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Sprout Social, Inc. · 1 day ago

Account Executive, Strategic Enterprise

United States

Full-time

Remote

Senior Level, Lead/Staff

$252K/yr - $381K/yr

8+ years exp

Sprout Social is looking to hire an Account Executive, Strategic Enterprise to the Sales & Success team. The role involves developing account growth strategies, managing enterprise purchasing processes, and establishing relationships within customer accounts to drive revenue.

AnalyticsAppsSaaSSocial MediaSoftware

Growth Opportunities

Responsibilities

Develop an account growth strategy with a select subset of named customer accounts, while working to develop net new pipeline that translates to revenue in assigned prospect accounts

Manage the enterprise purchasing process in a global organization by working with partners across procurement, legal, security, etc

Own your numbers - consistently meet and exceed your quota

Establish deep relationships within your book of business through multi-threading, achieving both executive or VP level and end user engagement

Complete Sprout Social’s 3-week new hire training & onboarding program alongside other new Sprout team members. You’ll gain a broader understanding of our products and how your role fits into the organization

Partner with the Director of Enterprise to define key success metrics for your role and how you will measure against them

Meet with current members of the Enterprise Sales team individually to understand what’s working, what’s not, and gather learnings to implement into your role

Shadow Account Executives on calls to learn sales strategies and positioning

Dive right into our platform to learn about what makes our platform unique and why customers love our solutions

Learn Sprout’s go-to-market messaging, key differentiators, develop and personalize segment-specific value propositions

Learn the relevant customer stories and case studies to justify your value propositions with real ROI examples from the field

Complete a demo and written certification to ensure comprehension

Learn Sprout’s existing customer sales process by shadowing your peers

Meet with your entire book of business and begin the process of building relationships with key strategic stakeholders

Understand the contractual language of all your customers and where we can expand our offerings by expansion into new business units or increasing utilization of our platform with existing customers

Own your numbers - consistently meet and exceed your activity goals to build a fruitful pipeline that will provide consistent quota attainment

Co-build account & territory plans with your BDR, Professional Services & Customer Success teammates

Regularly meet with your BDR to define a relationship that ensures seamless communication and coordination on all net new business generation and expansion opportunities

Conduct active research leveraging all available tools and data sources to understand your customers’ brand, culture, KPIs, partners, and success metrics so you can add value throughout your interactions and become a trusted advisor

Gain a solid understanding of your customer’s internal transitions and mitigate the risk of churn

Have built solid relationships at the C-Level with your “book of business"

Represent Sprout at conferences and engage potential leads in person at trade shows and events to continue to build our customer base

Become a Sprout Social and social media expert to confidently speak to ever-changing trends, new product features and platform enhancements to help our customers solve high impact problems by realizing their full potential and accomplishing their goals

Consistently achieve your revenue, pipeline and activity targets

Mentor and develop your BDR to become best in class at their respective functions and further advance their skill sets and career trajectory

Step up as a leader to share best practices across the organization and help others grow from your experiences

Consistently meet and exceed monthly activity, pipeline and new business metrics

Qualification

Software sales experienceSelling complex solutionsC-suite engagementTeam selling experiencePipeline managementCustomer-centric mentalityRelationship buildingMentoring skills

Required

8+ years of software sales experience, with the majority in a closing role

Proven success selling complex enterprise solutions

Consistent overperformance in previous roles (top 5% of company)

Preferred

Experience establishing deep relationships, presenting and selling to C-suite level decision makers across multiple functions

Experience working in a ‘team selling' environment and managing a team of supporting account resources

Accurately forecasts and manages pipeline on a monthly and quarterly basis

Fiercely passionate about the impact social media can have on a large enterprise

Benefits

Comprehensive Health & Wellness: Premium BCBSIL medical, dental (high/low plans), and vision (Eyemed) insurance for you and your eligible dependents.

Premium Mental Health Support: Full, free access to Modern Health for you and your dependents, including coaching, therapy sessions, and digital wellness resources.

Retirement Savings: 401(k) plan with a 50% company match on your first 6% of contributions (a 3% total match).

Financial Security: 100% employer-paid Life and Disability insurance for your peace of mind.

Flexible Paid Time Off: A flexible PTO policy, supplemented with additional company-wide Rest & Recharge days throughout the year.

Paid Parental Leave: Up to 16 weeks of paid leave for new parents to support you in expanding your family.

Annual Lifestyle Stipend: A $1,000 USD annual Lifestyle Spending Account to spend on your physical, mental, and financial well-being.

Work From Home Support: A one-time $550 USD stipend to set up your home office, plus a monthly $50 USD stipend for internet.

Giving Back: 16 hours of paid volunteer time annually, plus a $100 annual match for your charitable donations.

Additional Financial Perks: Access to pre-tax commuter benefits, subsidized child/eldercare (Care.com), discounted pet insurance (Figo), and no-cost personalized financial wellness support through Your Money Line.