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 (

  • 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 ( 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 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: Thursday, April 16, 2020

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