Account Executive

We help communities grow and prosper by delivering easy-to-use digital services enabled by our integration solutions. Connecting systems and automating the flow of data transforms the work of our customers. They can connect their systems to simplify users’ lives, empower teams with data to make better decisions and transform inefficiency into innovation. We directly affect the lives of millions of citizens, rate-payers, businesses, and students.

Your mission: To identify and close net-new business.

We’re looking for an Account Executive excited to expand our sales pipeline, deliver net-new subscription revenue, and provide our customers with a new approach to integration that will save them time and money and enable them to focus on more than the data plumbing. You might have a qualification in technology or business with experience delivering technical sales and helping customers in complex enterprise sales to acquire new technology. You’ll also be a friendly, driven self-starter who can work autonomously – we won’t be looking over your shoulder, and we’ll trust you to advise what it will take to succeed with prospects you introduce.

WHAT DOES SUCCESS LOOK LIKE?

By 6 Months:

• Automated sales prospecting to target personas leveraging ZoomInfo, ZoomInfo Engage, and HubSpot
• Created a sales call/email cadence with 9-12 touches for 25 net-new contacts daily and follow-up on any interest.
• Refined target prospect personas for at least two industries.
• Closed 12 net-new accounts with an average year-1 deal size of US$45K.
• Monthly sales forecasting correctly identifies 70% of expected sales.
• KPIs: # new accounts, Year 1 sales

By 12 Months:

• Write a weekly blog that resolves one objection or outlines the SDNA approach to a customer problem discovered during sales calls.
• The outbound call appointment setting rate has doubled over the previous six months.
• Closed 30 net-new accounts for the year with an average year-1 deal size of US$45K.
• # new accounts, Year 1 sales, # blog articles

Top 5 Responsibilities

1. Close New Accounts:
   1. Generate an average of 3 sales monthly at US$45,000 year-1 revenue.
   2. Leverage referrals from existing accounts.
   3. Follow up on inbound sales leads from marketing to qualify and close.
2. Outbound Sales Execution:
   1. Profile and automate the generation of prospect lists from ZoomInfo based on customer personas;
   2. Revise and update sales flows with the most successful messaging to drive call prospecting
   3. Identify key objections and write corresponding blogs to resolve them;
   4. Increase prospect database in HubSpot by 3,000 - 5,000 contacts to drive marketing campaigns;
3. Manage Sales Pipeline:
   1. Build a sales funnel that leverages close metrics by stage with enough opportunities at each stage to support sales targets.
   2. Update deals in the HubSpot CRM with activities, notes, quotes, and next steps to drive deals through the funnel.
   3. Forecast deal close with a 70% accuracy by month and deal size.
   4. Recommend the configuration changes or automations of HubSpot Sales Hub to simplify sales pipeline management.
4. Sales Method:
   1. Quantify the activities required to complete each sales stage, leveraging the Challenger Sales Method – Teach, Tailor, Take Control.
   2. Amend sales playbooks to document the sales approach and successes.
   3. Highlight key customer concerns or opportunities for marketing to generate sales enablement material.
5. Support Marketing Initiatives:
   1. Participate in trade shows, network with prospects, and collect and follow up on new leads.
   2. Initiate ideas for marketing campaigns targeting specific industries, job functions, or use cases.
   3. Review Marketing Qualified Leads (MQL) and convert them to sales leads or provide honest feedback if MQLs are not progressing into the sales funnel.

Qualifications

Your personality matches our core values:

• Belief in our Work: We help people and businesses grow and love doing it.
• Humility: We always have time to help our team and our customers. There is no room for egos.
• Accountable Experts: We own our commitments and deliver on them.
• Creativity: We believe new ideas are messy and that making mistakes is part of progress.

And work is but one aspect of our lives - we encourage and celebrate life outside of work.

This position requires the following certifications or combinations:

• Degree in Technology, Business, Geography; OR
• 7+ years of relevant work experience.
• Certificates in HubSpot sales tools or Challenger Sales Methods are highly desirable.

Required skills and abilities:

• Able to convey complex technical information in an accessible, exciting way
• Must be comfortable working remotely
• Experience working with robust CRM tools, including email management systems
• Experience preparing presentations and quotations in Microsoft Office
• Must be organized and work well in a team setting. Be open to feedback from others and give honest, non-judgmental feedback to others.
• Professional, precise communication skills

Total Compensation:

• Base Salary: dependent on your experience, ranges from $80,000 - $120,000
• Merit: dependent on meeting business targets for generating outbound sales, ranging from $0 to $150,000+. We do not put a cap on sales compensation.
• Formal Training: $2,000 per year
• Health Insurance: Extended health insurance, including alternative healthcare and dental, and anonymous mental health support for you and your family
• Formal Training: $2,000 per year
• Income Protection: Short- and long-term disability, life insurance, and discretionary sick or personal time
• Vacation: 3 weeks annual vacation
• Meaningful and Challenging Work: Integration is a key component of any Digital Transformation program. Our work helps businesses and communities grow by digitizing work across departments and automating administrative tasks that take up people’s time. We enable our customers to unleash the creativity of their staff to solve the real problems in their communities. Telling our customers’ stories and providing content that educates and entertains helps people learn, grow, influence, and make a difference - regardless of whether we do business with them.
• Informal Learning Opportunities: Mentoring from our CEO and Director of Global Business Development. Monthly Education Sessions on topics of human performance, leadership, high-performing organizations, and customer service from luminaries such as Richard Branson (CEO Virgin Group), Jochen Zeitz (CEO Harley-Davidson), Simon Sinek (Author), Bozoma Saint-John (CMO Netflix, Uber, Apple Music)