Build and establish a pipeline of new local SMB prospects from which to close new sales opportunities to meet and exceed monthly and annual sales quota
Pursue sales leads within assigned territory defined by geographic area
Gain understanding of specialized products, services, and markets
Identify key decision makers and engage with those to introduce Dodge products and services
Perform continued follow-up activities/pipeline management to close new business
Partner with Senior Sales personnel to begin building contacts and identify sales opportunities
Conduct face to face meetings, engage with prospects over the phone and internet (e.g., chat, email, video conferencing, etc.) to close sales, attend and/or conduct local meet and greet events
Successfully complete daily KPI expectations for prospecting, follow-up calls/emails, and other activities
Update prospecting pipeline in real time and show and manage stage progression, anticipated close date, contextual notes, and estimated deal value
Accurately forecast and maintain pipeline in CRM
Send proposals and process contracts through company systems

5+ years of relevant sales experience; preferably selling SaaS/technology related products or services with a track record of consistently closing new business
Proven expertise in high velocity/high volume inside sales motions selling to SMB customers. Must be able to land and close majority of deals in under 2 weeks
Well-versed in solution-based selling. Ability to coach prospects on best practices; uncover pain points and recommended solutions
Demonstrate exceptional objection handling skills and a proven ability to navigate gatekeepers effectively as part of a strategic go-to-market motion
Must excel at managing multiple, concurrent sales opportunities, independently setting priorities and driving progress across multiple deals
A high degree of organizational discipline and executional rigor is essential to succeed in this role.
Superior personal integrity and ownership of outcomes, and coachable mindset
Possess exceptional communication skills, both verbal and written, and be an active listener
Ability to effectively present information to large groups including internal stakeholders and prospects
Proficiency in Salesforce or related CRMs, including solid understanding of CRM and order management functionality, as well as desktop software programs including Microsoft Office Suite, with a tech savvy aptitude to learn new technology
Strong understanding of SMB customer and market dynamics to help with prospecting conversations

Senior Account Executive – Northeast

Key skills