Mid Market New Business Account Executive

About the position The SMB Account Executive is focused on the SMB (small and midsize business) sector and will support our growth initiatives by independently identifying and targeting high-potential small to medium-sized businesses. This role is designed for a proactive and entrepreneurial sales professional who thrives in a dynamic environment where they can autonomously manage their sales pipeline. You will leverage your expertise to strategically build and nurture relationships, crafting tailored solutions that align closely with customer needs. Your ability to drive high-volume sales through self-sourced opportunities will be crucial in shaping the future of our business landscape and achieving ambitious revenue targets.

Responsibilities

• Actively identify and target potential new clients within the SMB sector through various prospecting methods.
• Develop and implement strategies for generating leads and creating business opportunities to build a robust sales pipeline.
• Manage the entire sales process from initial contact through to closing, including assessment of client needs, presentation of products and services, and finalization of sales.
• Engage clients throughout the sales cycle to ensure alignment and understanding of their needs and business objectives.
• Conduct negotiations with prospects and clients to finalize sales in a way that meets both customer satisfaction and company revenue targets.
• Utilize effective negotiation techniques to secure favorable terms and maximize business outcomes.
• Maintain accurate records of all sales activities including demo dispositions, opportunity creation, and stage progression within the CRM system.
• Ensure the CRM database is up-to-date and reflective of all client interactions and sales transactions.
• Utilize Configure, Price, Quote (CPQ) software to accurately quote prices and configurations for products and services tailored to meet client specifications.
• Ensure quotes are generated efficiently and align with internal guidelines and customer requirements.
• Conduct regular sales forecasting to predict revenue streams and adjust sales strategies accordingly.
• Utilize forecasting tools to manage and anticipate sales volumes, helping to inform business decisions and operational planning.
• Performs other duties as required/assigned by manager.

Requirements

• 1+ years of experience in prospecting and self-sourcing opportunities, with a proven track record of effectively identifying and engaging potential clients in the SMB market
• Experience with high-volume, full-cycle transactional sales targeting small companies with fewer than 100 employees
• Demonstrated ability to manage sales processes with an Average Selling Price (ASP) of less than $20,000 and sales cycles shorter than 2 weeks
• Strong focus on rapid acquisition of new clients and driving immediate revenue growth, demonstrating urgency and efficiency in client engagement.
• Skilled at overcoming objections and closing deals quickly, utilizing persuasive communication and effective sales strategies
• Ability to close transactions swiftly to meet the dynamic needs of the SMB sector
• Ability to handle straightforward negotiations, focusing primarily on pricing and terms to secure profitable deals while maintaining customer satisfaction
• Strong interpersonal skills to foster loyalty and retention, ensuring a high level of client service and support
• Competency in using CRM and CPQ tools to track sales activities and configure pricing accurately
• Ability to analyze sales data and market trends to adjust strategies and improve performance
• Eagerness to continuously improve through feedback and professional development opportunities
• Quick learner with the ability to adapt to new challenges and changes in the business environment

Benefits

• Top notch tech stack
• Market leading product offering (check out our long list of G2 awards)
• ERG (Employee Resource Groups) to foster a diverse, inclusive workplace
• Benefits to Help You Thrive - Comprehensive Medical, Dental, Vision
• Eligibility for Future Equity Awards
• 401k Matching (50% of the first 7% of your contribution)
• 12 weeks Parental Leave for primary caregivers, 4 weeks for secondary caregivers
• Family forming benefits up to $20k, plus discounts on a Care.com membership
• Virgin Pulse Wellness Program
• Optional add ons such as pet insurance, legal service support, and more!

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