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Company

Ceros · 1 day ago

Enterprise Account Executive, Expansion

United States

Full-time

Remote

Mid Level

$80K/yr - $115K/yr

3+ years exp

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Work & Life Balance

Hiring Manager

Lindsey Cappetta Maffei

Insider Connection @Ceros

Discover valuable connections within the company who might provide insights and potential referrals.
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Responsibilities

Proactive Prospecting:

Take initiative in identifying and reaching out to potential opportunities within existing client accounts through a variety of channels - high emphasis on phone as well as email, LinkedIn, events, networking, carrier pigeon, etc. Creativity matters!

Utilize a variety of techniques and tools to gather information on potential leads within current client organizations.

Strategic Relationship Building:

Engage in numerous conversations with various stakeholders to understand their needs and challenges, and position Ceros as a solution.

Independently and confidently runs effective meetings with C-suite

Develop and nurture strategic relationships within client organizations to facilitate expansion opportunities.

Conducting Proof of Concepts (POCs):

In partnership with Growth Account Managers, work closely with potential teams to run POCs, identifying success criteria, driving a sense of urgency and ensuring the prospects understand the value and capabilities of Ceros.

Gather feedback from POCs to refine offerings and ensure alignment with client needs.

Organization Mapping & Account Planning:

Develop comprehensive organizational maps that identify key stakeholders, decision-makers, and potential influencers within client organizations.

Use organizational mapping as a foundational tool to build actionable and strategic account plans that span from 3 to 12 months, and can do so autonomously.

Expert Product Insights:

Have a complete command of the Ceros Suite and be prepared to offer expert insights on how it can benefit different personas, teams and divisions within the client's organization.

Deal Strategy & Pipeline Management:

Manage full lifecycle of upsell and cross-sell deals, from prospecting to POCs through deal execution (security, finance, procurement, legal, etc)

In conjunction with the Customer Success team, support strategic renewals that have upsell opportunities identified.

Manage a rolling pipeline on a quarterly basis, ensuring all potential opportunities are tracked and progressed.

Feedback Loop

Act as a liaison for customer and prospect feedback, relaying critical information to the business and product owners to ensure continuous improvement.

Qualification

Find out how your skills align with this job's requirements. If anything seems off, you can easily click on the tags to select or unselect skills to reflect your actual expertise.

SaaS salesClosing sales >$50K ARRSelling marketing softwareSelling creative softwareHubSpot usageSalesforce usageCommunication at executive levelNetwork in content creationOrganizational mappingAccount planningProof of Concepts (POCs)Pipeline managementCoachableHonestyConfidence in relationships