Enterprise Account Executive, Corporations

Our client, a top fast-growing e-discovery software company, is looking for a Sales Account Executives to join their team. The Account Executive will join a team of highly motivated, energetic sales professionals that take pride in landing new customers, running strategic sales cycles and delivering our client's message to a wide base of accounts across various industries. The Account Executive will be responsible for identifying and closing new business, with experience prospecting, running discovery calls/sales presentations and negotiations. The ideal candidate will have a deep understanding of value-based selling and SaaS technology and take pride in understanding our client's product in-depth to effectively communicate its value to Customers and Partners. Ideal candidates will have a proven record of sales success; excellent communication, organizational and time management skills; and strong people management experience. Experience in software sales lead generation through social channels, emailing, and cold calling is a plus along with the legal and e-discovery industries.  

Responsibilities:

  • Gain a deeper understanding of the company software, customers, and sales processes through training and experience, allowing you to better target future customers
  • Develop your product knowledge through Product certification, using your expertise to present value to customers in greater detail
  • Develop and manage your territory and account plans
  • Begin meeting with prospects and existing customers 
  • Execute against your territory and account plans to develop a healthy pipeline that leads to consistent quota achievement
  • Oversee the entire sales cycle while collaborating with cross-functional teams including Solutions Architecture, Customer Success, Business Development, and Legal
  • Collaborate with marketing team to develop and execute demand generation campaigns
  • Deploy strategic thinking to lead sophisticated sales cycles from qualification and demo through close
  • Maintain an up-to-date understanding of the competitive landscape and differentiators in our market
  • Leverage our sales tech stack, including Salesforce.com, Outreach, Chorus, SalesNavigator, and ZoomInfo, to uncover, manage, and close new opportunities
  • Gain continuous growth through training from our Sales Enablement Team and weekly 1:1 coaching from your direct manager

Qualifications:

  • Possess a track record of success selling SaaS platforms into net new accounts, demonstrated by over achievement of quota ($1M+ ARR)
  • Significant experience of successful field sales experience in an Enterprise SaaS sales role
  • Inherently curious and excited about emerging technologies
  • Experience building your own pipeline
  • Extremely motivated to achieve goals and have no problem setting your own bar for success
  • Available to travel throughout your territory to meet with clients and team members
  • Comfortable in creating needs analysis content and presenting it to Senior Leadership at prospective accounts
  • Success through hard work and are willing to roll up your sleeves and pitch in to help colleagues achieve the team's end goals together
  • Experience working in a fast-paced environment that requires the ability to work independently and adaptively, anticipate and mitigate friction points, and take initiative to promptly resolve and learn from challenges
  • Authorized to work in the United States; please note that at this time, sponsoring visas for any positions is not available

Preferred:

  • Experience selling Legal technologies.
  • Familiarity with MEDDPICC and/or Command of Message

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