Enterprise (SaaS) Sales Executive, Higher Education

Enterprise (SaaS) Sales Executive

As an Enterprise (SaaS) Sales Executive, you will be responsible for revenue generation from Enterprise customers through acquisition of new logos and expansion within our established customer base.

Our client is looking for a proven sales professional with a track record of success selling subscription software into corporate and campus facilities. The ideal candidate will have the hunter sales persona and a polished skill set, proficient in consultative selling to all levels, particularly reaching buying influencers and financial decision makers.

Enterprise (SaaS) Sales Executives work as part of a team with marketing and operations to identify prospects, develop opportunities and win business. Once onboarded by our technical services team, our customers realize opportunities for additional workflow improvements, leading to upsell and cross-selling expansion revenue.

Primary Responsibilities:

• Generate revenue through the sale of subscription software licenses.
• Prospect for new customers using independent efforts as well as marketing lead generation.
• Grow and maintain a sales pipeline of qualified opportunities to a level that supports revenue initiatives.
• Participate in Account Based Marketing program to penetrate key accounts within targeted markets.
• Communicate our organization’s value proposition through customer interactions including process reviews, interviews, presentations, and product demonstrations.
• Document customer workflows and use cases of the Intra logistics platform.
• Assist with Channel development initiatives.
• Maintain existing customer and industry relationships.
• Work with our Onboarding and Customer Support teams to manage customer issues and escalations.
• Lead the Buyer’s Journey – qualify prospects, identify needs, propose solutions, sell the organization’s value, identify, and use internal resources to overcome obstacles, negotiate and close business. Kick-off onboarding by providing clear expectations to internal resources and the customer team.
• Support industry events such as tradeshows and user meetings.

Measurables:

• New Annual Recurring Revenue generation
• Acquisition of new logos
• Growth of expansion revenue at existing customer sites
• Identification of new prospects
• Sales pipeline growth and movement of opportunities through the sales process

Requirements and Necessary Skill Sets:

• Proven track record of enterprise software sales – Hybrid SaaS model
• Bachelor’s degree in business or related field
• Professional sales program training and practice, such as Miller Heiman
• Experience and understanding of building and campus facilities.
• Technical savvy to demonstrate software features and their fit within the client’s process. Understanding of basic IT environments and requirements.
• Business acumen and people skills to work with clients at a strategic level.
• Patience in communicating technical concepts to non-technical people.
• Strong written and verbal communication skills, including group presentation ability.
• Clear “customer-first” and client engagement skills
• Excellent problem-solving and critical thinking skills
• Ability to multitask in a fast-paced and highly collaborative team environment.
• Desire for US-based Travel – 50%+
• History of working remotely and independently
• Knowledge of CRM systems such as NetSuite