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Motive Software · 1 month ago

Senior Enterprise Account Executive, Canada

San Francisco, CA

Full-time

Onsite

Senior Level, Lead/Staff

CAD$114K/yr - CAD$157K/yr

8+ years exp

Motive Software is a company focused on human transformation and innovative employment practices. They are seeking a Senior Enterprise Account Executive to drive business development and foster relationships with enterprise clients, utilizing a consultative selling approach and collaborating cross-functionally to meet client needs.

AnalyticsArtificial Intelligence (AI)Machine LearningNatural Language ProcessingPredictive AnalyticsSoftwareText Analytics

Responsibilities

Prospecting and Business Development: Identify and engage prospective enterprise clients through a variety of channels, including networking, industry events, cold calling, email campaigns, and social media

Consultative Selling: Employ a structured and consultative sales process to understand the customer’s business priorities and tailor our SaaS solutions to address their specific challenges. Establish yourself as a trusted advisor to gain access to C-level stakeholders. Effectively articulate the value proposition and ROI of our product offerings to a range of stakeholders

Relationship Building: Build strong and long-lasting relationships with key stakeholders, including C-level executives, department heads, and influencers within target organizations. Develop a comprehensive understanding of their organizational structure, decision-making processes, and buying cycles

Solution Presentation: Effectively deliver executive-level presentations and product demonstrations by leveraging effective storytelling abilities, leveraging your business and financial expertise, and establishing a measurable and compelling ROI for the customer

Negotiation and Closing: Lead the negotiation process, including pricing and contract terms. Collaborate with internal teams, such as legal, finance, and implementation, to ensure smooth deal closure. Meet or exceed assigned sales quotas and revenue targets

Cross-functional Collaboration: Orchestrate a cross-functional BetterUp team, including marketing, customer success, product, and executives to ensure alignment in messaging, customer satisfaction, and product roadmap development. Provide valuable feedback from the field to help shape future product enhancements

Qualification

Enterprise sales experienceSaaS solutions sellingC-level stakeholder engagementSalesforce proficiencyNegotiation skillsPresentation skillsRelationship buildingEmotional intelligenceProblem-solvingSelf-motivationAdaptability

Required

Minimum of 8 years sales experience, with 5+ years of full-cycle direct Enterprise sales experience, selling multi-product SaaS solutions to Fortune 500 companies

Track record of over-achieving, consistently ranking in the top 10-20% of the company

Experience personally leading and closing 6+ month, multi-buyer, $1M+ deals

Demonstrated success in partnering with and selling to CxOs in the past

An unrelenting drive to learn, succeed and lead by example

Exceptional presentation, written, and verbal communication skills for executive communication

High emotional intelligence (EQ) that drives empathy, negotiation, and problem-solving

Technical proficiency and specifically skilled using Salesforce to manage sales cycles

Process driven, meticulously organized and self-motivated

Comfortable with outbound metrics, cold-calling and pipeline generation

Ability to adapt and iterate on your sales motion in a startup selling environment

Experience creating agreements with prospects to build a project plan and representing that outcome via strong forecasting cadence

Willing to travel up to 50% of the time required