Mid-Market Account Executive

Mid-Market Account Executive

Requirements

• A sales professional with 2+ years closing complex software deals (mix of field selling within mid-market and enterprise)
• Experience working for an innovative tech company (SaaS, IT infrastructure or similar preferred) selling ‘unbudgeted’ software without a big brand name.
• New logo hunting experience
• Driven and have met/exceeded direct sales goals of 1M+ and operated with an average deal size of $75k+
• Able to demonstrate sales methodology to prospect, build pipeline, exploit tools/resources, and leverage a strong contact network in pursuit of new logo acquisition
• 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 consistent 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 stages and builds effective readouts
• Business Case Creation – Unified narrative of what we’ve uncovered to connect discovery pain to readout and pricing
• Deal Hygiene (Mutual Action Plans / SFDC)

Responsibilities

• Prospect and build pipeline 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 such as
• 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 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

Preferred Qualifications

• Experience working for an innovative tech company (SaaS, IT infrastructure or similar preferred) selling ‘unbudgeted’ software without a big brand name.