Commercial Account Executive, West (Remote)

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Requirements:

• 5-7+ years of SaaS sales experience selling enterprise, B2B solutions (steady and progressive tenure in career, ideally 3 years in one company) OR Senior Manager or higher in a Risk Advisory practice (i.e. risk management, internal audit) of a Big4 firm or mid-tier firm
• Proficient in using MEDDICC/MEDDPICC with a consistent track record of exceeding quarterly and annual quotas that reach above $1-1.2M; Deal sizes and sales cycle experience align with the segment.
• Strong executive presence
• Coachable, willing to learn, collaborative with team, and great at building relationships
• Ability to negotiate pricing with a focus on retaining value
• Proven ability to successfully navigate complex SaaS deals and articulate the distinct aspects of products and services and position them against competitors
• Ability to identify client pain points and develop unique and compelling value propositions that focus on delivering value to the client. (Customer first mentality)
• Excellent listening, negotiation, and presentation skills
• Must be able to work in a fast-paced and rapidly changing environment
• Bachelor’s degree or equivalent experience required

Responsibilities:

• Execute full-cycle sales including territory planning, pipeline generation, and progressing sales opportunities to close – we are in search of dynamic and ambitious sales achievers who can build a viable pipeline – this role has a 90% net new business target.
• Exceed annual sales targets of >$1M
• Expanding new business opportunities in existing + new customer accounts within your assigned territory to meet and/or exceed quarterly/annual quota with 10% of your focus on expansion selling
• Collaborate with CCOs, CAOs, CFOs, CIOs, CTOs, EVPs, and SVPs to develop tailored solutions that meet their specific needs.
• Identify prospective customer's pain points, educate them on AuditBoard’s value, highlight our differentiators, effectively demo the product via video conference / onsite, and guide prospects through the sales process with 25%-30% travel, including client and partner meetings as well as events and conferences.
• Co-create a solution and business case to enable stakeholders across the business to advocate for and adopt Auditboard into their organization.
• Work closely with SDRs/BDRs and Product Solutions to achieve sales goals and partner with the Implementation and Customer Success teams to support and set customer expectations.
• Develop and implement sales strategies aligned to goals and targets by leveraging MEDDICC sales methodology.
• Collaborate with channel partners to tackle strategic opportunities.