Account Executive - Southeast
Location
Remote
Level
Senior
Department
Account management
Type
Full - Time
Salary
Job Description
Posted on:
March 15, 2023
We are searching for an experienced enterprise Account Executive that has a real passion for technology and can deliver on bold revenue targets. As we continue to enter into bigger markets, and formalize our support for the larger enterprise segment, this division within Moveworks will blaze the path for organizational growth. This is a lucrative opportunity to break into new accounts within a rich green territory, avoid competing with representatives for account ownership, as well as closing deals with accounts with 10,000+ employees.
Responsibilities
- Prospect into large fortune 1000 companies while running an efficient sales process
- Maintain, build and own specific relationship maps for your territory including existing relationships and aspirational contacts
- Ensure high forecasting accuracy and consistency
- Consistently achieve quarterly and annual numbers
- Consistently build strong pipeline (3.5x of quota)
- Consistently achieve leading indicator targets – NBMs, CDDs, AIAs, and CQDs
- Develop a deep comprehension of customer's business
- Establish loyal champion relationships within account targets who can navigate, guide, and refer opportunities
- Negotiate favorable deals and business terms with large commercial enterprises by selling value and ROI
- Handle existing customer expectations while expanding reach and depth into assigned territory
- Identify robust set of business drivers and move towards motivated buyers behind all opportunities
Job Requirements
- A sales professional with 5+ years closing complex software deals (mix of field selling within mid-market and enterprise)
- Driven and have met/exceeded direct sales goals of 1M+ and operated with an average deal size of $150k+ while continuing to close $MM deals
- Able to demonstrate sales methodology to prospect, build pipeline, exploit tools/resources, and leverage a strong contact network in pursuit of new logo acquisition
- Experienced in working for an innovative tech company (SaaS, IT infrastructure or similar preferred) selling ‘unbudgeted’ software without a big brand name.
- Familiarity with the challenger sale or MEDDIC approach
- President’s Club, top rep, top percentile performer, consistent YoY overachievement
- Systematic approach to Pipeline Generation that ensures both consist pipeline growth week over week and strong messaging contained in actual emails/calls.
- NBM Prep & Execution - Ability to walk into NBMs with a perspective, position Moveworks and our differentiation, and schedule next steps
- Building Champions / Navigating Personas - Developing champions effectively in each sales cycle and getting multi-threaded within accounts
- Business Pain Discovery - Clear understanding of the pain a prospect feels and the associated business metrics to that pain (tied to revenue/cost/risk)
- Technical Validation - Leverages CDD & SDW to uncover their required capabilities and ties them back to business pain
- AIA Execution - Effectively navigates AIA stages and builds effectively AIA readouts
- Business Case Creation - Unified narrative of what we’ve uncovered to connect discovery pain to AIA readout and pricing
- Deal Hygiene (Mutual Action Plans / SFDC)
