Account Executive

2 days ago

Bengaluru, Karnataka, India BrowserStack Full time

Job Description

Location:

This is a remote role, but the candidate must be based in Bangalore.

Role in a nutshell:

We are looking for a dynamic Account Executive (Remote) who has the passion for sales and a hunger to achieve targets. Reporting to the Sales Manager, you will be part of a growing, high-performing team that delivers world-class results and learns from a team of seasoned entrepreneurs and sales experts. This will be a hands-on position in a typical start-up environment, so we are looking for a motivated self-starter who isn't afraid to roll-up their sleeves and contribute across many different tasks.The key focus will be to take ownership of a book of accounts across both farming and hunting sales motions, land new logos, build account growth and territory plans, and execute these plans against a quota.

In this role, the Account Executive (Remote) will sell to global markets - so the candidate will be expected to work in the US shift.

Key Responsibilities:

  • Build account and territory plans to map stakeholders, identify relevant personas and build a plan to land or expand (upsell and cross-sell)
  • Prospect via cold calling, highly personalized emails and social media to generate leads and pipeline.
  • Employ a value based solution selling methodology to drive these leads through a high-velocity pipeline.
  • Execute all phases of the pipeline, and push deals through the sales cycle towards closure.
  • Generate sales revenue through closing hunting and/or farming business; Build and manage your sales pipeline for strong coverage ratios; achieve quarterly revenue targets with monthly pacing
  • Manage the entire sales lifecycle from customer engagement, solution development and contract negotiation; meet or exceed quarterly revenue quota. Develop executive relationships to expand revenue potential.
  • Collaborate with customer engineering, customer support and success, compliance, sales operations, finance and legal teams
  • Listen to the ever changing customer and market needs to share insights with product and marketing team
  • Work with all levels of GTM leadership to continuously improve key sales management processes like territory planning, lead/pipeline/opportunity management and KPI reporting
  • Maintain excellent data discipline in the CRM (salesforce.com) for your book of business and forecast with accuracy

Requirements:

  • 3 to 6 years of quantifiable experience selling complex technology products with core strength in either hunting or farming sales motion with exposure to the other
  • Atleast 3 years of closing experience
  • Understanding of the SaaS business model and enjoy selling to a technical audience, while building mutual trust.
  • Strong track record of consistently achieving quota
  • Experience with full lifecycle of sales from prospecting, lead generation (cold calling, emails, LinkedIn), qualification, solution definition to closing and account growth
  • Exposure to tools around Sales Engagement (Outreach), Social Selling (LinkedIn Sales Navigator), CRM (Salesforce) and Data Provider (ZoomInfo, Lusha)

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