Mid-Market Account Executive (Remote, United States)

Who we are:

M-Files is the leading platform for knowledge work automation. With the M-Files platform, knowledge workers can find information faster, work smarter, and achieve more. M-Files features an innovative metadata-driven architecture, embedded workflow engine, and advanced artificial intelligence. This enables customers to eliminate information chaos, improve process efficiency, and automate security and compliance.

We help knowledge workers to work smarter.

To learn more about what we do and how visit our company page. To learn more about how we became a Certified Great Place to Work, visit, Working at M-Files | Great Place to Work.

Summary of the role:

As a Direct Sales Mid-Market Account Executive, you will play a critical role in driving our success.  You will need to grasp the fundamentals of the M-Files Intelligent Information Management Solution, have an engaging, entrepreneurial personality and professional approach that will enable you to connect with prospective customers, evaluate their needs and communicate how M-Files will improve their business. You will also focus on selling add-on products, additional licenses, and services to M-Files' existing customers. You will need to gain a strong understanding of how M-Files functions to provide value to its customers.

What you will be doing/Responsibilities and Duties:

• Identify and research potential new accounts within your territory, utilizing various tools and resources to uncover opportunities in Mid-Market Accounts (100 to 1000 employees)
• Develop and implement strategies to generate high-quality leads and inquiries from prospective clients.
• Qualifying potential customers with SPICED framework
• Negotiating complex sales cycle to close
• Generating proposal presentations
• Calling upon existing network of contacts that are prospects for M-Files
• Working with existing customers daily
• Educating existing customers on new functionality
• Developing and maintaining relationships with key decision makers in designated customer base
• Assessing a prospect's complex, technical document management/business process needs and developing a comprehensive solution with M-Files Intelligent Information Management Software
• Conducting daily online demos and onsite meetings with prospective customers demonstrating the M-Files Solution

KEY INTERFACES TO OTHER M-FILES ROLES:

• Direct Sales team members
• Sales Engineers
• Business Development Reps
• Professional Services
• Customer Success
• Product Management
• Marketing

Requirements

Who you are/Qualifications and Skills:

• Bachelor's Degree - College degree or equivalent work experience in software and solution sales
• 3-5 years of SaaS sales experience. A history of success in selling one or more of the following -- Document Management, Database, ERP, Integration, CRM solutions is strongly preferred
• Ability to conduct professional, persuasive remote or onsite meetings with software demonstrations 
• Proven work ethic and ability to effectively build and manage a sales pipeline
• Proven ability to communicate and demo product strengths and benefits with excellent verbal and written communication skills
• Ability to listen to the customer and translate their needs into actionable pre-sales tasks and new business proposals
• Ability to overcome objections and challenges
• Experience using a Customer Relationship Management (CRM) system (ie. Salesforce)
• Working knowledge of Windows-based environments and Microsoft Office applications
• Experience in solution selling, document and content management systems is a plus

Participation in our Recruitment Process:

Phase 1

1. Initial Phone Screen w/People & Culture Team Member
2. Hiring Manager

Phase 2

1. Department Team Members (Mid-Market Account Executive & Sales Engineer)

Phase 3

1. SVP of Sales North America
2. Chief Revenue Officer

Phase 4

1. Panel Presentation

*Approx. Time Investment for Applicant: 4hrs, 30mins

Benefits

Why M-Files?

We are a global company with Finnish roots and with a product that we are very proud of!

By joining M-Files, you will get the opportunity to contribute to our success and growth, while developing your own expertise. Our team is fun, and our solutions are changing the market!

Our guiding principles of "Make It happen", "Help Others", and "Love Customers" are highlighted through our daily actions as a team. Transparent communication and outstanding team spirit were listed as our strengths in our M-Filer Experience (MX) survey.

Base & Commission - M-Files offers excellent compensation including a base salary plus commission on sales. There is no cap on commission.

• 10 paid holidays annually
• Unlimited PTO
• Matching 401K Plan (25% of employees' contribution up to the IRS max)
• Health insurance (PPO and HDHP/HSA plans offered)
• Employee Health Resource App
• Dental insurance
• Vision insurance
• Life insurance (1x employee salary)
• Short-term disability (employer paid)
• Long-term disability (employer paid)
• Flexible Spending Plan (medical and dependent)

 #LI-AH