Account Executive

Job Overview

The Account Executive (AE) will play a critical role in driving revenue growth by building relationships with potential customers, understanding their needs, and delivering tailored solutions. Acting as a strategic partner, the AE will manage the sales process from qualification to closing and beyond, ensuring customer satisfaction and fostering long-term relationships.

Key Responsibilities

1. Prospecting and Lead Qualification: collaborate with SDRs and other team members to identify and qualify potential leads.
2. Needs Assessment: Conduct detailed research on accounts to identify customer needs and pain points. Work with Solution Engineers (SE) to align offerings with client requirements and demonstrate value propositions.
3. Proposal Development and Presentation: Provide customized proposals and presentations, incorporating case studies, testimonials, and pricing details. Ensure all deliverables meet the client’s needs to advance the sales process.
4. Objection Handling and Negotiation: Address client concerns by delivering tailored materials and support, including discounts, testimonials, or sandbox trials. Work closely with legal and procurement teams to finalize agreements.
5. Closing and Contract Management: Secure client commitment and oversee the completion of contracts. Partner with internal teams to ensure all documentation is accurately processed.
6. Onboarding and Customer Success: Collaborate with Customer Success and Engineering teams for a seamless Day-1 kickoff. Maintain customer satisfaction and ensure effective use of products/services.
7. Relationship Management: Conduct regular check-ins to address issues and explore upselling or cross-selling opportunities. Work alongside Customer Success to maintain strong, lasting client relationships.
8. Referrals and Renewals: Request referrals and testimonials to enhance credibility and attract new business. Proactively manage contract renewals, addressing potential concerns to secure continued partnerships.

Qualifications

• Excited about working in an early stage startup environment.
• Proven track record in B2B sales, preferably in a Data Analytics tech product.
• Exceptional communication, negotiation, and relationship-building skills.
• Strong analytical abilities for understanding client needs and creating effective solutions.
• Proficient in CRM tools and sales software (e.g., Salesforce, LinkedIn Navigator).

Key Performance Indicators (KPIs)

• Number of qualified leads converted to clients.
• Revenue generated from new and existing accounts.
• Customer satisfaction scores and retention rates.
• Number of upselling and cross-selling opportunities successfully closed.