Enterprise Account Executive, LATAM

| Greater Boston Area | Remote | Hybrid
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Enterprise Account Executive, Latin America

About Drift  

Drift is the Revenue Acceleration platform that uses Conversational Marketing and Conversational Sales to help companies grow revenue and increase customer lifetime value, faster. More than 50,000 businesses use Drift to align sales and marketing on a single platform to deliver a unified customer experience where people are free to have a conversation with a business at any time, on their terms. Our mission is to use conversations to make business buying frictionless, more enjoyable, and more human. After just four years in the market, the company has become one of the fastest-growing SaaS companies and was named to the Forbes Cloud 100, LinkedIn Top 50 Startups, Entrepreneur's Top Company Cultures, Boston Business Journal's Best Places to Work, and SaaS Company of the Year by the NEVCA.

About Digital First

Drift is a Digital First company, which means Remote is the primary experience for all employees. For the majority of our positions, your location is flexible! If “Remote” is stated in the job location, that role can be located anywhere Drift is authorized to do business in the United States.

This role can be located remotely or in a city where we have a Conversation Space (currently Boston, MA, San Francisco, CA, Tampa, FL,).

What you’ll be doing on the team:

  • Drive revenue by meeting and/or exceeding sales quota on a monthly, quarterly and annual basis in the LATAM market
  • 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 Consulting 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 LATAM 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 SVP, Enterprise Sales
  • 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 SDR 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 SVP, Enterprise Sales 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 SVP, Enterprise Sales to discuss your professional development interests

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

  • 5+ years of Enterprise B2B SaaS sales
  • 2+ years of experience selling to the LATAM market within marketing and sales
  • English and Spanish Language proficiency required, Portugese Language proficiency preferred but not required
  • Demonstrable track record of above target performance
  • 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
  • Trained on Force Management and/or other 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 an “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]. #LI-Remote


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Technology we use

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

Location

Our Boston Conversation Space is right in the heart of the Back Bay - this is a place where Drifters can gather and work, connect, eat, teach, learn.

An Insider's view of Drift

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.

Brit

Director of Learning and Development

What are Drift Perks + Benefits

Drift Benefits Overview

At Drift, we value and are committed to each and every employee. Our goal is to provide an enriching environment where employees are engaged and are proud to be part of the Drift family. We continue to promote a culture of health and wellness, establishing a work environment that promotes a healthy lifestyle, decreases the risk of illness, and enhances your quality of life.

In addition to premium health, dental, and vision plans, we also offer generous PTO, parental leave, 401K matching, wellness perks and discounts, snacks and coffee every day, the Drift book club (one free book of your choosing a month!), a subscription to Headspace, and valuable discussions and trainings through our Employee Resource Groups.

Culture
Volunteer in local community
Partners with nonprofits
Open door policy
OKR operational model
Team based strategic planning
Pair programming
Open office floor plan
Employee resource groups
Quarterly engagement surveys
Hybrid work model
Employee awards
Flexible work schedule
Remote work program
Diversity
Documented equal pay policy
Dedicated diversity and inclusion staff
Highly diverse management team
Mandated unconscious bias training
Diversity manifesto
Mean gender pay gap below 10%
Diversity employee resource groups
At Drift we have eight different Employee Resource Groups for people of similar backgrounds or interests to promote inclusion.
Hiring practices that promote diversity
We have a recruiter devoted to diversity sourcing to help us reach our diversity related hiring goals.
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Disability insurance
Dental insurance
Vision insurance
Health insurance
Life insurance
Wellness programs
Team workouts
Every other week Inner City Weightlifting comes to the office to teach a fitness class to Drift employees.
Mental health benefits
We offer all employees a free subscription to the Headspace meditation app, employee-led yoga and meditation breaks, and have an Employee Resource Group that focuses on mental well-being
Financial & Retirement
401(K)
401(K) matching
Performance bonus
Charitable contribution matching
Child Care & Parental Leave Benefits
Generous parental leave
Family medical leave
Return-to-work program post parental leave
Company sponsored family events
Vacation & Time Off Benefits
Unlimited vacation policy
Generous PTO
We have unlimited vacation time, which includes sick days, paid holidays, etc.
Paid volunteer time
Sabbatical
After working at Drift for three years, all Drift employees are eligible for a month-long sabbatical.
Paid holidays
Paid sick days
Flexible time off
Office Perks
Commuter benefits
Company-sponsored outings
Free snacks and drinks
Our Conversation Spaces are all fully stocked with snacks and drinks for the employees who decide to utilize the spaces.
Some meals provided
Company-sponsored happy hours
Recreational clubs
Fitness stipend
Home-office stipend for remote employees
We offer a home office stipend to all employees, as well as a $100 credit each month towards internet, office supplies, etc.
Mother's room
Professional Development Benefits
Job training & conferences
Lunch and learns
Promote from within
Mentorship program
Continuing education available during work hours
Customized development tracks
Personal development training

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