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Jethro · 4 months ago

Account Executive Rep (Bay Area, CA)

San Francisco Bay Area

Full-time

Onsite

Senior Level

5+ years exp

Jethro is a company focused on driving revenue and new customer acquisition, and they are seeking a Senior Account Executive. The role involves managing a lengthy sales cycle, conducting presentations and demos, and negotiating terms to close opportunities with prospects.

AnalyticsBig DataBusiness IntelligenceData IntegrationDatabaseProductivity ToolsSoftware

Responsibilities

Prospect through cold calling, networking, social media and other various digital marketing channels

Identify and qualify prospects that meet our definition of an ‘ideal’ prospect

Introduce the ‘What We Do’ presentation including giving a high-level product demo to potential customers

Understand customer specific business issues; describing how our product functionality supports an ROI

Understand the technical aspects of our market, i.e. vendors and their technology relative to our products and how they interoperate and/or compare to each other

Drive negotiations with prospects; prepare pricing quotes, ROI’s, and specific proposals

Understand standard terms of our ELA and intermediate between prospect and our legal team to help communicate the ‘business spirit’ of the terms

Manage communication between legal teams, reiterating the ‘business spirit’ to translate appropriate language in the ELA

Record activity, pipeline progress, maintain data quality in our customer relationship management system (SFDC) and our marketing automation system (Hubspot)

Accurately forecast business understanding: revenue sensitivity, impending events, decision maker’s hot buttons, ROI, and our key differentiators as it relates to the prospects use case

Build, present, and manage a business plan relative to exceeding the required quota

Qualification

Field sales experienceSelling technologyDemosPresentationsSelling to IT executivesSales quota experienceMicrosoft Office SuiteSFDC proficiencyEnthusiasticOutgoingChallenge drivenOrganizational skills

Required

BA/BS Education – business related degree preferred

Minimum of 5 years field sales experience selling technology

Experience selling to IT and business executives

Experience selling data base and/or BI technology

Experience giving presentations and hands on demonstrations

Proven track record of exceeding sales goals

Experience with revenue quota / goal over 1m USD

Experience with average sales price around 100k USD

Experience selling subscription license model

Proficient in using Microsoft Office Suite and SFDC

Enthusiastic, outgoing, challenge driven, good organizational skills, able to put in long hours as required and to produce results and new business; passionate about being successful in the role