Account Executive - Mid Market

August 15

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Deputy

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Make a difference to the lives of shift workers around the world

Intelligent Scheduling • Accountability • Attendance • Integration with Payroll • Compliance

201 - 500

Description

• Build a self-sourced sales pipeline of qualified opportunities within the mid-market space. • Become a subject matter expert for clients, helping them with key market trends and challenges. • Lead a guided, consultative sales process from qualification to conversation with your prospects using a revenue framework to quantify your customer’s pain, partner with your champion and buying committee, drive consensus around an approach and solution, mitigate the cost of inaction, and bring in additional team members where necessary. • Deliver sales presentations and product demos to Ops, Finance, HR, Payroll, and IT that position Deputy as the unique and differentiated solution provider. • Negotiate mutually agreeable deal terms to close new business and set new customers up for long-term success. • Communicate your pipeline forecast using MEDDPICC, or an equivalent revenue framework. • Maintain updated sales records and prospect status using Salesforce, Gong, and other sales tools. • Closely collaborate with internal teams (Marketing, Business Development, Account Management, Solutions Architect, Support, Product, and Finance) to define strategies that drive maximum value for prospects, customers, and Deputy. • Represent Deputy and your brand with integrity and professionalism.

Requirements

• Tertiary education in Business, Marketing, or similar discipline. • 4+ years experience in a closing role in B2B SaaS and/or Workforce Management Technology space. • Experience selling software solutions into complex environments with large buying committees. • Proven track record of B2B SaaS sales (meeting and exceeding targets). • Proficiency using revenue frameworks: MEDDPICC, SPICED, Force Management, Sandler, and/or Challenger. • Proven ability to build a qualified sales pipeline. • Excellent communication, written, and presentation skills. • Build outbound pipeline based on product market fit and target named accounts. • It is advantageous if you have previous experience working with Account-based Sales motions and marketing programs. • Previously involved in territory planning and execution. • Advantageous if previously worked with a BDR and mentored them to achieve sales goals. • Experience selling into Franchise brands is a plus. • Experience co-selling with integrated software partners is a plus.