Account Executive - Pacific NW

Visier | Pacific Northwest,

Posted Date 1/15/2020

To accelerate our momentum, we are looking for a highly ambitious and customer-centric Account Executive who is not only an expert in enterprise software sales, but also has the skills of a strategist, entrepreneur, storyteller, and cross-functional team player.

As Account Executive, you will own and control every aspect of the sales process for our flagship enterprise product. This includes developing and managing a territory, prospecting and building pipeline, networking internally and externally, managing and building relationships with stakeholders, creating compelling business cases and articulating our product’s unique value proposition, and closing complex enterprise sales deals.

You will drive demand and secure net new logos in your territory (and identify opportunities to upsell into an installed account base), while receiving support from and collaborating with team members across North America in Sales and Marketing.

You exhibit resilience and creativity in your hunt for new business, boldness in your approach to engaging prospects, and tenacity in your pursuit to win deals. You have the business and financial acumen needed to diagnose nuanced and unique business challenges, and to deliver tailored, thoughtful and persuasive business and technical solutions for your valued customers. You are a technologist who can easily grasp highly sophisticated applied business analytics solutions and articulate their value to non-technical business buyers operating across a diverse range of business contexts. You are an influencer and a true evangelist who recognizes the value in leveraging a network to achieve common goals - and to drive revenue.

What you'll be doing...

  • Own and control the sales process for Visier’s flagship enterprise product within a territory, including engaging and managing internal/external stakeholders, and maintaining momentum
  • Develop and implement an innovative strategy to build out a territory and achieve annual business quotas, and continuously refine your approach
  • Persistently leverage personal and external networks as a means to establish contact and relationships with prospects, build and maintain a healthy pipeline, and achieve individual and team sales goals
  • Apply enterprise sales skills to tactfully navigate complex and lengthy buying processes, using problem solving skills and tenacity to continuously overcome objections and drive deals forward
  • Use excellent listening skills and refined business acumen to learn and understand the unique business challenges your prospects are facing, and develop influential business cases and tailored solutions
  • Boldly address financial and budgetary blockers with prospects whenever needed - offer creative solutions and confidently challenge their current ways of thinking about budget and procuring analytics software
  • Demonstrate learning agility to continuously improve as an Account Executive, learn from and overcome objections, and discover new ways to secure new business leads and close deals
  • Partner and collaborate with internal stakeholders and team members across North America throughout the entire sales process, and positively contribute to a high-performance sales team and culture
  • Understand when it is critical to collaborate and engage internal resources for increased efficiency and effectiveness, and when to take initiative and act independently to generate leads, prospect, and move deals forward
  • Achieve annual sales quota based on Annual Contract Value

  • What you'll bring to the table...

  • Minimum 5 to 10 years’ experience selling enterprise cloud software to business buyers, with a proven track record of success
  • Extensive experience working in a dynamic and fast growing B2B SaaS environment, ideally one that is delivering disruptive solutions to Fortune 2000 companies
  • Demonstrated technical aptitude and ability to grasp sophisticated technical solutions; experience selling applied business analytics solutions would be a strong asset
  • Expertise in managing complex and lengthy sales cycles with multiple stakeholders
  • Impressive business and financial acumen, with the ability to uncover and understand unique business problems across a range of industry sectors
  • Outstanding communication and interpersonal skills: oral/written communication, presenting skills, and ability to collaborate with and engage individuals at all levels of an organization
  • Goal focused with a high sense of urgency and immaculate prioritization and time management skills - and a “win as a team” mentality
  • Innate ability to craft and tell compelling stories to diverse audiences
  • Agile self-starter and a creative problem solver - with a “growth mindset”
  • Exposure to the Challenger Sales Methodology an asset
  • Ability to work remotely in North America, with some travel required
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