Enterprise Account Executive, Emerging Markets

Company Description:

What’s it like to work at Quick Base? Well, our company, our market and our customers are growing fast. This means all Quick Base employees are engaged in interesting and challenging work, we have the opportunity to try new and different things and lots of room for career advancement (1/3 of our employees are in a new role from 1 year ago!). We work with exceptional colleagues and foster an environment that empowers those closest to the work to make decisions and provide each other the support to move quickly and learn as we go. Quick Base combines the excitement and pace of a startup with the stability and work/life balance of a market leader. Find out if Quick Base is for you!

About the team:

At Quick Base, we believe that exceptional employees are not only the key to our success, but also to our customers’ success. Our teams are small, diverse, nimble and highly empowered to drive Sales excellence. Each team owns its own commitments and outcomes. Our employees enjoy interesting challenges, learn fast, and strive to do the best work of their life.

Position Overview:

The Enterprise team, managing accounts with 1,000-10,000 employees, uses a consultative sales approach, meeting with multiple LOBs within organizations to understand their business challenges/needs while providing strategic recommendations to C-level executives. 

Responsibilities:

• The Account Executive will deliver sales results, provide high quality customer interactions, and effectively manage sales opportunities from both inbound and outbound sales activities.
• Develop a territory plan to prioritize time investment across prospects and customers.
• Manage a geographic territory of new prospects. Close business through new logo wins in the Quick Base Enterprise segment.
• Face to face engagement with clients and new prospects.
• Follow-up on marketing and partner generated leads for a particular geography.
• Work collaboratively with a virtual team including Business Development Reps, Customer Solution Engineers, Customer Success Managers, Customer Care & 3rd party Solution Providers to support the customer.
• Responsible for maintaining existing relationships with customers, negotiating renewals, and defending against customer churn risk.
• Able to understand, communicate and associate the fundamentals of the Quick Base product and set appropriate expectations with the customer
• Outbound prospecting into new and existing accounts, outbound sales calls and managing a pipeline that includes both existing customers and new logo opportunities.
• Align sales presentations/ demonstrations with customer needs
• Identify the customer's business requirements/ problems and recommend Quick Base as appropriate
• Responsible for managing the entire sales cycle from prospect identification to close to subscription renewal
• Conduct and participate in periodic customer business reviews
• Participate in internal Quarterly Business Review as well as other internal operations to report on business results, near term goals, and customer needs

Qualifications:

• 6+ years of technology/software sales experience preferred
• Sold multi-year contracts
• Proof of sales attainment through complex, 7 figure deals
• Solution Selling
• Strong Negotiation Skills
• Exceeding current quotas
• Ability to work in a fast-paced environment
• Ability to demonstrate a deep understanding and provide examples of how you have managed a sales pipeline efficiently and effectively
• Ability to ask the questions relevant to that prospect to uncover needs and qualify opportunities
• Experience actively managing and cultivating a sales pipeline, including multiple opportunities at various stages, including cross-sell, up-sell, renewals and new business
• Ability to identify and address the prospects needs and/or connect the prospect with the appropriate resource to meet their needs
• Technical acumen: can learn to demonstrate a moderately technical product to prospects
• Demonstrates strong attention to detail
• Ability to sell to customers both over the phone and in-person
• Strong verbal and written communication
• Demonstrated ability to utilize a sales methodology in customer engagements, for example Sandler, preferred
• BA or BS preferred

Behavioral and Interpersonal:

• Strong organizational, analytical skills and problem solving ability – both strategic and tactical planning.
• Ability to collaborate with stakeholders in different teams to influence change through a matrix organization.
• Self-starter and intellectually curious.
• Natural ability to be transparent and open to feedback.
• Sense of urgency, resourceful and never sacrificing quality.
• Capacity to work in a high growth, fast-pace environment.
• Strong interpersonal, strategic and tactical planning and analytical skills. “Can do” attitude and intense desire to excel.
• Collaborative, team player with high standards and ethics.