Account Executive (SaaS)

Position Purpose

At Phocas, we are at the forefront of innovation, providing state-of-the-art software solutions designed to enable businesses to make informed, data-driven decisions. We are on the lookout for a dynamic and driven Sales Account Executive (AE) to join our team and fuel our sales expansion efforts. In this pivotal role, you will help amplify our market presence and contribute to achieving our ambitious global revenue goals. As a Sales Account Executive, you will be instrumental in generating new business opportunities and nurturing existing client relationships within Phocas' diverse product suite.

Your responsibilities will include prospecting, managing the sales pipeline, and closing deals to foster long-term revenue growth. Depending on your experience, you may engage with both new prospects and existing customers to meet our regional and global revenue targets.

Key Responsibilities

• Customer Engagement: Proactively connect with prospective and existing clients through various channels such as in-person and virtual meeting, phone, email and social media to consistently meet or exceed monthly sales targets.
• Pipeline Development: Identify and evaluate potential prospects, analyzing their industry positioning and pain points to build a robust pipeline of business opportunities.
• Value Articulation: Clearly communicate the benefits of Phocas' solutions through customized demos and presentations to key decision-makers, securing their buy-in.
• Sales Methodology: Be well versed in delivering sales process using industry best practice methodologies such as SPIN, Challenger, Jolt, Force, MEDDPICC.
• Opportunity Management: Handle multiple sales opportunities simultaneously, ensuring effective management and timely follow-up.
• Sales Forecasting: Provide accurate forecasts of sales activity and revenue performance.
• Relationship Building: Develop and maintain long-term relationships with customers, generating quality leads through their networks.
• Collaboration: Work closely with Business Development Consultants and Marketing teams to design and execute impactful business development campaigns.
• Cross-Functional Coordination: Partner with Customer Success and Professional Services teams to enhance client retention and growth.
• Industry Awareness: Stay informed about industry trends, market developments, and Phocas' product offerings to effectively address client needs. This includes buyer persona and the challenges they face.
• Event Participation: Represent Phocas at trade shows and industry events, showcasing our solutions to potential clients.
• Partnerships: Engage with partners where necessary to nurture relationships, generate pipeline and win business.
• CRM Management: Keep detailed and accurate records of prospects, customers, and sales activities within our CRM system

Requirements

• Minimum 3-5 years of quota-carrying sales experience, preferably in software solutions and B2B environments.
• Proven track record of consistently exceeding sales quotas.
• Strong skills in needs analysis, positioning, business justification, and closing deals.
• Experience managing and closing multiple sales cycles simultaneously.
• Proficiency with CRM systems like Salesforce or HubSpot.
• Ability to listen, learn, and apply new insights effectively.
• Willingness to learn and use tools and workflows for lead generation.
• Ability to travel at least 25% of the time, including domestic and international travel

Desirable requirements

• Experience with business intelligence, accounting technology, and ERP solutions.
• Familiarity with HubSpot is a plus.
• Background in selling to or working within target markets such as Manufacturing, Distribution, Retail, or Services.
• Financial experience or knowledge of budgets, forecasts, and financial statements.

Qualification/Education Requirements

• BA/BS or equivalent preferred, or relevant work experience
• Previous Sales Methodology (SPIN, Challenger, Force, MEDDPIC) training highly desired.

Skills/Attributes

• You love the thrill of the sales.
• You like technology.
• Possess an inquisitive nature to understand the customer’s needs and wants and current situation.
• Strong business acumen and common sense.
• Good interpersonal skills - outgoing and personable.
• Great communication skills - verbal, written, and presentation.
• Ability to work individually as well as part of a team to solve problems and make sales connections in varied environments.
• A lifelong learner with a passion for sales and business.
• Adopts a growth mindset and a willingness to embrace new challenges and opportunities to grow

A bit about us:

We’re a business planning and analytics company on a mission to make people feel good about data. We’ve been hard at it for 20 years, helping 2,300 companies turn complex business data into performance boosting results. Despite our global status of 300 world-class humans, we’ve held on to our start-up roots. The result is a workplace that’s fast, exciting and designed for fun.

Whether you want to try out new sales tactics, lead a project, champion wellness, or spend more with the kids, you’ll have our full support. As long as you’re doing what makes you happy, the rest falls into place.

Create your happy place!!

Compensation for the position depends on experience. A fully qualified candidate can expect a total comp between $70,000 and $90,000 with a commission plan.

Benefits

• Health Care Plan (Medical, Dental & Vision)
• Retirement Plan (401k, IRA)
• Life Insurance (Basic, Voluntary & AD&D)
• Paid Time Off (Vacation, Sick & Public Holidays)
• Family Leave (Maternity, Paternity)
• Short Term & Long Term Disability
• Training & Development
• Work From Home
• Wellness Resources
• Stock Option Plan

We are a 2024 Circle Back Initiative Employer – we commit to respond to every applicant.

Phocas is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability and protected veterans status or any other characteristic protected by law.

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