Published On
1 week ago
Position
Full Time
Location
BOSTON, MA, TAMPA, FL / REMOTE IN THE US

Strategic Account Executive, Higher Education – Conversational Revenue Acceleration Platform

glenbornjobs Glenborn Corporation

Our client is the Revenue Acceleration platform that uses Conversational Marketing and Conversational Sales to help companies grow revenue and increase customer lifetime value, faster. More than 50,000 businesses use our client’s solutions to align sales and marketing on a single platform to deliver a unified customer experience where people are free to have a conversation with a business at any time, on their terms. Their mission is to use conversations to make business buying frictionless, more enjoyable, and more human.

Our client has been recognized by LinkedIn as one of the Top 50 Startups to work for in 2018, 2019, 2020, and 2021!

About Digital First

Our client is a Digital First company, which means Remote is the primary experience for all employees. For the majority of their positions, your location is flexible! If “Remote” is stated in the job location, that role can be located anywhere our client is authorized to do business in the United States.

This role can be located remotely in the United States or in one of our client’s offices where they have a Conversation Space in Boston, MA or Tampa, FL. This role will be covering their Higher Education East Coast Territory.

Responsibilities:

  • Drive revenue by meeting and/or exceeding sales quota on a monthly, quarterly and annual basis
  • Develop and execute sales strategy with equal emphasis on net-new accounts and expansion of existing accounts
  • Represent Conversational Marketing and Sales Software relative to the competition
  • Forecast and report sales activity and metrics
  • Develop comprehensive understanding of clients’ key business drivers
  • Partner with Solution Architect team to deliver solutions for our client’s clients and close new business
  • Create high impact presentations designed to highlight additional value to clients
  • Manage multiple buying contacts within prospective clients and formulation highly impactful organization-wide recommendations
  • Formulate and present formal proposals
  • Negotiate sound financial agreements which are solid business solutions for our client and their clients
  • Track sales activity in Salesforce.com and report information to management
  • Collaborate cross-departmentally to ensure superlative customer experience
  • Work closely with Product Management and Product Marketing to help develop product requirements and the product roadmap in line with market requirements

 

In one month you’ll:

  • Attend comprehensive organization training and learn our client’s solutions and value provided to their Enterprise customers
  • Complete our client’s in-depth product training, including learning how to use the product for your own business
  • Develop a regular meeting cadence with your Regional Director 
  • Meet with key players in the Customer Service, Product and Sales Operations teams 
  • Shadow a minimum of 10 prospect meetings with Enterprise sales colleagues
  • Build out your strategic quarterly and annual territory plan 
  • Identify and target prospects similar to the company’s most successful customers 
  • Draft your plan of attack for hitting your first quarterly quota

By month 3 you’ll: 

  • Master our client’s product and have a good understanding of the industry and competition
  • Fully understand the company’s internal ecosystem and be able to collaborate cross-functionally to provide a best in class sales process
  • Conduct deep research on priority accounts identified in your territory
  • Develop a prospecting strategy for you and your BDR aiming for 5 demos per week
  • Build pipeline through well-crafted prospecting messages and videos 
  • Build out strategic onsite agenda for cross functional sales meetings   
  • Determine your “Sales Math”, your activity needed to generate the right amount of pipeline to hit or exceed your quota
  • Determine you inbound and outbound prospecting mix strategy 
  • Prepare and present software demos and successfully guide prospects through the buying process 
  • Close your first deal

By month 6 you’ll: 

  • Build and manage a strong pipeline of prospective customers and provide accurate sales forecast through Salesforce
  • Drive complex, sales deals from initial contact through close within a fast paced environment
  • Review Top Account close plans with Sales Director and identify potential gaps
  • Exceed or on track of quarterly quota
  • Work with your manager to identify a plan of continued growth
  • Bring your thinking, strategy and ideas to the team to advance our client’s unique culture and vision for the future
  • Set up time with your Sales Director to discuss your professional development interests

 

About you and what type of skills you’ll need:

  • 2+ years of experience selling complex SAAS solutions to higher education
  • 5+ years of experience in a closing SAAS role 
  • Demonstrable track record of above target performance
  • Excellent forecasting, reporting, and communication skills
  • Extraordinary presentation and interpersonal skills, and an ability to interface to senior levels of an organization and develop productive C-level relationships
  • Proven ability to lead an effective sales process and close new business
  • Proactive territory management, prospecting, and ‘trailblazing’
  • Smart, organized, self-motivated, flexible and team player
  • Intellectual curiosity and a desire to grow a business
  • Experience with working in a growing company selling a product for a category creator; products not budgeted for already
  • Experience with Salesforce.com and other virtual selling tools such as Zoom, Webex and other comparable tool

 

To Apply:

Please fill out the form below or email your resume to welcome@glenborn.com