Job Title: Commercial Account Executive NORAM

Level: Specialist

Working Hours: Full Time (40h/Week)

Contract: Employee (US)

Location: Remote (US)

Your Team 👥

You will report to our Head of Sales NORAM and join the Sales team. On TheOrg you can view the complete structure of our organization, including information about every team member, hiring managers and the size of each department.

Your Responsabilities ✏️

As a Commercial AE, you will play a crucial role in consistently achieving assigned quarterly sales targets for both new sales (inbound and outbound) and upsells within the assigned territory, while working cross-departmentally with marketing, sales ops, customer success, and solution engineering teams to ensure everything from proper CRM hygiene, consistent pipeline generation, consistent revenue attainment and proper customer onboarding and implementation.

Mandatory Hard Skills 🎯

• 3 to 5 years of commercial software sales experience;
• Proven sales experience working with heavily regulated industries in the NORAM market;
• Demonstrated ability in pipeline generation from inbound and true outbound prospecting motions;
• Experience managing both inbound and outbound leads;
• Proficiency in conducting deep technical discussions with stakeholders;
• In-depth knowledge of the B2B business model;
• Experience in employing sales methodologies;
• Fluency in English;
• Willingness and ability to travel.

Desirable Hard Skills 💕

• Experience with open source.

Soft Skills ✨

• Passion: Genuine enthusiasm for what you do and how it contributes to our company's mission;
• Dream: Proactively seek out opportunities and challenges to achieve extraordinary results. If you're someone who takes initiative and is always striving to improve, you'll fit right in;
• Own: Take ownership of your work, set high standards for yourself, and be accountable for outcomes demonstrating a strong sense of responsibility and commitment;
• Trust: Recognizing the importance of trust and support and actively working towards a collaborative and inclusive workplace;
• Share: Communicating openly and transparently, ensures clarity and honesty in interactions.

What You'll Do 🖥️

• Achieving assigned sales targets;
• Generate 3-5x of your quarterly target in the pipeline generated;
• Accurately forecast with leadership weekly for total pipeline, best case, and commit as well as where you plan to finish each month/quarter;
• Utilize the MEDDICC framework to successfully qualify new business opportunities while keeping the CRM information accurate and up-to-date;
• Prospecting and developing new client relationships within a defined geography or market;
• Consulting with clients on business issues and research design;
• Developing innovative proposals and delivering strategic sales presentations;
• Making actionable and insightful recommendations for new products, extensions, or enhancements;
• Resolving sales or delivery issues;
• Working with potential clients to win the business through strategic thinking and a challenger sales mindset;
• Finding referrals from client stakeholders, CTOs, CIOs, or Executives;
• Consultative selling and intensely listening to your customers;
• Preparing comprehensive territory plans;
• Identifying and converting opportunities into sales;
• Skillfully executing each phase of the sales process, from pipeline generation to closing the deal;
• Masterful client presentations and running effective meetings;
• Clearly articulating the value proposition of solutions and products and the endless possibilities of the digital enterprise to your customers;
• Collaboration across all internal teams and resources to ensure you bring the best solution to your clients.