Senior Account Executive

Job Title

As we continue to scale our business, we are currently looking for top-tier sales talent to join our growing sales team.

Reporting to the Sales Leader, Account Executives are a critical part of the company and are primarily responsible for the growth of ARR within new customer acquisition and customer expansion. Candidates must have strong experience full-cycle selling of SaaS software to sales and marketing personas.

As brand representatives, ideal candidates have strong business acumen, a professional video presence, and excellent active listening skills. They will be required to be able to explore and understand customers' businesses, their operational challenges and eloquently articulate the value of the TrueDialog solution. We're looking for intrinsically-motivated closers with a high level of integrity and self-discipline to work in a fast pace, ever-changing environment, delivering impactful results to the business.

Responsibilities

• Building Pipeline and Making Quota: Achieve or exceed revenue targets each quarter towards an annual $500-600K quota, as well as build a solid pipeline that can realistically meet and exceed both short and long term goals
• Full Sales Cycle Management: Own and manage the entire net new sales cycle from prospecting and lead generation to security evaluation, to contracting, to closing deals, ensuring consistent engagement, persistent forward motions, and follow-through.
• Outbound Prospecting: Actively generate new business opportunities through cold calling, emailing, networking, and social selling in targeted verticals, working with ABM signals and independently sourcing up to 50% of your own pipeline
• Inbound Lead Qualification: Respond promptly to inbound leads, qualify prospects in or out, and conduct discovery calls to understand customer needs and pain points.
• Solution Selling: Present and demonstrate the company's products/services, tailoring solutions to meet the specific requirements of prospects in targeted verticals, leveraging MEDDIC, MEDPIC, SPICED, Sandler or other sales methodology
• Relationship Building and Management: Establish and nurture long-term relationships with key decision-makers, maintaining a strong network within assigned verticals to ensure repeat business and referrals.
• Pipeline Management and Forecasting: Maintain an accurate and up-to-date sales pipeline in Salesforce CRM, providing forecasts and ensuring timely follow-up to close deals within target timeframes.
• Collaboration with Cross-functional Teams: Collaborate with marketing, finance, product, and customer success teams to align strategies, create targeted campaigns, and ensure customer satisfaction post-sale.
• Effective Presentation Skills: Deliver compelling, tailored presentations and conduct tailored demonstrations to prospective clients, clearly articulating product value and aligning solutions to their specific business needs in a way that drives engagement and fosters trust.

The following qualities are essential:

• Strong Communication Skills: The ability to convey complex ideas clearly and persuasively, both in writing and verbally, is critical for engaging clients and stakeholders. You will be responsible for enthusiastically conveying TrueDialog's story.
• Resilience and Professional Persistence: A resilient mindset and persistent action are essential for overcoming obstacles and rejections, and to see average sales cycles of 2-8 months through to close.
• Solution-Oriented Mindset: The ability to listen to client needs and offer tailored solutions that address their specific business challenges and objectives
• Strategic Thinking: The ideal candidate has a natural curiosity and will be able to assess market trends, understand the competitive landscape, and present thoughtful business cases throughout the sales cycle, along with an ability to anticipate outcomes and potential breakpoints that can derail a deal.
• Discipline, Time Management, and Organization: Managing multiple leads, opportunities, and tasks efficiently is crucial to staying on top of your book of business. Organizing each day and the daily activities to produce 60+ activities per day is required
• Customer-Centric Attitude: Focusing on the client's success, rather than just the sale, ensures stronger relationships and increased customer loyalty, paving the way for upsell and cross-sell opportunities.
• Metrics-Driven & Goal Oriented: With the ability to understand and follow key performance indicators (KPIs), consistently striving to exceed targets.
• High Integrity and Positive Attitude: Maintaining optimism and enthusiasm even in the face of obstacles, and inspiring others around you to stay motivated and focused is key.