Account Executive

Company Overview:

Our success lies at the powerful intersection of people and technology. Bringing innovative training and education solutions to more than 2 million customers a year, Certus enables lifelong learners at every level — from trusted industry brands, such as Amazon, Siemens, Geico and Chick-fil-A, to individual learners seeking to enter, sustain or advance their careers. Our people come with a get-it-done spirit and a desire to impact a rapidly growing industry. Certus is committed to continuously evolving to ensure a culture where employees can be themselves, do their best work, and thrive, both professionally and personally. We choose to be a remote workforce so we can hire top talent regardless of location — all while empowering employees to work from wherever they choose. Innovative, brave, kind and diverse are defining traits of our team. Our talent is positioned in numerous roles, with opportunity for internal mobility, such as software engineers, instructional designers, creative writers, consultative sales professionals, innovative marketers and more.

Job Overview: As an Account Executive for our Instructor Led Training team, you will manage the entire sales cycle from finding a potential client to securing a new deal to reach predetermined goals and quotas. This is achieved by unearthing new sales opportunities through prospecting by cold calling, networking, and expanding an existing book of business. The Account Executive will use tools like Zoom Info and Sales Loft to prospect new potential clients and take them through a multi-call close process to expand our business. 

Responsibilities:

• Demonstrating an understanding of Certus' products and how they benefit our clients.
• Identify and prioritize target and key corporate accounts.
• Develop a thorough understanding of clients’ businesses, the industry, and the competitive landscape.
• Drive new customer business through value/consultative selling.
• Conduct product and value proposition demonstrations to a broad audience of decision-makers including senior management for potential new customers.
• Keep detailed notes on prospect and customer interactions in a CRM (Salesforce).
• Maintain and cultivate a consistent book of new business in your sales funnel.
• Develop a key understanding of growth in new accounts to help develop our land and expand strategy.
• Updating notes and call progression in CRM applications to support sales goals.
• Presenting solutions via online meeting technology.
• Work with Open Seminar customers to Secure business and sell block purchases
• Cross-sell products to unqualified and non leads

Competencies Required:

• 2 - 4 years of enterprise sales experience, preferably with a multi-state territory 
• High level of comfort with prospecting and outbound calling to attract new clients
• Track record of success selling in a live, virtual environment (Teams, Zoom, etc.)
• Consistently exhibit the attributes associated with Certus/TPC Core Values.
• Proven ability to listen and interpret customer needs and requirements and present a solution.
• Providing accurate sales forecasts and relevant reporting based upon realistic timelines.
• A consultative, value-based driven sales methodology.
• Experience selling to multiple constituencies within an organization including executive-level decision-makers.
• Ability to work proactively and act independently.
• Competitive nature with a need to succeed while working in a team environment. • Excellent verbal and written communication skills.
• Proficiency with Microsoft Office Suite, Salesforce, Zoom Info, Sales Loft or other prospecting related software.

Performance Expectations:

1. Meet and/or exceed the revenue quotas that have been assigned.

2. Build and maintain a healthy pipeline.

3. Demonstrate an understanding of TPC products and how they benefit customers.

EEO Statement: Certus provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.

Please note this position is base pay plus commission. Base pay will be between $40,000 and $50,000 based on experience. Commissions are expected to be between $45,000 - $48,000 annually based on meeting sales quotas but are not capped.