Account Executive

4 months ago

Sydney, Australia Siteimprove Full time

The New Business Account Executive role is a critical hire at Siteimprove as we drive our 2024 growth. This position will work closely with our high-value customers and prospects across multiple industries ($250M - $5B+ revenues) to identify key business issues and recommend Siteimprove solutions that drive positive business outcomes for them. We already have over 6000 customers realising tremendous business value from our platform.

The primary objective of the Account Executive at Siteimprove is to grow our ARR by selling our SaaS solutions to prospects in their territory. Build and cultivate relationships with our strategic customers and prospects through proactive targeted efforts by effectively aligning internal resources to their needs.

As an Account Executive, you will formulate and execute sales strategies for each of your assigned prospects and customers. We are looking for individuals who have an understanding of selling SaaS-based software products and solutions. Any exposure selling or working within the Martech ecosystem would be highly beneficial. The Account Executive will drive forward and lead New Business conversations with key Marketing personas. You will manage all aspects of the sales process including lead management, qualification, evaluation, close, and account care. Additionally, we are looking for collaborative, hungry, nimble, and intelligent Sellers with the ability and willingness to close large deals. This is a quota-carrying position.

**What you will be doing**:

- Responsible for new logo acquisition and increase in share of wallet within the install base ($250M - $5B revenue).
- Be accountable for your number, and exceed sales goals (quotas) quarterly and annually by building a healthy pipeline and opportunity conversion execution.
- Consistently execute a multi-threaded sales engagement with key stakeholders to ensure a high likelihood of success.
- Research and qualify potential business opportunities within your assigned list of named accounts.
- Generate business opportunities through professional networking, tradeshows, industry conferences, etc.
- Build credibility and trust while influencing buying decisions by uncovering business needs and priorities.
- Maintain and deliver accurate forecasting within our internal CRM (Salesforce) system.
- Work closely with internal teams to coordinate resources to make each account successful, including Marketing, Solution Engineering, Value Engineering, and Customer Success.
- Manage legal/procurement processes to create scalable, global agreements.
- Partner with our executive leadership team to leverage executive sales techniques and learn best practices.
- Participate in team-building and professional development activities such as strategy workshops and training.

**What we will require of you**:

- 5+ years of SaaS Sales experience.
- Experience selling Martech solutions such as Adobe Experience Cloud, Oracle Marketing Cloud, Demandbase, Braze, Amplitude, and 6sense.
- A proven track record of over-achievement both as New Business Sales and Account Management.

**What we will love about you**:

- Experience selling and conversing comfortably within a C suite environment including selling to C-level CMO or CDO.
- The ability to own your quota and consistently overachieve your number.
- Have experience managing complex sales cycles and numerous concurrent high-value deals.
- Working and driving forward
- Expertise in the transactional and enterprise levels of full-cycle selling.
- Guide prospects and customers to understand business value/impact proactively and strategically.
- Highly driven individual with an execution focus and a strong sense of urgency and adaptability
- Able to work independently and as part of a team in a fast-paced, rapid-change environment.

Base pay will depend on the position, individual qualifications, market, and other operational business needs.

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