About the job
About Our Client
Our client is focused on engineering intelligence for the enterprise sector. Engineering leaders rely on the system daily to make informed decisions by gaining data-driven insights, enabling their teams to deliver products effectively and efficiently.
The mission is to integrate people, processes, and operational insights to drive transformative changes in engineering organizations and enhance business value.
Their Values
**PEOPLE FIRST** : The focus is on humanizing work for employees and customers, collaborating with those who share a similar ethos.
**PROGRESS OVER PERFECTION** : Addressing an unprecedented challenge requires creative innovation and a commitment to progress.
**EMPOWERED WITH DATA** : Seeking data-driven insights is key to learning, defining, solving, and iterating on challenges.
About The Role
An opportunity is available for a Senior Account Executive to join the founding sales team. The role involves identifying and qualifying new inbound sales opportunities, while also spearheading outbound sales efforts to generate fresh pipeline.
What you will do
- Lead primary sales activities and contribute comprehensively to go-to-market (GTM) strategy and leadership.
- Develop outbound lead generation and strategy. This role will take ownership of lead generation activities, including building a prospect list and conducting outreach through existing networks or direct methods.
- Follow up on inbound marketing leads.
- Qualify all opportunities from the initial contact through proof of concept conversion and upselling.
- Educate prospects on trends within the category, addressing market needs, the status quo, competitive landscape, and more.
- Occasionally share insights on these trends to strengthen personal and company thought leadership.
- Conduct initial product demonstrations and work closely with Solutions Engineering for in-depth discussions to align value propositions with customer pain points.
- Collaborate with marketing to create essential content for all stages of the sales cycle.
- Work closely with product management to provide ongoing feedback based on themes identified from prospects.
- Partner with Marketing, RevOps, and Executive Management to continuously refine and enhance GTM strategy.
- Establish and effectively communicate targets, while tracking all activities in the CRM (current tool: HubSpot).
- Negotiate contracts with customers.
- Travel as necessary for customer meetings, conferences, or internal events.
What is in it for you
- Be part of an ambitious early-stage startup with clear goals, the ability to work swiftly under pressure, attention to detail, and a strong focus on customer experience.
- Tackle significant challenges in software development, helping engineering teams to operate as effectively as possible.
- Enjoy industry-leading employee benefits, including medical, dental, vision, 401(k), flexible PTO, paid holidays, and other competitive offerings tailored to enhance employees' lives.
Requirements
- BA/BS degree required and/or 7-10 years of professional experience in selling B2B technology-based enterprise solutions.
- Experience selling to an executive engineering audience, including CTOs and VPs of engineering. Experience with software development lifecycle tools is preferred.
- Strong negotiation skills with an emphasis on retaining value.
- Background in an early-stage environment, ideally having experience from pre- to post-product market fit.
- Excellent communication, interpersonal, time management, and organizational skills.
- Confidence in reaching out to new contacts daily and articulating the company's value proposition tailored to each individual.
- A commitment to ensuring prospect satisfaction to facilitate effective sales follow-up.
- Adaptability in a rapidly changing environment.
- Ability to work independently and collaboratively within a remote setting.
Compensation
$130K – $190K • Offers Equity • Offers Commission • Multiple Ranges
Compensation may vary based on location, qualifications, including job-related education, training, experience, licensure, and certification, which may influence the final offer outside of these ranges. Tier 1 markets like the San Francisco Bay Area, New York City Metro, and Seattle Metro generally command $140K - $190K, while other locations fall into the standard range of $130K-$170K. These figures represent base salary before considering sales commissions.
Additional benefits include medical, dental, vision, 401(k), flexible PTO, paid holidays, and other competitive offerings designed to enhance the lives of employees.
