Regional Software Sales Account Executive

Job Summary:

Job Description:

Summary

The Sales Account Executive builds relationships with new clients and manages relationships with existing ones, serves as a point of contact for clients and internal company teams, often interacts with both daily. As an expert communicator, the role plans and coordinates account activity, generates sales opportunities, and reports the status of accounts regularly. A successful incumbent builds strong client relationships, identifies gaps and growth potential, and explores untapped opportunities. In carrying out these duties, the role works with our customer relationship management system (HubSpot) , client and prospect data, sales pipeline and forecasting data, sales contracts, and handles confidential customer, prospect, and contract information.

Essential Duties & Responsibilities

• Develop and execute a sales strategy and action plan for the assigned territory and sectors, including a target prospect list and a capture plan for reaching key decision-makers 

• Generate and qualify new sales opportunities through prospecting activities such as cold calling and networking 

• Understand the business drivers of the target market, perform discovery to identify customer pain points, and map the company's software solutions to improve customers' business operations 

• Maintain comprehensive knowledge of the company's products and services and how they benefit customers 

• Arrange and conduct product demonstrations and presentations in conjunction with the Solution Engineering group 

• Work with customers to build case studies and ROI analyses that demonstrate the value of the company's solutions 

• Prepare and present sales contracts, and negotiate and close new business 

• Support customers after the initial sale to ensure a seamless transition to the Implementation team 

• Serve as a trusted advisor by building strong customer relationships and understanding each customer's existing and future roadmap 

• Follow up with clients regularly to ensure their needs are being met and to identify up-sell and cross-sell opportunities 

• Maintain accurate records of clients, prospects, partners, and vendors in HubSpot, and manage the territory through sales call reports, territory and trend analysis, and accurate forecasting 

• Achieve monthly and quarterly KPIs and quotas 

• Other duties as assigned

Qualifications

Required Education & Experience 

• A bachelor's degree in Business Administration or related field 

• 5+ years of sales experience in enterprise software 

• Strong working knowledge of the integrated workplace management systems (IWMS) market 

Required Skills & Competencies 

• A self-starting personality with a spirit of entrepreneurship 

• Knowledgeable with standard customer relationship management (CRM) software and platforms 

• Understanding of standard sales techniques and theory, including the sales funnel 

• Understanding of complex sales cycles 

• Strong, active listening skills 

• Excellent written and verbal communication and presentation skills, both remotely and in person 

• Ability to travel frequently 

• Strong work ethic and willingness to work extended hours, including a ability to accommodate client schedules and time zones 

• Proven track record of consistently achieving sales quotas 

• Strong prospecting skills 

• Track record of reaching key decision-makers 

• Ability to work with a diverse group of people 

Preferred Qualifications 

• Sales experience selling to the government or public sector 

• Sales experience in a SaaS environment 

• Sales experience in a B2B environment 

• Experience with HubSpot 

Worker Type:

Number of Openings Available: