Senior Account Executive

Senior Account Executive

As Senior Account Executive, you will be responsible for building pipeline and developing new business in your territory to achieve an annual sales quota. You will execute all phases of the sales process, including sourcing new leads, developing qualified sales opportunities, establishing value propositions, partnering with consulting services to develop winning proposals, and negotiating and closing deals. Target deal ranges are in the $200K - $500K TCV (Total Contract Value) range. This position requires candidates to reside on the West Coast.

Specific Job Responsibilities

• Create and update a business plan to penetrate new accounts and develop existing accounts.
• Consistently meet or exceed sales goals.
• Exercise disciplined adherence to the Company's sales process, pricing policies, procedures, standards, templates, activity goals and expectations during the performance of duties.
• Devise and execute focused, value-add communications to prospective clients within the sales process and consistently update all activities and results in Salesforce.com CRM database in accordance with the Company's internal guidelines.
• Continually identify outbound outreach and networking activities to new audiences, qualify and develop new sales leads within assigned territory; build partnerships and relationships to continually build a pipeline that is adequate to achieve assigned quota.
• Build and maintain a pipeline that is 3-4x annual quota.
• Attend appropriate industry Conferences, Trade Shows and networking opportunities with a view to attracting new prospective clients, expanding the Company's audience and building a pipeline.
• Identify and make connections with potential contacts at events and conferences.
• Meet with manager one-on-one to review performance plan and present progress to leadership as requested.
• Ad hoc duties, as assigned

Experience Required

• A minimum of 5 years of direct experience in selling complex managed and consulting services and software, which requires highly consultative sales processes
• Experience utilizing a detailed, prescriptive sales process
• High degree of experience utilizing Salesforce CRM

Qualifications, Skills, & Knowledge

• A Bachelor's degree in Business or a related field is preferred.
• Reside on the West Coast
• Verifiable sales success working at start-up and/or growth stage companies
• Highly motivated with an impeccable work ethic.
• Willing to invest the time and do the work to exceed goals.
• Creative thinker, intelligent, and analytical.
• Possesses strong business acumen.
• Must be ready, willing and able to learn and become and stay knowledgeable about industry trends, regulatory changes, and challenges in the industry.
• Must possess the ability, and have the experience, required to comfortably converse with executives at all levels.
• A pure hunter who is not going to wait for leads to be handed to him or her. Philosophically aligned that prospecting is core to building pipeline.
• Track record of closing a significant amount of quota from leads developed through prospecting.
• Excellent written and verbal communications skills with the ability to write thoughtful, concise, and professional proposals.
• Proactive, organized, and disciplined, with consistently utilized time management skills.
• Good command of Microsoft Word, Excel and PowerPoint. Naturally and genuinely curious.
• High emotional intelligence.
• Constant situational awareness.
• Highly competitive - hates to lose more than loves to win. Ability to embrace Clearwater's CLEAR core values (Commitment to Client Success, Lead with Accountability, Integrity & Collaboration, Excellence in All That We Do, Advance Colleague Success, Respect & Transparency) and culture.

Professional Development Expectations

• Build and maintain a valuable professional network by actively connecting with peers, mentors, and industry leaders, attending at least one networking event per quarter.
• Expand your sales expertise and industry knowledge by dedicating time each week to read thought leadership articles, market reports, and competitor updates to stay ahead of trends and customer needs.
• Stay current on the tools that drive performance by setting aside time monthly to explore updates or new features by attending webinars or training sessions on emerging platforms.
• Strengthen your credibility through pursuing certifications in areas like sales methodology, CRM tools, or industry-specific platforms.
• Invest in ongoing learning and self-improvement by setting quarterly learning goals, such as completing a sales course, joining a professional community, or participating in a peer learning group.

The base salary range for this role is $[100,000-120,000]. Base salary is part of our total rewards package which also includes the opportunity for merit-based salary increases, eligibility for our 401(k) plan, medical, dental, vision, life and disability insurances and leaves provided in line with your work state. Our robust time-off policy includes flexible paid time off, 11 paid holidays, and paid sick time. Total compensation, including base salary to be offered, will depend on elements unique to each candidate, including applicable candidate experience, skills, education and other factors permitted by law.

Clearwater is committed to providing reasonable accommodations for qualified individuals with disabilities and disabled veterans in our job application procedures. Please inform Clearwater/Redspin's Recruiting team if you need any assistance completing any forms or to otherwise participating in the application process.

Mental/Physical Requirements: Fast paced environment handling multiple demands. Must be able to exercise appropriate judgment as necessary. Requires a high level of initiative and independence. Excellent written and oral communication skills required. Requires the ability to use a personal computer for extended periods of time.