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Shift Paradigm · 1 week ago

Enterprise Growth Advisor, New Business Sales

United States

Full-time

Remote

Mid, Senior Level

$85K/yr - $110K/yr

5+ years exp

Shift Paradigm is a client services business focused on implementing technology and data to enhance sales and marketing. The Growth Advisor is responsible for driving revenue growth by identifying new business opportunities and expanding existing accounts, utilizing effective sales strategies and collaboration with cross-functional teams.

AdvertisingDigital MarketingEmail MarketingMarket ResearchMarketing

No H1B

Responsibilities

Proactively identify and target qualified accounts aligning with the Ideal Customer Profile (ICP) and within defined territory and AAR bands

Utilize BANT (Budget, Authority, Need, Timeline) and similar models to qualify leads and prospects effectively

Conduct thorough research to understand prospect needs, pain points, and decision-making processes

Tapping into historic, current portfolio of contacts and customers that align with our ICP to engage with Enterprise deal opportunities

Execute targeted outbound sales campaigns through emails, calls, social media, and other relevant channels

Craft compelling messaging and value propositions that differentiate our capabilities from major competitors and prove ROI

Schedule and conduct discovery calls and meetings to establish rapport and uncover opportunities

Traveling to meet and see prospects will be required to engage onsite for pitches, co-facilitated workshops, and attendance of industry events. Travel is as much as once a month on avg

Create and deliver impactful discovery sessions, sales presentations, and proposals demonstrating value that align with SH/FT’s core competencies and industry vertical expertise

Collaborate with internal teams to develop customized solutions addressing prospect challenges

Skillfully negotiate terms and contracts, ensuring alignment with company policies

Utilize CRM to track opportunities, activities, and outcomes diligently

Serve as the primary contact for sales inquiries and activities

Coordinate and manage large-scale proposals and RFP/RFIs

Oversee sales contracts, ensuring compliance with company policies (MSA, NDA, DPA, SOW)

Maintain accurate and up-to-date sales records in CRM

Partner and collaborate effectively with cross-functional team members and SMEs (e.g. technologists, strategists, client success, project managers, etc.)

Leverage customer data and insights to anticipate future needs and offer proactive solutions

Partner with client success and delivery teams to pinpoint upsell/cross-sell potential within Year 1 and 'Sleeping Giant' (large multi-billion dollar accounts)

Develop and execute strategic account growth plans to foster long-term relationships

Continuously nurture client relationships, providing exceptional support and service

Actively seek referrals and references to expand network and reach

Identify and analyze inactive accounts aligning with strategic business goals

Assess win-back potential and develop tailored re-engagement strategies

Rebuild relationships with key contacts in churned accounts

Cultivate and manage strategic partnerships for lead generation and market expansion

Engage in co-selling activities with partner-based sellers to maximize reach and impact

Collaborate with delivery leaders to identify thought leadership and joint sales opportunities

Coordinate with Partner lead to submit and track opportunities within partner portals

Qualification

Solution-based sellingNew account acquisitionDeal orchestrationBANT methodologyCRM proficiencyMartech industry knowledgeSales enablement toolsCommunication skillsTeamworkStrategic thinking

Required

5+ years of proven solution-based selling experience in a services/consulting environment (specifically digital marketing, revenue management + operations and digital product design and engineering)

Demonstrated success in consistently meeting or exceeding sales targets and quotas

Existing portfolio of clients and contacts within the relevant technology ecosystems

Deep martech industry knowledge with ability to differentiate from major competitors from day one

Willingness to provide 3 professional references

Sales acumen and consultative selling approach

New account acquisition proficiency

Deal orchestration and closing expertise

Pitching and proposing compelling value propositions

Pricing strategy development

BANT and other lead qualification methodologies

Ability to conduct effective budget discussions and negotiate favorable outcomes

Deep understanding of competitive positioning and value proposition development

Proven ability to articulate complex technical solutions to C-level executives

Experience navigating multi-stakeholder enterprise sales cycles without extensive management oversight

This role requires a self-directed professional who can manage deal strategy, internal coordination, and client relationships with minimal day-to-day guidance

Must demonstrate strategic thinking in deal progression and proactive problem-solving

Strong relationship building and communication skills

Teamwork: Collaborative spirit and willingness to contribute to a positive sales culture

CRM proficiency (e.g., Salesforce)

Technology Skills: Proficiency with sales enablement tools, social selling platforms, and analytics. Including: LinkedIn Sales Navigator, Sendoso, Apollo.io

Must demonstrate existing knowledge of martech/digital marketing landscape with ability to speak credibly about industry trends, competitive landscape, and client challenges from day one

Adaptability: Ability to thrive in a fast-paced, evolving environment