Account Executive for file management / info governance product

LaBine & Associates - New York, NY

Our client is a proven, market-leading file analysis software used for content discovery, compliance, classification and ongoing governance. We are looking to add a highly motivated Enterprise Software Sales Executive to our team. As a member of our Enterprise Sales team, you'll join a fast-growth start-up, hit the ground running and help execute on our domestic sales strategy.

We're looking for proven, high-performance individuals with experience selling SaaS/B2B products. If you're a seasoned sales professional who is excited to work in a complex commercial environment, while helping define key strategic and operational initiatives, we'd love to speak with you!

Roles & Responsibilities:

  • Achieve and exceed quarterly sales goals through full sales cycle management from prospect creation, value proposition, negotiation and deal closure

  • Prospect and identify potential organizations and decision makers/influencers in those organizations to target for the company's products, working with our SDR team to harness set meetings as needed

  • Pitch file analysis software, to identified leads (SDR/Marketing generated) and identify potential opportunities for new business

  • Successfully manage and overcome objections and move opportunities through the pipeline to close

  • Build and manage a healthy pipeline of qualified opportunities to meet/exceed sales objectives and key performance metrics

  • Ensure strong client/prospect communication and follow-up by documenting all designated calls-to-action, follow-up dates, complete profile information, lead source, and prospect interaction in the CRM system (Salesforce.com)

  • Develop a solid working knowledge of our software suite (Discovery Center) to determine what problems they solve and the benefits they provide to potential customers, mapping needs to use cases where possible

  • Maintain complete and accurate records of all sales activity throughout the sales cycle in our CRM system (Salesforce.com) to ensure effective pipeline and lead management, accurate forecasting, deal history, and competitive activity for tracking and management reporting

  • Collaborate with subject matter experts, Sales Engineers and peers to meet assigned targets, particularly demoing and POCs.

Desired Skills & Experience:

  • Seven plus years of experience selling enterprise software, ideally within the file analysis, information governance, eDiscovery or related fields

  • Demonstrated track record of consistently meeting and exceeding sales quota

  • Proficiency in prospecting, qualifying, developing, managing and closing business with complex B2B sales cycles

  • Strong presentation, communication, organization, multitasking, and time management skills with strong ability to actively listen and determine customer needs

  • Must have excellent communications skills with the ability to make a positive connection with people in person/over the phone

  • Experience with Salesforce.com and conducting professional online and onsite meetings

  • Ability to work independently with limited direction in a fast-paced environment; must be a high-energy, motivated self-starter

  • Comfortable in a start-up environment

  • BS or BA level degree in business or a related field preferable

  • Sales Executive Skills and Qualifications: Presentation Skills, Client Relationships, Emphasizing Excellence, Energy Level, Negotiation, Prospecting Skills, Meeting Sales Goals, Creativity, Sales Planning, Independence, Motivation for Sales

 



Posted On: Friday, October 25, 2019



Position Contact
Laura LaBine
Chief Talent Officer
(650) 393-3161
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