Nov 29, 2022
We are looking for a high-achieving Sales Executive to contribute significantly to the success of the business as it continues to grow. The chosen applicant should have a track record of successfully setting up meetings with senior directors—i.e., decision makers—and managing every step of a difficult sale and seamless client integration process. As part of the company's overall growth strategy, they will be actively planning, implementing, and overseeing business development operations that will reach sales goals. The successful applicant will consistently demonstrate knowledge of consumer behavior and market trends while also monitoring competitor market changes in order to meet these expectations. This is a remote, permanent, full-time position, You can work from anywhere.
Attaining assigned quarterly and annual quota through closure of mid-market ($80k to >$500k) Annual Contract Value (ACV) new clients
Negotiating effectively, generating support and cooperation from a variety of key stakeholders to close deals that contribute to the defined revenue and growth targets
Guiding prospects by demonstrating market expertise, and client awareness to uncover business needs. Understanding the way influence flows through the organization, budget is developed and allocated, decisions get made, change is implemented, and investment decisions are approved
Being responsible for accelerating the sales cycle, understanding the organizational landscape, decision criteria, risk associated with change while securing buy-in and alignment across multiple stakeholders
Directing cross-functional teams to marshal resources, architecting the narrative and lead sales activity for new pursuits
Leading with authority to quickly identify value proposition, establishing fit and outlining SMG’s differentiation in the marketplace
Delivering fundamental product demo with proficiency, tying the features of the product to specific business challenges the prospect is facing
Negotiating common contractual terms (for ex, term length, pricing, scope, termination language, etc.)
Maintaining up-to-date and accurate recording of sales activities within the corporate CRM platform on a daily basis, not because the administrative work checks a box, but because you know that without you sharing the status of important sales cycle activities it is impossible for your leader to be the best possible coach
Providing insightful feedback to the organization on their assigned clients’ buying criteria and defining the client-specific messages and message delivery strategies to position SMG ahead of competitors in the minds of the clients against those criteria
Fierce competitor able to lead pursuits from the front, but also a team player who can engage other specialized teams (e.g., Solution Engineering, Marketing, etc.)
Believer in the value and benefits of a strong, clear sales process, and the proven ability to be successful in a system-oriented sales environment
Possesses the experience and intellectual capacity to understand the complexities of mid-market company’s business. Able to quickly develop an understanding of the key value drivers and key performance metrics of the prospect.
“Drive for results” orientation with a strong work ethic. Able to prioritize the important over the urgent and navigate competing stakeholder agendas to close agreements.
High degree of intellectual curiosity – Innately curious to uncover new ideas, learn new things, and understand optimal solutions to client problems.
Courageously committed to success – Willing to be uncomfortable and push beyond the known, safe, and predictable to secure a winning deal for client and company.
Capable of persuading others to change their minds or behavior, while actively looking for ways to help people / companies achieve great business outcomes.
A proven track record of 5+ years in sales with demonstrated success closing $80k+ USD annual contract value software subscription deals of multi-year duration
Strong understanding of a structured consultative strategic selling process (e.g., Franklin Covey or similar)
Bachelor’s degree (or equivalent experience) required
Senior-level contacts in the vertical(s) you will be selling to. Ability to nurture and develop new and existing client relationships
Experience in the area of customer and/or employee experience
Expert-level executive presentation skills with experience & comfort being in the spotlight and dealing with C-level audiences
Giving full attention to what other people are saying, taking time to understand the points being made, asking questions as appropriate
Using logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions or approaches to problems
Comfortable in daily use of the applicable component of SMG’s MarTech stack (CRM, LinkedIn Sales Navigator), and – upon occasional need – to leverage our prospecting tools when the sate of our pipeline’s health requires exceptional attention (Outreach, ZoomInfo, Sendoso, etc.)
Comfortable in a Remote-First environment, hitting goals by Zoom and other remote means the majority of the time. As occasionally required, the ability to travel as needed (1-2 conferences or trade shows per annum at most, and occasional prospect-facing travel) – not more than 25%
This is a remote, permanent, full-time position. You can work from anywhere.
Ample opportunities to learn and grow.
Diverse, experienced, and friendly team which will welcome you, support you and challenge you.
We are proud to be an equal opportunity employer. We celebrate diversity and create an inclusive work environment in which all our colleagues experience belonging, have their unique needs respected and met, have equal access to opportunities and resources, and feel fully engaged to contribute to the company’s success