Account Executive, Enterprise

| Greater Boston Area

About Drift

Drift is the Conversational Marketing platform that combines chat, email, video, and automation to remove the friction from business buying. With Drift, you can start conversations with future customers now, on their terms -- not days later. There are over 50,000 businesses that use Drift today to generate more revenue, shrink sales cycles, and make buying easy. Our mission is to use conversations to make business buying frictionless, more enjoyable, and more human.

What you’ll be doing on the team:

  • Drive revenue by meeting and/or exceeding sales quota on a monthly, quarterly and annual basis
  • Develop and execute sales strategy with equal emphasis on net-new accounts and expansion of existing accounts
  • Represent Conversational Marketing and Sales Software relative to the competition
  • Forecast and report sales activity and metrics
  • Develop comprehensive understanding of clients’ key business drivers
  • Partner with Solution Architect team to deliver solutions for our clients and close new business
  • Create high impact presentations designed to highlight additional value to clients
  • Manage multiple buying contacts within prospective clients and formulation highly impactful organization-wide recommendations
  • Formulate and present formal proposals
  • Negotiate sound financial agreements which are solid business solutions for Drift and our clients
  • Track sales activity in Salesforce.com and report information to management
  • Collaborate cross-departmentally to ensure superlative customer experience
  • Work closely with Product Management and Product Marketing to help develop product requirements and the product roadmap in line with market requirements

In one month you'll
  • Attend comprehensive organization training and learn the Drift solutions and value provided to our Enterprise customers
  • Complete our in-depth product training, including learning how to use the product for your own business
  • Develop a regular meeting cadence with your Regional Director 
  • Meet with key players in the Customer Service, Product and Sales Operations teams 
  • Shadow a minimum of 10 prospect meetings with Enterprise sales colleagues
  • Build out your strategic quarterly and annual territory plan 
  • Identify and target prospects similar to our most successful customers 
  • Draft your plan of attack for hitting your first quarterly quota
By month 3 you'll 
  • Master Drift product and have a good understanding of the industry and competition
  • Fully understand our internal ecosystem and be able to collaborate cross-functionally to provide a best in class sales process
  • Conduct deep research on priority accounts identified in your territory
  • Develop a prospecting strategy for you and your BDR aiming for 5 demos per week
  • Build pipeline through well-crafted prospecting messages and videos 
  • Build out strategic onsite agenda for cross functional sales meetings
  • Determine your "Sales Math", your activity needed to generate the right amount of pipeline to hit or exceed your quota
  • Determine you inbound and outbound prospecting mix strategy 
  • Prepare and present software demos and successfully guide prospects through the buying process 
  • Close your first deal
By month 6 you'll 
  • Build and manage a strong pipeline of prospective customers and provide accurate sales forecast through Salesforce
  • Drive complex, enterprise deals from initial contact through close within a fast paced environment
  • Review Top Account close plans with Sales Director and identify potential gaps
  • Exceed or on track of quarterly quota
  • Work with your manager to identify a plan of continued growth
  • Bring your thinking, strategy and ideas to the team to advance our unique culture and vision for the future
  • Set up time with your Sales Director to discuss your professional development interests

About you and what type of skills you’ll need:

  • Bachelor's degree or higher
  • 7+ years of enterprise B2B SaaS sales, ideally to leaders within the marketing and sales
  • Demonstrable track record of above target performance, especially in a startup environment
  • Excellent forecasting, reporting, and communication skills
  • Extraordinary presentation and interpersonal skills, and an ability to interface to senior levels of an organization and develop productive C-level relationships
  • Proven ability to lead an effective sales process and close new business
  • Proactive territory management, prospecting, and ‘trailblazing’
  • Smart, organized, self-motivated, flexible and team player
  • Intellectual curiosity and a desire to grow a business
  • Experience selling a product for a category creator; products not budgeted for already
  • Experience with working in a growing company vs. an established, known Enterprise brand
  • Trained on MEDDIC and/or other Enterprise sales methodology
  • Experience with Salesforce.com and other virtual selling tools such as Zoom, Webex and other comparable tool

Drift is committed to being an equal opportunity employer. 

