AuditBoard

Commercial Account Executive – East

AuditBoard

full-time

Posted on:

Location Type: Remote

Location: United States

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Salary

💰 $88,000 - $132,000 per year

About the role

  • Execute full-cycle sales including territory planning, pipeline generation, and progressing sales opportunities to close – we are in search of dynamic and ambitious sales achievers who can build a viable pipeline – this role has a 90% net new business target.
  • Exceed annual sales targets of >$1M
  • Expanding new business opportunities in existing + new customer accounts within your assigned territory to meet and/or exceed quarterly/annual quota with 10% of your focus on expansion selling
  • Collaborate with CCOs, CAOs, CFOs, CIOs, CTOs, EVPs, and SVPs to develop tailored solutions that meet their specific needs.
  • Identify prospective customer's pain points, educate them on AuditBoard’s value, highlight our differentiators, effectively demo the product via video conference / onsite, and guide prospects through the sales process with 25%-30% travel, including client and partner meetings as well as events and conferences.
  • Co-create a solution and business case to enable stakeholders across the business to advocate for and adopt Auditboard into their organization.
  • Work closely with SDRs/BDRs and Product Solutions to achieve sales goals and partner with the Implementation and Customer Success teams to support and set customer expectations.
  • Develop and implement sales strategies aligned to goals and targets by leveraging MEDDICC sales methodology.
  • Collaborate with channel partners to tackle strategic opportunities.

Requirements

  • 5-7+ years of SaaS sales experience selling enterprise, B2B solutions (steady and progressive tenure in career, ideally 3 years in one company) OR Senior Manager or higher in a Risk Advisory practice (i.e. risk management, internal audit) of a Big4 firm or mid-tier firm
  • Proficient in using MEDDICC/MEDDPICC with a consistent track record of exceeding quarterly and annual quotas that reach above $1-1.2M; Deal sizes and sales cycle experience align with the segment.
  • Strong executive presence
  • Coachable, willing to learn, collaborative with team, and great at building relationships
  • Ability to negotiate pricing with a focus on retaining value
  • Proven ability to successfully navigate complex SaaS deals and articulate the distinct aspects of products and services and position them against competitors
  • Ability to identify client pain points and develop unique and compelling value propositions that focus on delivering value to the client. (Customer first mentality)
  • Excellent listening, negotiation, and presentation skills
  • Must be able to work in a fast-paced and rapidly changing environment
  • Bachelor’s degree or equivalent experience required.
Benefits
  • Live your best life (LYBL)! $200/mo for anything that enhances your life
  • Comprehensive employee health coverage (all locations)
  • 401K with match (US) or pension with match (UK)
  • Competitive compensation & bonus program
  • Flexible Vacation (US exempt & CA) or 25 days (UK)
  • Time off for your birthday & volunteering
  • Employee resource groups
  • Opportunities for team and company-wide get-togethers!
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
SaaS salesB2B solutionsMEDDICCMEDDPICCsales strategiespipeline generationterritory planningnegotiationsales cycle experiencevalue propositions
Soft Skills
executive presencecoachablecollaborativerelationship buildinglistening skillspresentation skillsadaptabilitycustomer first mentalityproblem-solvingcommunication
Certifications
Bachelor’s degree