Inside Account Executive

Job Description

• Work with your Enterprise Account Executive to identify Tier 1 accounts within the assigned territory. • Conduct thorough research to understand customer needs, challenges, and pain points to help deliver a value proposition. • Identify multiple prospect targets within an account and help build out the org chart. • Execute targeted outreach strategies to generate interest and create a robust pipeline of qualified leads where active and latent pain is identified. • Execute sales plays to targeted accounts and contacts. • Proactively prosecute all MQLs in a timely manner. • In close collaboration with your account executives, sales engineer, and channel account manager, work with your field rep to build and execute a territory growth plan targeting expansion opportunities and new customer acquisition. • Collaborate with the Marketing Team to align outreach efforts with ongoing campaigns and initiatives. • Conduct discovery to identify initial qualification of leads to ensure alignment with the company's target customer profile. • Conduct needs analysis to understand customer requirements and position the value proposition effectively. • In close collaboration with your account executives: effectively manage and nurture opportunities within the pipeline, ensuring timely progression and alignment with sales objectives. • Collaborate with internal teams to develop and implement strategies for maximizing the conversion of opportunities into closed deals. • Monitor and track the status of opportunities, providing updates and insights during regular reporting cycles. • Participate in the POD’s forecasting calls and region forecast process. • Regularly report on pipeline status, conversion rates, and key performance indicators. • Analyze data to identify trends and areas for improvement, providing insights to enhance overall sales effectiveness. • Critical to the success of this role is intelligent pipeline creation. This can and should include multichannel outreaches such as social media, email, and phone calls. • Although activities will not be the main focus, it is expected that successful Inside Account Executives will be highly disciplined in their output.

Qualifications

• Minimum 3 years experience working in sales, preferably for a SaaS company. • Minimum 2 years experience working as Sales Development Representative. • A self-starter with a track record of successful, credible lead follow-up and sales development at multiple executive levels within an organization. • Territory plan development- identifying inbound and outbound strategiesBuilding enterprise account research plans. • Cold calling capabilities a must havePre-call planning, opportunity qualification, and objection handling. • Time and territory management. • Ability to work in a high-energy sales team environment; while being both competitive and collaborative with the greater team. • Positive and energetic phone skills, excellent listening skills, strong writing skills. • The highest level of integrity. • Strong computer skills, including Salesforce, ZoomInfo, Outreach, LinkedIn Sales Navigator, 6sense, Microsoft Word, Powerpoint, and Excel. • Experience working in a start-up environment strongly preferred.

Benefits