Most Important Thing:
The Enterprise Account Executive (EAE) is responsible for achieving quarterly and annual new sales targets within an assigned territory by identifying, developing, and closing high-value sales opportunities within large enterprise accounts. This role requires a dynamic individual who excels at strategic selling and relationship-building, with a focus on long-term client success. You will work closely with Client Success teams to stay informed of ongoing client performance, ensuring a seamless and cohesive customer experience throughout the sales lifecycle and beyond.
KPIs
- Achieve quarterly and annual sales targets
- Complete at least 5 meetings with prospective clients each week
- Maintain robust pipeline of 3X quarterly and annual quota
Job Description:
Ongoing Tasks:
- Client Relationship Management: Maintain continuous communication with key stakeholders at enterprise clients, addressing their concerns, identifying new opportunities, and ensuring satisfaction with the product or service.
- Pipeline Monitoring: Ensure that the sales pipeline is regularly updated and reflects current opportunities and stages accurately.
- Market & Competitor Analysis: Stay informed about industry trends, competitive offerings, and customer demands to keep your value proposition relevant and competitive.
Daily Tasks:
- Prospecting & Outreach: Conduct outbound calls, send emails, and engage in social media outreach to potential clients. Actively seek new opportunities through networking and relationship-building activities.
- Follow-Up: Respond to emails and calls from existing and prospective clients, ensuring a timely and professional communication process.
- CRM Updates: Log all client interactions, updates, and opportunities in the HubSpot to maintain an accurate record of sales activities.
- Team Collaboration: Engage with internal teams (Client Success, Marketing) to discuss ongoing deals, client feedback, or product insights as necessary.
Weekly Tasks:
- Sales Rallies: Attend and contribute to weekly sales rallies to review progress, discuss pipeline health, and adjust strategies to meet quarterly/annual targets.
- Pipeline Reviews: Conduct a thorough review of individual sales pipeline, identifying any deals that need extra attention or strategy adjustments, and bringing issues and solutions to leadership.
- Lead Qualification: Evaluate new leads and opportunities generated from marketing activities, prioritize high-potential prospects, and determine which to pursue aggressively.
Monthly Tasks:
- Progress Reports: Provide monthly sales reports to senior leadership, summarizing wins, losses, pipeline growth, and key activities contributing to target achievement.
- Sales Forecasting: Revisit sales forecasts based on the status of current deals and upcoming opportunities. Adjust forecasts as needed to align with company goals.
- Lead Generation Strategy: Review and adjust lead generation strategies, working with marketing teams to target key accounts and industries.
- Client Success Sync: Participate in monthly meetings with Client Success to review the health of key accounts, identify upsell/cross-sell opportunities, and ensure any potential issues are addressed.
Quarterly Tasks:
- Quarterly Business Reviews (QBRs): Present a detailed review of your territory or accounts to senior leadership. Highlight key wins, growth opportunities, and challenges faced.
- Strategic Planning: Develop or revise strategic sales plans for the next quarter, focusing on high-priority accounts and revenue-generating opportunities.
- Client Success Collaboration: Coordinate deeper discussions with the Client Success team to reassess the strategy for key accounts and set action items for the next quarter.
- Product Training: Attend client training events and company events like Sales Leadership Roundtable, Alumni Circle, and The 4:2 Formula Academy
Annual Tasks:
- Annual Strategic Sales Plan: Develop an annual sales strategy, setting aggressive but achievable goals based on market analysis, previous year's performance, and company objectives.
- Annual Performance Review: Participate in annual performance evaluations with sales leadership, reviewing target achievement, major wins, and areas for improvement.
- Client Account Reviews: Conduct comprehensive reviews of key accounts, assessing performance over the year, identifying growth opportunities, and making recommendations for next year’s strategy.
Requirements:
- 3+ years as an experienced and successful B2B account executive with a bachelor’s degree or 5+ years of relevant experience
- Self-discipline to work independently and effectively in an unstructured environment while being flexible with business needs
- Proven track record of achieving or exceeding sales targets in a high-value, complex sales environment.
- Strong understanding of the enterprise sales cycle and ability to manage long-term relationships.
- Experience collaborating with internal teams to ensure client satisfaction and growth.
- Excellent communication, presentation, and negotiation skills.
- Strong analytical and problem-solving skills.
- Proficiency in CRM software, such as HubSpot, and other sales tools.
- Ability to travel as required for client meetings and industry events.
- Previous experience within homebuilding or sales training industries preferred, but not required.
- Ability to travel for company events, client relationship building opportunities, and other opportunities as they arise.
Key Competencies:
- Results-driven and problem-solving mindset with a focus on customer success and satisfaction.
- Ability to think strategically and creatively to drive client engagement and solve complex business challenges.
- Strong interpersonal skills with the ability to influence and negotiate at the C-suite level.
- Collaborative team player with a passion for continuous learning and improvement.