Senior Enterprise Account Executive

Role Overview

• Own and drive strategic client prospecting, key presentations, negotiations, contract development and product solutions with key stakeholders and executives, ensuring all deliverable milestones are met to win new logos and support company revenue goals.
• Create, maintain, and execute creative and applicable account penetration strategies for top tier account assignments and targets.
• Consistently conduct high-touch, strategic prospecting efforts in collaboration with ABM campaign programs and Sales Development Representative activities.
• Create sales pipelines through best-practice, disciplined networking, prospecting, discovery, and qualification techniques.
• Be accountable to produce self-sourced first meetings (in addition to those generated for you through Demand Generation programs) in order to generate sufficient pipeline coverage for sales quota target.
• Document and regularly maintain sales opportunity data and provide accurate sales forecasting
• Manage the full sales cycle from lead to close including choregraphing the proper use of Skillable assets and cross-functional resources
• Work closely with the Vice President of Sales and broader sales organization to develop sales strategy, monitor and analyze KPIs, and beat organizational revenue goals as a team
• Serve as a trusted advisor to understand your prospects’ desired organizational outcomes and propose appropriate solutions and services to ensure satisfaction and success.
• Sell a complete virtual labs solution, along with content, services, and support to ensure customers’ technology skills training, development, and validation needs are met.
• Continuously partner with internal product, technology and customer experience teams to stay aware of key product features and differentiators.
• Develop and employ an understanding of industry knowledge related to market trends, emerging technologies, and competitive landscape.
• Consistently and regularly meet or exceed quarterly and annual quotas.
• Assist in mentoring and guiding other Revenue Team members in strategy and creative methodologies to push sales cycle timeframes and new logo acquisition.
• Support and promote the company values through positive interactions with both internal and external partners and customers on a regular basis.
• Other strategic business initiatives or cross-functional project involvement as required.

Requirements

• 10+ years of applicable experience in technology sales environments; 5+ years of experience selling directly to enterprise level customers required.
• Full-cycle new business acquisition selling experience in HR, Learning & Development, or ed-tech space strongly preferred.
• Demonstrated ability to sell enterprise solutions in a 100% remote environment through strong digital selling skills including effective written communication, social selling, and engaging online presentations
• Experience working through and navigating longer sales cycles up to two years.
• Knowledge of technology education trends and typical enterprise technology skill needs
• Strong problem-solving and business analysis skills.
• Naturally inquisitive with a desire to solve problems and dig into detailed analysis.
• Proven ability to communicate effectively to various audiences/levels including leadership through various mediums.
• Ability to take complex matters and deconstruct them into concise, impactful messages.
• Ability to present and convey material both formally and informally to various personas.
• Demonstrated ability to prioritize and manage workload.
• Strong MS Office, web conferencing and internal communication software skills.
• Detail oriented and organized.
• High-level of enthusiasm, integrity, professionalism, and confidence.

Benefits

• Fully remote with a monthly stipend to pay for office services and supplies
• Medical (2 plan options), dental (2 plan options), vision, health savings account with generous employer contributions, healthcare spending accounts, dependent care spending accounts, EAP, group paid life insurance, group paid STD and LTD and voluntary life/AD&D insurance, accident and critical illness options.
• 401(k) with Company match, tuition reimbursement, healthy lifestyle reimbursements.
• Open PTO, Paid holidays, bereavement leave, parental leave, caregiver leave and paid FMLA leave.
• Friends and Family Friday to end our standard workweek at 2pm local time; Full company closure during the 4th of July holiday week.
• Access to pet insurance; Access for employees and dependents to Skillable learning opportunities through our product and more!