Key Accounts Executive

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.