Enterprise Account Executive

5 days ago

Melbourne, Victoria, Australia Culture Amp Full time

This is a Enterprise Account Executive role with one of the leading companies in AU right now -- Culture Amp -- with an amazing team. They are continuing to grow rapidly. This is the chance to join right as the takes off.

More About the Role at Culture Amp

**About the Role** This role bridges the responsibilities of acquiring new customers and fostering growth within an existing book of business. As a consultative, strategic advisor, the Account Executive will leverage deep product knowledge, customer insights, and a results-driven approach to drive new business acquisition (60%) while ensuring customer retention and expansion (40%). The role amplifies Culture Amp's mission by creating impactful partnerships and delivering measurable ROI to clients. **_In this role you will:_** **_New Business Acquisition (60%)_** - Proactively identify and engage potential customers through a mix of outbound calls, emails, LinkedIn, and attendance at marketing events (virtual and in-person). - Creation of specific points of view (POV's) on their identified 'lighthouse accounts' - Run tailored product demonstrations for People Leaders, establishing credibility and highlighting Culture Amp's competitive differentiators. - Build and manage a robust sales pipeline, expertly guiding prospects through the sales process from discovery to close. - Develop and present compelling business cases for prospects to adopt Culture Amp's platform, leveraging insights and ROI calculations. - Collaborate with internal stakeholders (e.g., legal, procurement, and security teams) to remove barriers and streamline deal closure. - Maintain accurate pipeline and forecasting data in Salesforce and other tools to meet quarterly new business quotas. **_Customer Retention & Expansion (40%)_** - Serve as a trusted advisor for existing customers, driving retention by proactively identifying risks and implementing tailored mitigation plans. - Creation of tailored Account Plans that help serve as a north star for the GTM functions. - Conduct regular strategic reviews, leveraging data-driven insights to uncover expansion opportunities and optimize customer engagement with the platform. - Build a sustainable pipeline of upsell and cross-sell opportunities, converting them into closed-won deals to achieve expansion targets across a rolling 6 month period. - Establish multi-threaded relationships with key stakeholders, fostering deeper connections to ensure long-term loyalty. **_You have:_** - 8+ years of sales experience with a focus on either new or expansion (or both) driven revenue targets. - Proven experience in the SaaS space, particularly within HR Tech or related fields. - Strong ability to identify and self-source both new and expansion opportunities, employing innovative strategies. - Exceptional executive presence with polished presentation and communication skills, particularly when engaging with VP and C-suite executives. - Experience building and navigating relationships within enterprise environments. - Familiarity with sales methodologies, such as MEDDPICC, and a solid understanding of deal stage progression. - Proficiency in leveraging data for decision-making and influencing others. - Skilled in assessing business opportunities and understanding diverse buyer personas. - Proven track record in orchestrating the closure of business deals with a clear understanding of customer needs. - Experience coordinating cross-functional teams (Solution Consulting, Security, Legal) through complex sales cycles We believe that our employees are the heartbeat of our success. We're committed to fostering a work environment that truly cares for and develops its people, and creates lasting positive impact. In addition to providing a competitive compensation package, some of the key benefits we offer are:  - Employee Share Options Program: We empower you to be an owner in Culture Amp and share in our success - Programs, coaching, and budgets to help you thrive personally and professionally - Access to external providers for mental wellbeing and coaching support to sustain the wellbeing, safety and development of our people - Monthly Camper Life Allowance: An automatic allowance paid out each month with your pay - you can spend it however you like to help improve your experience and life outside work - Team budgets dedicated to team building activities and connection - Intentional quarterly wellbeing pauses: A quarterly company-wide shutdown day in each region to to collectively pause, reset and focus on restoration and rest, without having to tap into individual vacation time - Extended year-end breaks: An extended refresh period at the end of year - Excellent parental leave and in work support program available from day 1 of joining Culture Amp - 5 Social Impact Days a year to make a positive impact on the community outside of work - MacBooks for you to do your best & a work from home office budget to spend on setting up your home office - Medical insurance coverage for you and your family (Available for US & UK only) 

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