Account Executive, Enterprise Growth

3 weeks ago

Sydney, Australia Sprout Social Full time

**Description**

Sprout Social is looking to hire an Account Executive, Enterprise Growth to join the Sales & Success team, based in Australia.

**Why join Sprout's Sales & Success team?**

Joining the Sales and Success team is an opportunity to accelerate your career. We're a winning team selling and supporting the leading social media management platform for businesses. Not only do you get to work alongside some of the sharpest minds in the industry, you also get to work with some of the biggest brands in the world including GIGABYTE, Nando's Malaysia, WeGo, and Zalora. And the real kicker? You get to design your own career and follow the path that's best for you. Wherever you want to go, we're committed to helping you get there.

**What you'll do**
- Generate new business from existing clients and serve as their product specialist
- Identify opportunities for upselling and increase individual account values
- Partner closely with our Account Management team, who will transfer qualified opportunities into your book of business
- Prospect, develop and close new sales opportunities within the largest prospects in our upsell segment.

**What you'll bring**

Sprout Social is looking for a highly driven, collaborative and tech-savvy Account Executive with strong business acumen to join our expanding Growth Enterprise sales team. Ideally, you will be equally driven by a customer-centric mentality as well as a desire to close new business.

These are the minimum qualifications that our hiring team is looking for in this role:

- 4+ years of closing experience in B2B sales
- Proven success selling/cross-selling to enterprise organizations
- Ability to manage a large number of prospective accounts and identify problems, opportunities and consultatively provide solutions for each of them
- Experience building relationships, presenting and selling to senior level decision makers across multiple functions
- SaaS experience preferred
- Experience working with internal partners and cross-functional stakeholders to increase deal momentum and exceed customers expectations

**How you'll grow**

Within 1 month, you'll plant your roots, including:

- Complete Sprout Social's new hire training & onboarding program alongside other new Sprout team members. You'll gain a broader understanding of our products and how your role fits into the organization.
- Partner with our APAC and Growth Leaders to define key success metrics for your role and how you will measure against them.
- Meet with current members of the Enterprise Sales team individually to understand what's working, what's not, and gather learnings to implement into your role.
- Shadow Account Executives on calls live or through Gong to learn sales strategies and positioning.
- Dive right into our platform to learn about what makes our platform unique, how our solution impacts business objectives and why customers love our solutions.
- Learn Sprout's go-to-market messaging, key differentiators, develop and personalize segment-specific value propositions.
- Learn the relevant customer stories and case studies to justify your value propositions with real ROI examples from the field.
- Complete a demo and written certification to ensure comprehension.
- Learn Sprout's existing customer sales process by shadowing your peers.

Within 3 months, you'll start hitting your stride by:

- Outbound to your book of business and begin the process of building relationships with key strategic stakeholders.
- Understand where we can expand our offerings by expansion into new business units or increasing utilization of our platform with existing users.
- Own your numbers - consistently meet and exceed your activity goals to build a fruitful pipeline that will provide consistent quota attainment.
- Conduct active research leveraging all available tools and data sources to understand your client's brand, culture, KPIs, partners, and success metrics so you can add value throughout your interactions and become a trusted advisor.
- Gain a solid understanding of your customer's internal transitions and mitigate the risk of churn.

Within 6 months, you'll be making a clear impact through:

- Have built solid relationships at the C-Level within your "book of business".
- Represent Sprout at conferences and engage potential leads in person at trade shows and events to continue to build our customer base.
- Become a Sprout Social and social media expert to confidently speak to ever-changing trends, new product features and platform enhancements to help our customers realize their full potential and accomplish their goals.
- Consistently achieve your revenue targets.

Within 12 months, you'll make this role your own by:

- Mentor and develop your BDR to become best in class at their respective functions and further advance their skill sets and career trajectory.
- Step up as a peer leader to share best practices across the organization and help others grow from your experiences.
- Consistently mee

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