Account Executive Rep (Bay Area, CA)Jethro • San Francisco, CA, United States

Account Executive Rep (Bay Area, CA)

Jethro • San Francisco, CA, United States

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Bay Area, CA

This position is a senior sales representative role focused on driving revenue and new customer acquisition.

Summary

The Account Executive is responsible for managing a 120+ days sales cycle from start to finish. The majority of sales will be done via phone and web meetings. This role includes approximately 30% travel to prospects / customers, marketing events and attending various functions. A typical sales cycle will start with a self-generated lead or a Sales Development Rep lead. The next step of the cycle is to move into an initial discovery presentation and demonstration. A sales engineer (technical resource) will assist in a full technical evaluation / POC and ultimately the Account Executive will negotiate T&C’s to close the opportunity.

Role Description

Lead Qualification / Discovery Calls / Presentations and Demos

Prospect through cold calling, networking, social media and other various digital marketing channels
Identify and qualify prospects that meet our definition of an ‘ideal’ prospect
Introduce the ‘What We Do’ presentation including giving a high-level product demo to potential customers

Call on technical and business executives

Understand customer specific business issues; describing how our product functionality supports an ROI

Understand the technical aspects of our market, i.e. vendors and their technology relative to our products and how they interoperate and / or compare to each other

Negotiate Terms and Conditions

Drive negotiations with prospects; prepare pricing quotes, ROI’s, and specific proposals

Understand standard terms of our ELA and intermediate between prospect and our legal team to help communicate the ‘business spirit’ of the terms

Manage communication between legal teams, reiterating the ‘business spirit’ to translate appropriate language in the ELA

Activity / Performance

Record activity, pipeline progress, maintain data quality in our customer relationship management system (SFDC) and our marketing automation system (Hubspot)

Accurately forecast business understanding : revenue sensitivity, impending events, decision maker’s hot buttons, ROI, and our key differentiators as it relates to the prospects use case

Build, present, and manage a business plan relative to exceeding the required quota

Requirements

BA / BS Education – business related degree preferred

Minimum of 5 years field sales experience selling technology

Experience selling to IT and business executives

Experience selling data base and / or BI technology

Experience giving presentations and hands on demonstrations

Proven track record of exceeding sales goals

Experience with revenue quota / goal over 1m USD

Experience with average sales price around 100k USD

Experience selling subscription license model

Proficient in using Microsoft Office Suite and SFDC

Enthusiastic, outgoing, challenge driven, good organizational skills, able to put in long hours as required and to produce results and new business; passionate about being successful in the role

Location

Pleasanton, CA (walking distance from the BART train) potentially moving to San Francisco later in the year

Compensation

Compensation is a combination of base salary plus commissions related to components such as : closed revenue and number of new customers

Competitive compensation and equity relative to industry and previous earnings history; candidate will provide last 3 years of earnings history

Seniority level

Mid-Senior level

Employment type

Full-time

Job function

Sales and Business Development

Industries

Software Development

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