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Continuous · 1 month ago

Commercial Account Executive (SaaS to Financial Institutions)

United States

Full-time

Onsite

Mid Level

Continuous is a leader in the automation space for credit unions and banks, dedicated to providing innovative software and services. The Commercial Account Executive will drive revenue growth by managing and expanding client relationships, overseeing the entire sales cycle from qualification to closing.

Information TechnologyPredictive AnalyticsSoftware

Growth Opportunities

Hiring Manager

Stacey Young

Responsibilities

Reporting to our VP of Sales, Continuous Account Executives are the engine that drives revenue growth

As an Account Executive, you will be solely focused on driving sales by managing and growing new client relationships

This is a quota-carrying role responsible for the entire sales cycle from opportunity qualification to closing, including discovery, product pitch/ demo, proposal development, contract negotiation, and pipeline forecasting

Connect with members of our Sales, Marketing, Product, and Technology teams to understand our offerings and why our customers value them

Learn our sales process, methodology and forecasting guidelines

Get acquainted with our messaging and competitive positioning, including listening to call recordings, “riding along” with other AEs and leading mock calls

Ramp up on our CRM, meeting cadence, and sales methodology; begin planning and reporting on progress within your book of business

Speak with initial Sales Qualified Leads, execute top of funnel outreach and begin to develop early-stage pipeline

Understand Continuous’ solution offerings and competitive landscape, including the business problems we solve to deliver value and exceed customer expectations

Prioritize your Banking vertical territory and collaborate with team members (Business Development Reps, Sales Engineer and Consulting) to uncover customer needs and optimize productivity

Begin weekly reporting on your quarterly sales forecast and rolling pipeline

Own the sales process: discovery, demo, proposal development, negotiation and closing

Establish a strong list of prospects and show a sales pipeline equal to 30-50% of quota

Create a strategic plan of how to move prospects along in the sales funnel with specific steps aimed towards a goal of deal closure

Assess the current status of our marketing and product positioning for the Banking vertical and present your findings to Leadership

Display mastery of our sales process and methodology, including a high accuracy quarterly forecast

Show progress in your prospecting and opportunity creation efforts, including having a top 10 list of accounts, names of contacts, role and corresponding deal size

Analyze performance metrics in your individual Sales Dashboard to ensure pipeline stage progression, improve deal velocity and increase win rates

Review personal call recordings to streamline messaging and improve sales positioning

Partner with our Consulting team to scope the work for new install and implementation

Contribute to the continuous improvement of our team and playbook

Lead ongoing “post mortem” sessions with Product and Marketing on why we win/lose opportunities

Qualification

Sales closing skillsCRM proficiencySales forecastingConsultative sellingBanking industry knowledgeAccountabilityTeam collaborationCustomer-first mindset

Required

Experience in sales, particularly in the SaaS or Financial Services industry

Proven track record of managing and growing client relationships

Ability to handle the entire sales cycle from opportunity qualification to closing

Strong understanding of sales processes, methodologies, and forecasting

Experience with CRM systems and maintaining accurate sales forecasts

Ability to conduct deep discovery calls and practice solution/consultative selling techniques

Strong sales closing skills and ability to identify buying signals

Customer-first mindset with the ability to tailor messaging to different personas

Ability to analyze performance metrics and improve deal velocity

Strong communication and collaboration skills to work with cross-functional teams

Accountability and ownership of responsibilities and deadlines

Preferred

Experience working with financial institutions such as credit unions and banks

Familiarity with the competitive landscape in the Financial Services industry

Experience in developing strategic plans for sales funnels

Ability to contribute to team improvement and playbook development

Experience in leading post-mortem sessions to analyze wins/losses

Benefits

A remote first environment – Work from wherever you are comfortable in the contiguous U.S. as SMA Technologies is a remote first organization

SMA will provide all the gear you need to be successful in your role, including your choice of Mac or Dell Laptop, $100/month phone + internet reimbursement, monitors, gear to get yourself started, plus a one-time $250 stipend to purchase any extras

100% Company paid health, dental and vision insurance for you and your immediate family on our competitive HSA plan offering. SMA also contributes $1,800 per year into an HSA account for you to spend on qualifying healthcare costs

100% company paid LTD, AD&D and basic life insurance for you

Flexible PTO (similar to unlimited PTO) and flexible working hours to accommodate a great work/life balance

11 Paid Holidays

Quarterly Wellness Day to recharge in whatever way you need.

$2,500 Annual Professional Development stipend to help you continue to enhance your skills