About the job
About Our Client
A highly motivated, innovative, and productive Account Executive is needed to hunt, find, and grow the mid-market client list in both the initial go-to-market vertical of Media & Entertainment as well as opening new verticals, markets, and opportunities. The Account Executive will travel to industry events (one trip per quarter), identify new business development opportunities, and strategically close deals of approximately $50,000 ARR. Comfort with value selling and excellence in applying the MEDDPICC methodology is essential.
Ideal candidates should demonstrate a proven track record of closing larger deals and have confidence in reaching a quota of $1M-$1.3M per year. Successful Account Executives will balance speed and quality, possess an openness to learning, and be willing to work hard to close deals. This business-focused position will work closely with Customer Success to hand off accounts post-sale. The role can be performed from anywhere in the United States. _Please Note:_ the company has a global team with over half of its colleagues in Europe, which will necessitate some early mornings for those located in the western United States time zones.
About Our Client
A fast-growing startup is on a mission to make data instantly and securely accessible from everywhere. As remote and hybrid work has become the new normal, this cloud-based technology enables teams to instantly access files and collaborate from anywhere in a familiar format that functions like a local hard drive.
The solution is designed for workflows involving huge files, massive data sets, and real-time collaboration. Customers include some of the world’s most creative companies, spanning various industries. Founded in 2016 by storage industry experts, the company supports over one billion customer files across more than 40 countries. Headquartered in San Francisco, California, with an engineering office in Sofia, Bulgaria, it also has remote employees across North America, Europe, and Australia.
Reasons to Join the Team
- **Solving Impossible Problems:** This company is transforming how teams collaborate globally, initially focusing on the Media & Entertainment industry and expanding to all data-intensive sectors.
- **Values-led Culture:** The team members are the backbone of success. Decisions are made and operations are conducted with a values-led mindset.
- **Rocket Ship Growth:** The organization is growing at warp speed, boasting triple-digit growth year-over-year and has a clear line of sight to unicorn status.
- **Outsize Scale of Impact:** Team members will be part of a dynamic group of 100+ individuals, moving at startup speed, where the impact of their actions will be immediate and exponential.
- **Hybrid Work:** Embrace the freedom to work from any location, with encouragement for a flexible mix of in-person and remote work.
- **Comprehensive Benefits:** Investments in team members include unlimited PTO, competitive salary, stock options package, and full health coverage.
Key Results for Success as an Account Executive
- Build a pipeline of $250K+ in each of the first two quarters
- Close $50K in the first quarter (1 or 2 deals)
- Close $100K in the second quarter (2 to 4 deals)
- Close $250K+ per quarter from the 3rd quarter onwards
Attributes We Look For:
- 3 to 5 years of successful mid-market to large enterprise SaaS experience in dynamic startup environments
- Executive courage and presence to negotiate with “C” level executives, including the ability to hold customers accountable by inserting tension into the sales process and, in some cases, saying “no” to advance the sale
- Excellent communication skills: writing, presenting, selling, and listening, with a natural curiosity and a “seek first to understand” approach
- Positivity, enthusiasm, and an unstoppable growth mindset
- Entrepreneurial spirit with strong organizational skills, being results-driven and highly autonomous
Nice-to-Haves:
- Experience selling into Media & Entertainment, and an understanding of the nuances of video/audio production workflows
- Knowledge and understanding of MEDDPICC, with practical application to close deals
- Proficiency in Salesforce.com, Outreach, SalesFlow, Pandadoc, ReachDesk, and MS Office