We know that applying for a new job can be intimidating. But guess what? At Drift, there is no such thing as a “ideal candidate.” We believe in the power of teamwork -- and in the desire to learn something new every day. We believe in hiring people, not just skills. Take it from our CEO

If this sounds like a company you would like to join and a role you would thrive in, please don’t hold back from applying! Whatever skills you bring to the table or background you’re coming from, we welcome you to start a conversation with us. We need your unique perspective for our continued innovation and success. We’re looking forward to learning more about you!

Drift is committed to providing reasonable accommodations for candidates with disabilities in our recruiting process. If you need any assistance or accommodations due to a disability, please let us know at [email protected] 


Read Full Job Description
Apply now
loading ...
Emailed

Technology we use

  • Engineering
  • Product
    • JavaLanguages
    • JavascriptLanguages
    • PythonLanguages
    • SqlLanguages
    • AngularJSFrameworks
    • DjangoFrameworks
    • Node.jsFrameworks
    • MySQLDatabases
    • PostgreSQLDatabases
    • RedisDatabases
    • SketchDesign
    • ConfluenceManagement
    • JIRAManagement

Location

Right in the heart of Back Bay 🙏

An Insider's view of Drift

What are some social events your company does?

Every summer we take a few days as a team and head to Western Massachusetts for Camp Drift! Camp is an amazing weekend where we take a moment to celebrate what we have accomplished, and set goals for the coming year.

Lacey

Public Relations

How do you collaborate with other teams in the company?

I feel really lucky because I get to work with the Sales, Customer Success, Product, and Ops team on a regular basis. We say "One team, one dream" un-ironically and are always willing to hop into anything that benefits the customer.

Sara

Conversational Marketing Specialist

What makes someone successful on your team?

Our leadership principles are the core of who we are and how we operate every day. Bringing these in to your actions, decisions, and how you deliver results is the surest way to be successful here. Walk the talk. Focus on the customer. Deliver results every single day.

Kari

Director of Learning and Development

What is your vision for the company?

Today, all of our lives run in real-time. As a result, our expectations for how we communicate with businesses have changed: we expect answers in real-time too. Customers have all of the power today, and that’s why we put a premium on how we’re treated. Businesses need to adapt to this shift in order to thrive today, and that’s what we focus on.

David

CEO, Co-Founder

What’s the vibe like in the office?

High-energy! From sales, to marketing, to customer success and beyond everyone rallies around one common goal which is putting the customer first. End of month is always exciting for this reason.

Amanda

Customer Success Manager

What are Drift Perks + Benefits

Drift Benefits Overview

Our employees are our greatest asset. To take care of you and your family we offer an extensive employee benefit plan. On top of comprehensive health, dental, and vision plans, we also offer generous PTO, parental leave for primary and secondary caregivers, 401K matching, wellness perks and discounts, free lunch, snacks and coffee every day, the Drift book club (one free book of your choosing a month!), a mentor series, and more.

Culture
Volunteer in local community
Partners with Nonprofits
Friends outside of work
Eat lunch together
Open door policy
Team owned deliverables
Team based strategic planning
Pair programming
Open office floor plan
Diversity
Dedicated Diversity/Inclusion Staff
Highly diverse management team
Unconscious bias training
Someone's primary function is managing the company's diversity and inclusion initiatives
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Dental Benefits
Vision Benefits
Health Insurance Benefits
Wellness Programs
Team workouts
Every other week Inner City Weightlifting comes to the office to teach a fitness class to Drift employees.
Retirement & Stock Options Benefits
401(K)
401(K) Matching
Company Equity
Employee Stock Purchase Plan
Child Care & Parental Leave Benefits
Generous Parental Leave
Vacation & Time Off Benefits
Generous PTO
Sabbatical
After working at Drift for three years, all Drift employees are eligible for a month-long sabbatical.
Paid Holidays
Paid Sick Days
Perks & Discounts
Beer on Tap
Casual Dress
Company Outings
Free Daily Meals
Stocked Kitchen
Happy Hours
Recreational Clubs
Fitness Subsidies
Professional Development Benefits
Promote from within
Mentorship program
We believe in the power of mentorship and regularly bring external guests into our office to teach us.
More Jobs at Drift21 open jobs
All Jobs
Data + Analytics
Design + UX
Dev + Engineer
Internships
Marketing
Operations
Sales