Enterprise Account Executive

Sales United States


Description

The enterprise customer segment presents the biggest potential for Siteimprove as we drive towards hyper-growth. Siteimprove has found success with the SMB and MidMarket as we’ve continuously improved our platform and suite of products.

Siteimprove already has a number of enterprise customers realizing tremendous value from our platform. It is the primary objective of the Enterprise Sales teams at Siteimprove to acquire and cultivate relationships with our most strategic customers through proactive targeted efforts by effectively aligning internal resources to their needs.

As an Enterprise Account Executive, you will formulate and execute sales strategies for each of your assigned prospects and customers. You will manage all aspects of the sales process including lead management, qualification, evaluation, close, and account care. We look for business athletes who are aggressive team players – hungry, nimble, and intelligent – with the ability and willingness to close large and complex enterprise deals. This is a quota-carrying position.

What you will be doing

  • Responsible for net ARR (annual recurring revenue) through prospects

  • Responsible for expansion revenue through existing enterprise customers

  • Strategically own the accounts you’ve been assigned

  • Develop multi-level sales strategies for targeted account penetration plans

  • Define and execute account plans for your specified list of named accounts

  • Drive revenue and own the full cycle sales process including prospecting new leads, navigating the C-suite and business line owners, negotiating contracts, and closing new and expansion business with customers

  • Researching and qualifying potential business opportunities within your assigned list of named accounts

  • Understand the business direction and goals of each account

  • Collaborate with marketing to develop account-based marketing campaigns

  • Generate business opportunities through professional networking, tradeshows, industry conferences, etc

  • Educating customers on the value of our products in a consultative way

  • Positioning and selling on value and return on investment vs. technical functionality

  • Building credibility and trust while influencing buying decisions

  • Uncovering business initiatives and pain points to map back our solutions across multiple lines of business

  • Create demand by uncovering business problems and matching them to our solution

  • Meet and exceed sales goals (quotas) each month and quarter

  • Develop and manage a healthy sales pipeline

  • Add value to the customer long-term by becoming a subject matter expert in their vertical to be a trusted advisor who understands business value – industry knowledge, competitive landscape, and core business model for that vertical

  • Help design field sales campaigns against targeted verticals and/or markets

  • Develop and present a value-based proposal

  • Maintain account and opportunity forecasting within our internal CRM (Salesforce) system

  • Create an executive network within assigned accounts

  • Develop and manage partner relationships to better understand your customer’s business and broaden your network and influence

  • Work with internal departments to coordinate resources to make account successful, including solution engineering, value engineering, and Customer First

  • Manage legal/procurement process to create scalable, global agreements

  • Partner with our executive leadership team to gain sales techniques and learn best practices

  • Collaborate and work with different members of the virtual account team to build strategic adoption plans for the customer

  • Keep abreast of competition, competitive issues, and products

  • Practice effective, excellent communication with management, customers, and support staff

  • Participate in team-building, company growth, and professional development activities including strategy workshops, positioning and messaging discussions, market efforts, sales training, and customer care

  • Perform other related duties as assigned

What we require of you

  • Experienced, 6+ years of enterprise software sales

  • Minimum 3 years of experience selling into Manufacturing vertical preferred

What we'll love about you

  • A proven sales hunter and closer

  • Knowledge of accounts assigned preferred

  • Superior professional presence and business acumen

  • Experience selling a C-level – CMO or CDO is a plus

  • Possess a deep understanding of the way businesses operate, and the priorities that drive decisions from the C-level

  • Consistent overachievement of sales goals with complex, enterprise customers

  • Complex sales cycle and 7-figure deal experience, engaging multiple stakeholders throughout the sales cycle

  • Expertise at the transactional and enterprise-level of sales

  • You lead prospects and customers as opposed to reacting to customer requests

  • You know how to “drive a deal”

  • You know what to say, and more importantly, how to say it

  • Highly driven individual with an execution focus and a strong sense of urgency

  • You can go beyond relationship management

  • Be able to work independently and as part of a team in a fast-paced, rapid change environment

  • You are an expert storyteller

What you'll love about us

Siteimprove is a people-centric company driven by the desire to make the internet better for all. We thrive on putting the customer first and developing the potential of our employees. Here, you’ll be surrounded by highly talented colleagues, which means there’s always someone to learn from. The many opportunities for personal growth that we offer are a direct consequence of the rapid growth we are experiencing as a company. Our amazing growth journey clearly shows that there’s big potential in creating a better and more inclusive web for all, which is what Siteimprovers do.

In addition, we hope you’ll appreciate:

  • Great and inspiring company culture. Read more about the Siteimprovers and our inclusive, people-centric culture in this section here: https://careers.siteimprove.com/culture/

  • Rest and relaxation. 3+ weeks paid time off, 11 paid holidays, which includes 1 floating holiday of choice.

  • Comprehensive benefits. National medical plan, dental, vision, paid maternity leave, paid paternity leave, HSA, Flex, employer-sponsored short-term, long-term disability, discounts to volunteer plans to meet your family needs, and more!

  • Prepare for the future. 401(k) with a company match to provide a better future in your retirement years.

  • Development opportunities. We are growing which in turn provides opportunities to grow both personally and professionally.

How to apply

Click on the APPLY NOW button to submit your application.

Equal Opportunity Employer – Minorities, Women, Disabled & Veterans Encouraged to Apply. “EEO is the Law” poster can be found at: https://www.eeoc.gov/employers/eeo-law-poster

Siteimprove is a global corporation and has developed data practices designed to assure your personally-identifiable information is appropriately protected. Please note that personal information may be transferred, accessed, and stored globally as necessary for the uses and disclosures stated in accordance with our Privacy Policy at https://siteimprove.com/en/privacy/.


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