Enterprise Account Executive

Enterprise Account Executive

CaliberMind is a fast growing SaaS company focused on helping B2B Marketing and Sales teams turn data into insights. CaliberMind uses a combination of Data Engineering, Analytics and Machine Learning to help our customers increase their revenue and improve Marketing efficiency. We count some of the fastest growing SaaS organizations and Fortune 100 companies as our customers. CaliberMind prides itself on our ability to provide exemplary service - while focusing on strong culture and values.

As CaliberMind continues to grow, we will be scaling our sales team! As an Enterprise Account Executive you will be responsible for evangelizing CaliberMind solutions and driving business in some of our most exciting Enterprise prospects and customers. CaliberMind has already had tremendous success with Enterprise customers like ADP, Cargill, MongoDB, NetApp and more. You'll collaborate with exciting cross-functional teams to bring our solutions to market, develop key account relationships, and help our customers solve big challenges.

Base Compensation: minimum $120,000+ (based on experience) and commission

Locations: Greater Denver, Greater NYC or remote locations

Responsibilities:

• Achieve assigned quarterly and annual goals and quota targets
• Actively prospect, uncover, develop, and manage assigned accounts to identify, cultivate, and close new customers as well as, upsell existing customers
• Evangelize and sell the CaliberMind vision to prospects through coordinated efforts, solution demonstrations, events, networking with partners, and target-specific initiatives with Marketing
• Develop and execute on account strategy & plans to deliver maximum revenue potential, account success, and coordinate cross-functional teams
• Manage sales activities, updates, and pipeline in SFDC, and create and deliver accurate forecasts
• Conduct discovery & face-to-face meetings/presentations w/ prospects/customers, and qualify opportunities, allocate time & resources accordingly
• Manage and coordinate prospect/customer evaluations, POCs (proof of concepts), business case development, & RFP/RFIs
• Coordinate, team, and co-sell with the customer Success team
• Work cross-functionally with extended team members to ensure a positive prospect/customer experience and make our customers successful!

Skill Requirements:

We are looking for a highly motivated, over-achieving hunter who flourishes in a dynamic environment. Experience includes:

• 5 - 10 years of direct quota-bearing sales experience selling B2B solutions into both Mid-Market and Enterprise Accounts in a hybrid and outside/field sales role
• 4 of those years must include direct field sales experience selling SaaS/on-demand applications. Experience selling MAP, CRM, and/or Marketing software applications like Account Based Marketing to B2B Marketers is preferred
• History of quota over-achievement in highly competitive markets and proven track record in evangelistic selling, selling new technology solutions and services in hybrid role:using various technologies as well as, on-site and in person
• Demonstrable experience in managing complex sales and evaluation cycles, selling, presenting in person, building a business case, managing POCs, conversing with the C-suite, and closing six figure deals
• Skilled at negotiating business terms with the line-of-business, Procurement/Contract organizations, and senior management. Understands the buyers' journey, as well as the Enterprise evaluation and buy process with procurement.
• Effectively manages time and activities on a daily basis; can manage weekly prospecting efforts, sales process, pipeline, late-stage deals, contracts, and quota, to produce predictable business results, all managed within SFDC. Must have keen prioritization skills, strong work-ethic, and be able to see and make necessary adjustments based on the business's needs
• Sales Leadership & character attributes: This individual is a self-starter with a bias to action, and someone who takes strong accountability for personal results. This person embodies creativity, intellectual horsepower, confidence, resourcefulness, strong work ethic, & masters ambiguity. They demonstrate strong leadership & truly enjoy helping, selling, & working with people. This person is assertive, respected among peers & customers, and can both influence and drive a point of view with prospects, customers, teammates and co-workers. Has a proven track record at building relationships, as well as strong experience in negotiating deals, & making thoughtful business decisions.
• Strong communication, presence, & presentation skills a must. This individual needs to be able to structure both verbal & written communications and command an audience both virtually and in-person. Must have professional presence and be able to engage, build rapport, present, and manage at the CXO level. Need to possess strong business acumen, and strong listening and positioning skills. Ability to understand the customer journey, discern internal & external customer pains & needs, identify and navigate both power and politics in an account, and effectively articulate options & solutions. Uses solution selling and/or MEDDPIC tactics, storytelling, identifies and handles objections and develops ROI proof points.
• Technical Aptitude: This individual has strong technical aptitude and is comfortable working with multiple systems & tools on a daily basis. This person proactively learns new technology and implements as appropriate. Must have thorough understanding of Google Workplace, Microsoft Office products, e-mail, Web applications, Apollo/Salesloft, and Salesforce. Strong experience leveraging sales systems to improve the quality, predictability, and reporting of personal sales efforts.
• Ability to work in a rapidly expanding and changing environment
• Four-year university/college degree or equivalent
• Ability to travel up to 30% +/-

Perks of Working at CaliberMind:

• Medical, Dental, Vision
• Health Savings Account (HSA)
• 401K Plan with employer match
• Disability and Life Insurance
• 3 Weeks Paid Time Off, Sick Time, Parental Leave
• Stock Option Plan