Key skills
ERPGoSaaSSalesforceSAPLeadershipNegotiationSales
About this role
Role Overview
- Identify and manage SaaS subscription and Professional Services sales opportunities within enterprise-level Loftware customers and prospects.
- Collaborate with Demand Generation (DG) & Sales Development Representatives (SDRs) to coordinate and execute targeted prospecting campaigns across a defined set of key accounts.
- Own and maintain a sales pipeline within a designated industry vertical and geographic region, ensuring consistent engagement and opportunity progression.
- Prepare and deliver Quarterly Business Reviews (QBRs) in partnership with Sales and Marketing leadership to evaluate performance, identify growth opportunities, and align on strategy.
- Develop and implement effective sales strategies that reflect market trends and customer needs, including comprehensive territory and account planning.
- Build and nurture relationships with internal and external stakeholders—including strategic partners such as SAP and System Integrators (SIs)—to drive joint go-to-market efforts and revenue growth.
- Consistently meet or exceed assigned sales quotas and contribute to the achievement of the company’s overall growth targets.
- Maintain a high level of product, market, and competitive knowledge to effectively position and sell Loftware's solutions to targeted prospects and customers.
- Demonstrate strong personal accountability with a focus on execution, maintaining discipline and urgency in all sales activities.
- Accurately manage pipeline and forecast data within Salesforce, ensuring high data integrity to support sales operations and leadership visibility.
- Consistently apply the MEDDPICC sales qualification methodology through the sales cycle.
- Travel as required to engage directly with prospects, customers, and partners, fostering strong relationships and advancing strategic sales opportunities through in-person interactions.
Requirements
- 5-10+ years of experience in selling ERP, WMS, or Supply Chain SaaS solutions.
- Proven, verifiable track record of consistently achieving or exceeding sales quotas.
- Strong experience in pipeline generation, including hunting for new business and expanding existing accounts.
- A strategic thinker with the ability to build territory and account plans for assigned or targeted clients.
- Skilled in qualifying large opportunities and executing a value-based, solution-oriented sales process.
- Proficient in the MEDDPICC sales qualification methodology, with a strong focus on negotiation and closing high-value deals.
- Demonstrated ability to build and leverage relationships with strategic partners such as SAP, Accenture, and other leading system integrators (SIs).
- Fluency in English is required; Spanish is a plus.
Tech Stack
- ERP
Benefits
- Comprehensive training to all employees
- Emphasis on employee development