Are you an Account Executive looking for a role where 80% of your leads are generated through inbound customer inquiries, in a successful and growing SaaS company?

We're looking for an Account Executive to be responsible for prospecting and closing inbound leads for companies with 20 and over employees.

This is a solution-selling oriented role focused on the lower mid-market with an average sales cycle of 45-60 days, and a highly complex business management product.

Success in this role means

A successful Account Executive will discover prospect pain points, position the product, answer detailed product questions, and drive to a close. Success is measured in win rate, days to close, average deal size, and most importantly, overall new revenue attained quarterly and annually.

A successful AE will be results-focused but with an aptitude for detail and a complex software product.

A successful AE proactively manages their pipeline and drives urgency and momentum, keeping prospects engaged and the funnel clean.

Key responsibilities

Individual Sales

• Conduct first meetings with prospects that have been scheduled by an SDR.
• Be an expert in Discovery and conduct powerful conversations.
• Become excellent at doing your own product demos of a complex SaaS product.
• Conduct timely and effective follow-up and pipeline management in order to close deals.
• Book your own follow-up meetings with prospects.
• Respond to prospect emails and phone calls within 24 hours.
• Leverage targeted strategies for your largest prospects - customised demo environments, mutual action plans, etc.
• Leverage multiple techniques to ensure all deals are multi-threaded.
• Create contracts in accordance with company policies.

Knowledge and Learning

• Do a deep dive on the platform to become an expert within 2-3 months.
• Add to your knowledge of the product weekly, both going deeper on existing functionality and staying abreast of new features.
• Use sales tools in order to analyse your own performance and come up with ways to improve.

Pipeline Management

• Provide sales forecasts to the Sales Manager through multiple methods, including deal-specific and based on historic conversion rates and timelines.
• Proactively reach out to all deals in your pipeline at least once per week with meaningful communication, using phone, text, LinkedIn, and email, in order to drive momentum.

Internal Relationships

• Collaborate with the SDR team to ensure all leads are followed up with well and promptly.
• Work closely with Sales Engineers to ensure all product questions are answered quickly and accurately.
• Work closely with the Sales Manager to ensure you are updating and evolving your talk track and approach for continuous improvement.
• Contribute to the broader Revenue team in meetings and as part of larger strategy initiatives.

Required Qualifications

• Undergraduate degree required, in any field.
• 2+ years in a full-cycle sales role carrying a quota at a SaaS business.
• 4+ years of related experience (including SDR, Account Management, etc).
• Experience in prospecting.

Preferred Qualifications

• 4+ years working in SaaS sales.
• Killer track record of sales accomplishments and rapid advancement.
• Experience in the professional services/consulting industry.

About the Company
The company is a fast-growing SaaS company that is dedicated to creating physical, natural, social, and technological environments for the benefit of humankind.

They are a tight, high-performing team that punches above their weight. The company is relentless about doing work that delivers meaningful results to grow the business, and they enjoy the journey together along the way. If you’re looking for a company and a role where you can have genuine impact and do it together with a bunch of intelligent, hard-working people, then this is the right opportunity for you.

They offer a competitive pay and benefits package, including phone, health, and wellness benefits, and all employees are eligible for share options.