Field sales, SaaS for B2B Sales and Marketing Productivity and Compliance

Xtra Effort Solutions, Inc. - NYC, Chicago, Boston, San Diego, NY, IL, MA, CA

Field sales, SaaS for B2B Sales and Marketing Productivity and Compliance

 

Career Opportunities: enterprise SaaS senior field sales executive, selling to targeted a) major account and, b) global accounts (two different roles)

 

Location: Chicago, Boston, NY, San Diego

 

Solution: SaaS to help B2B sales organizations improve effectiveness and compliance through superior sales &  marketing content integration (creation, iteration, distribution, etc.)

 

Industry focus: banking, insurance, financial services

 

Sales model: land and expand accounts

 

Quote from a VP of Global Account Sales and friend of Xtra Effort, who recently joined them: “Mark, they have, by far, the most accomplished inside Customer Development team and methodology. The results are staggering relative to targeting, researching, and develop high quality prospect relationships (and documented mapped buyer profiles, decision making processes, etc.) for the field sales executives to then further qualify and close

 

Criteria:

  • 7-15 years of experience
  • Most recent role is an individual contributor, hunter of net new enterprise accounts with a SaaS company
  • Bachelor’s degree
  • Infrequent job changes
  • Proven track record selling $200k+ SaaS deals to Fortune 1000 companies
  • Recent and deep experience selling to line of business executives (not exclusively IT), preferably to Sales and Marketing executives
  • Track record of developing net new accounts
  • Experience working for a technology company that does NOT issue established accounts to expand (greenfield, targeting account selling)
  • Strong preference for candidates who have sold SaaS solutions to industries where compliance is a big issue


Company:

  • Four years in a row of 100% annual growth
  • Sample clients: Deutsche Bank, Vanguard, Sunovion, GettyImages, Lockton, TIAA, Allianz, BNY Mellon
  • A culture that evolves around producing satisfied customers, leading to satisfied employees (and easier sales from an account expansion and referral perspective)
  • 6+ years in business
  • Global
  • Over $55m in venture capital from the best and most globally recognized venture firms
  • PreIPO status
  • 250 employees
  • Top righthand quarter within several top analyst firm grids
  • Recipient of Best Place to Work over multiple years
  • Executive team was previously responsible for an IPO technology firm with global reach that was ultimately purchased with favorable financial returns for their employees

 

Competitive advantages:

  • Solutions are purpose built for both revenue improvement AND compliance and risk management
  • Proven track record of helping customers see huge gains in their sales wins
  • Their SaaS enables the production and distribution of impactful and compliant content in a timely fashion

 

Territory: targeted accounts

 

Support:

  • Proven and effective inside sales team. 1:1 BDR to Field sales support ratio
  • Field Sales Engineers
  • Marketing

 

Why this company and role are compelling

  • Company is recognized as the best in class by industry analysts
  • 100% annual growth the past 4 years in a row
  • Deep field sales engineering and inside sales support
  • Top sales people are earning $400k+
  • The majority of this sales team is making quota
  • LOTS of LARGE Targeted Accounts to pursue
  • SaaS solution, once discovered, is considered a must have, and is not a commodity
  • ROI is big and evident to prospects
  • Strong commission structure
  • True preIPO potential

 

Average Deal size range is $250k to $400k, with $1m+ exceptions

 

Quota: $1m for the major account role, $1.2m for the global account role


Compensation:

  • Salary and OTE: competitive (for a sales professional with 7 – 15 years of experience)
  • Equity
  • Competitive benefits


Posted On: Wednesday, January 23, 2019
Compensation: 130,000



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