security evaluation, to contracting, to closing deals, ensuring consistent engagement, persistent forward motions, and follow-through.
• Outbound Prospecting: Actively generate new business opportunities through cold calling, emailing, networking, and social selling in targeted verticals, working with ABM signals and independently sourcing up to 50% of your own pipeline
• Inbound Lead Qualification: Respond promptly to inbound leads, qualify prospects in or out, and conduct discovery calls to understand customer needs and pain points.
• Solution Selling: Present and demonstrate the company’s products/services, tailoring solutions to meet the specific requirements of prospects in targeted verticals, leveraging MEDDIC, MEDPIC, SPICED, Sandler or other sales methodology
• Relationship Building and Management: Establish and nurture long-term relationships with key decision-makers, maintaining a strong network within assigned verticals to ensure repeat business and referrals.
• Pipeline Management and Forecasting: Maintain an accurate and up-to-date sales pipeline in Salesforce CRM, providing forecasts and ensuring timely follow-up to close deals within target timeframes.
• Collaboration with Cross-functional Teams: Collaborate with marketing, finance, product, and customer success teams to align strategies, create targeted campaigns, and ensure customer satisfaction post-sale.
• Effective Presentation Skills: Deliver compelling, tailored presentations and conduct tailored demonstrations to prospective clients, clearly articulating product value and aligning solutions to their specific business needs in a way that drives engagement and fosters trust.

Requirements

• 5+ years of experience in a B2B software sales position selling CPaaS, SMS, communication tools or MarTech with an annual quota of $500K-600K or more.
• Proven track record of meeting or exceeding quota, selling mid-market and enterprise deals with an ACV ranging between $25K-$50K ARR to Marketing, Sales and Customer Success teams
• Experience selling to HigherEd, Sports & Entertainment, SaaS, Financial Services, Healthcare, Construction, Marketing Agencies, or other specific verticals
• Proven experience selling to buying teams by identifying and working all stakeholders across the business
• Proficiency in and successful use of a proven sales methodology such as MEDDIC, MEDDPICC, SPICED, Sandler, Challenger, Solution Selling, Value Selling, etc.
• Strong operating experience with CRMs (Salesforce), workflow/sequencing tools (Outreach, Salesloft, Apollo, etc.), revenue intelligence tools (Gong, Clari, Ebsta, etc), social selling tools (LinkedIn Premium, Sales Navigator) and CPQ tools (PandaDoc, Docusign), and Microsoft Teams
• Must have high integrity and be an honest, truthful, authentic human.
• Bachelor’s Degree or equivalent

Tech Stack

• Apollo

Benefits

• Dynamic Work Environment: Join a passionate team in a fast-growing company with a strong product foundation, proven financials, and ambitious growth plans.
• Competitive Compensation: Attractive salary and benefits package in a remote company, including 70% of employee health benefits paid, 401k, strong PTO, and professional development opportunities.
• Growth Opportunities: Be a key player in a market that is poised for exponential growth, and scale-up environment where your insights and leadership will directly impact the company’s future
• Innovative Culture: Work in a collaborative, forward-thinking setting that values innovation, creativity, and data-driven decision-making with a strong team and proven Executive team.