Account Exec, Acquisition

Overview:

The Account Executive, Acquisition will prospect for new opportunities, applying a hunter mentality with a strategic, solution-selling approach. This requires needs-based, relationship sales to a diverse spectrum of industries. This individual will have a track record of over-quota achievement and will grow an ambitious pipeline of business as a result of outbound prospecting, creativity, and simple hard work. This will require the ability to navigate through complex organizations and sell to multiple decision-makers, including the “C Suite”.

Responsibilities:

• Drive top-line revenue growth through new customer acquisition.
• Sell Skillsoft Content and Platform solutions directly to corporate decision makers.
• Partner with Specialist reps on cross-sell opportunities for new customers.
• Partner with Growth reps on upsell opportunities in a land-and-expand sales motion.
• Win by representing a solution line with key competitive differentiators.
• Influence prospects at the senior leadership level.
• Hunter by nature and working style. Selling is based on math….X number of outreaches, Y conversations, Z meetings to build 4-5X coverage in pipeline.
• Partner with related sales, marketing, and support resources in the successful advancement of critical opportunities and market penetration.
• Develop a thorough understanding of Skillsoft sales plays.
• Meeting prep with research, agendas agreed on by prospect and a tailored presentation coupled with impeccable follow-up.
• Outline measurable and defined business objectives and goals with timelines, (related to revenue and growth of whitespace).
• Provide management, feedback and recommendations on pipeline health, risk, opportunity, and progress.

Here's What We Are Searching For:

Skills & Qualifications 

• Minimum 5+ years of direct sales experience, selling SaaS, B2B, enterprise software to VP, SVP, and C-Level Executives with outstanding quota attainment history.
• Experience in the learning, human capital, human capital technology space is preferred.
• Ability to exceed sales targets, a keen understanding of the steps involved in a sales cycle and ability to leverage each stage to advance the sale.
• Advanced understanding of customer’s business, loves to debate, pushes the customer, has a broad view/perspective.
• Ability to prospect with a structured activity model to maximize revenue growth.
• Skilled at demonstrating solutions and speaking the language of corporate buyers and respectfully challenge their thinking.
• Ability to collaborate and leverage subject matter expertise in a matrixed sales environment.
• Ability to operate with a sense of urgency, be aggressive, competitive, and demonstrate a positive, winning attitude.
• Negotiate effectively based on value and time to close.
• Ability to understand complex client requirements and to clearly articulate the company’s offerings to develop solutions to meet those requirements.
• Expert knowledge/usage of Salesforce.com
• Commitment and ownership of your – and your team’s – success. 
• Willingness to take ownership – and solve – problems.
• Bias towards action.
• An adaptive, agile mindset.
• Willingness to acknowledge, and own mistakes – recognition of humility as a key aspect of continuous improvement.
• Disciplined, process-oriented approach to customer acquisition.

Target base salary range for this job requisition is anticipated to be approximately $107,000 annualized with average on target earnings including commissions of approximately $215,000 - $268,000 annually.

We also offer Enterprise benefits including but not limited to: medical, dental, vision, and paid time off

The company may modify salaries, salary ranges and/or Pay Plans from time to time as it deems necessary.