*This post was created on behalf of one of Bravado’s clients.
Our client is modernizing the $100 billion-per-year protection plan industry using cutting-edge technology and top-notch customer service. Their technology-forward omnichannel and API-first solution allows any merchant to offer protection plans, both online and in store, while also providing a merchant's end customers with a vastly improved and modern support experience that eliminates many of the issues customers face today with legacy underwriters. More recently, our client's also launched a shipping protection solution, covering consumers in the case of lost, damaged or stolen packages. This is further expanding their addressable market and value creation for merchants. They are a venture-backed startup founders who have previously had multiple successful exits. Our client's simplifies the technology stack for the product and shipping protection industries.
Location: United States in America (Remote)
About the Role:
The Sales team is responsible for structuring partnerships with industry-leading, omnichannel merchants. The Account Executive is the quarterback of the deal cycle, responsible for managing a complex set of relationships, both internally and externally, to successfully navigate a highly consultative sales process. We are looking for detail-oriented self-starters with a bias towards action and genuine curiosity when it comes to understanding their buyer’s needs and delivering against a complex and custom set of requirements. Successful AEs are comfortable with ambiguity and are not afraid to roll up their sleeves to solve their customers’ unique problems, oftentimes building new materials, financial models, presentations, etc. completely from the ground up. There is a heavy emphasis on building quality pipeline from seat - this is a predominantly outbound sales motion.
Requirements :
- Candidates should have a successful track record in enterprise sales or account management roles, preferably within the same or related industry. Demonstrated experience in exceeding sales targets and driving revenue growth is essential.
- A deep understanding of the industry or industries in which the company operates is crucial. Candidates should be familiar with market trends, competitive landscape, and the specific needs and challenges of enterprise clients.
- Candidates should possess strong strategic thinking and planning skills. They should be able to develop comprehensive account plans, identify growth opportunities, and execute sales strategies effectively.
- Excellent relationship-building skills are essential for this role. Candidates should have experience in cultivating and maintaining relationships with senior-level executives and key decision-makers within enterprise accounts.
- Candidates should be skilled at conducting needs assessments, understanding client pain points, and recommending tailored solutions to address their specific requirements. Strong consultative selling skills are necessary for success in enterprise sales.
- Candidates should have strong negotiation skills and the ability to navigate complex sales discussions. Experience in negotiating contract terms and closing high-value deals is important.
- Excellent communication skills, both verbal and written, are necessary for effectively engaging with clients, articulating complex ideas, and presenting solutions in a clear and compelling manner.
- Strong analytical skills are required for analyzing sales data, tracking performance metrics, and identifying opportunities for growth. Candidates should be able to leverage data and insights to inform strategic decision-making and drive sales outcomes.
- The ability to collaborate effectively with internal teams, including sales, marketing, product management, and customer success, is important. Candidates should be able to work cross-functionally to align efforts and achieve shared objectives.
- Candidates should be highly motivated by sales targets and quotas and driven to exceed expectations. A results-driven mindset, along with a strong work ethic and determination, is critical for success in this role.
In this role, you will:
- You will devise and implement comprehensive sales strategies aimed at acquiring new enterprise clients and expanding business within existing accounts.
- You will cultivate strong relationships with key decision-makers and stakeholders within enterprise accounts, acting as a trusted advisor and understanding their business needs.
- You will identify potential business opportunities within enterprise accounts, conduct thorough needs assessments, and qualify prospects based on their fit with the company's products or services.
- You will deliver persuasive sales presentations and product demonstrations tailored to the needs and objectives of enterprise clients, effectively communicating the value proposition of the company's offerings.
- You will lead negotiations with clients, addressing pricing discussions, contract terms, and other aspects of the sales process to successfully close deals and achieve revenue targets.
- You will work closely with internal teams such as sales, marketing, product management, and customer success to align efforts and ensure a coordinated approach to serving enterprise clients.
- You will maintain accurate records of sales activities, track progress towards sales targets, and provide regular reports and updates to management on sales performance and forecasts.
- You will stay informed about industry trends, market dynamics, and competitor activities relevant to enterprise accounts, leveraging this knowledge to identify new opportunities and stay ahead of the competition.
- You will ensure a positive customer experience throughout the sales process and beyond, addressing client inquiries, resolving issues promptly, and providing ongoing support to ensure client satisfaction and success.
- You will seek opportunities for continuous improvement in sales processes, methodologies, and performance, learning from successes and failures to optimize sales effectiveness and drive results.
Life at our client:
- Working with a great team from diverse backgrounds in a collaborative and supportive environment.
- Competitive salary based on experience, with full medical and dental & vision benefits.
- Stock in an early-stage startup growing quickly.
- Very generous, flexible paid time off policy.
- 401(k) with Financial Guidance from Morgan Stanley.
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