Commercial Account Executive – East
AuditBoard
full-time
Posted on:
Location Type: Remote
Location: Remote • 🇺🇸 United States
Visit company websiteSalary
💰 $88,000 - $132,000 per year
Job Level
Mid-LevelSenior
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
SaaS salesB2B solutionsMEDDICCMEDDPICCsales strategiespipeline generationterritory planningnegotiationsales cycle experiencevalue propositions
Soft skills
executive presencecoachablecollaborativerelationship buildinglistening skillspresentation skillsadaptabilitycustomer first mentalityproblem-solvingcommunication
Certifications
Bachelor’s degree