Account Executive - Expansion Sales

Who is Whip Around?

Whip Around was born in 2016, originally to help freight companies in New Zealand tackle their paper-based compliance burden. It was whilst working for some of the globe’s largest freight companies, that we saw first-hand how much time paper was costing fleet managers every day. Within a year, the US market was calling loudly as Whip Around met a clear pain point for businesses with fleets.  Whip Around now has offices in Auckland, New Zealand, Charlotte, North Carolina, San Diego, California servicing our customers from coast to coast in the US and around the world.

Team culture is at the heart of our success, with personal improvement being just as important as company outcomes. We now boast a senior leadership team with experience from numerous successful global businesses and continue to double down on our vision to bring simplicity and efficiency to fleet management and compliance.

Why this role is important to us:

As an Expansion Account Executive, your role will be focused on generating new business from existing clients, identifying opportunities for up-selling, and increasing individual account values. Additionally, you will use the existing business to create channels to additional franchise, parents, and adjacent organizations that would benefit from Whip Around. Ideally, you will be equally driven by a customer-centric mentality as well as a desire to close new business. This is a strategic role, with an exciting amount of upside to the employee and  that will be essential to the growth of our business.  

What success will look like:

• Spearhead the growth & adoption of Whip Around in existing key accounts
• Uncover new business opportunities from our existing customers and target accounts
• Provide timely and accurate forecasts and clear visibility on sales and revenue performance by actively managing your pipeline of opportunities and weekly sales forecasts
• Lead compelling presentations of Whip Around product and vision to a broad range of audiences from c-level executives to individual contributors 
• Develop a strategy to work and win business in complex account ecosystems 
• Align with marketing and sales leaders and internal teams to strategically and predictably fill pipeline with qualified prospects and customers
• Communicate to executive team members the deals at each stage 
• Continuously seek to improve current sales techniques, trainings and procedures 
• Achieve stated quota and goals

What you’ll bring to the role:
Critical Competencies:

• Knowledge of the enterprise/SaaS contracts and pricing 
• Full knowledge of the deployment of software solutions and how consumption metrics promote expansion
• Ability to prioritize tasks in a fast-paced environment
• Drive and ambition to exceed targets and goals 
• Excellent verbal and written communication skills
• Receptive to feedback, always willing to learn and embrace continuous improvement
• An ability to respond with a sense of urgency in a sales-driven culture
• Ability to be a resourceful team player who excels at building trusting relationships with customers and colleagues

Experience:

• 5+Experience with enterprise level, multi-touch deals
• Experience with Salesforce and other sales/marketing techstack
• Experience selling a SaaS product, specifically in the world of fleet management
• Experience in partnering and channeling through complex organizations to identify key stakeholders and decision markers