Enterprise Account Executive

Key responsibilities as an Account Executive, Enterprise Sales:

• Achieve annual and quarterly ARR targets with consistency and predictability
• Opening new accounts
• Upselling existing accounts
• Ensure the delivery of a continuous pipeline of qualified opportunities through various prospecting means, including research, networking, cross-selling, cold calling, exhibitions, partnerships etc.
• Leverage partners to increase our scale and value to prospects and customers
• Provide timely and accurate pipeline forecasts and reporting
• Organize meetings with right stakeholders to pitch Sales Enablement and the strength of the Showpad platform
• Help steer the creation of high quality sales collateral which can be included in customer specific ABM
• Steer and manage a lead generation plan that can be executed and effectively nurtured by your BDR
• Develop an account plan and chessboard for each of your key accounts (prospects and customers)
• Work with clients to promote Showpad’s product capabilities throughout their business, utilizing joint events, marketing strategies, community calls etc.
• Negotiate contracts and agreements that achieve company objectives
• Effectively use the resources of the organization to support the sales process
• Tightly align with internal resources to ensure customer success and high subscription renewal rates
• Support the establishment of strong, lasting client relationships
• Identify and report on market trends, competitor activity, customer demand, buying process developments and other relevant market intelligence

Key Performance Indicators:

• Revenue forecasted and achieved on a quarterly and annual basis
• Value and quality of leads and opportunities 
• Customer satisfaction – feedback, contract renewal etc.
• Contribution to overall effectiveness of sales, marketing and service delivery – idea generation, participation with service delivery, effective reporting, commitment to continuous improvement

Expected Experience, Qualifications and Technical Knowledge:

• 5+ year of experience in direct selling of complex enterprise SaaS software solutions
• Consistent track record of delivering new and installed ARR bookings
• You have hit or exceeded your ARR quota at least three of the last five years
• Stellar communication skills and the ability to deliver dazzling presentations 
• Proven and experienced at managing complex deal teams across internal and external dimensions
• Experience at selling to C-level executives and maintaining those relationships
• Excellent at negotiating and closing deals
• Outstanding in opportunity qualification and disqualification
• Successful outcomes have been achieved with self-regulation and working independently
• You take ownership of things and set goals that drive outcomes
• Great team player - you support the achievement of organizational and team goals in a cooperative setting, working smoothly with dispersed, international team and management
• Strong verbal numerical skills