Associate Mid-Market Account Executive

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Requirements:

• 3+ years of closing, quota-carrying, sales experience.
• Minimum 2 years of SaaS sales experience.
• Experience working with organizations of up to 1,000 employees.
• BA/BS degree or equivalent preferred.
• Experience with Salesforce.com platform preferred.
• Experience within the environmental health and safety industry preferred.
• Experience carrying a revenue target with the ability to develop compelling strategies that deliver results in highly complex and long sales cycles.
• Excellent communication, negotiation and forecasting skills.
• Ability to gather and use data to inform decision making and persuade others.
• Ability to assess business opportunities and read prospective buyers.
• Ability to orchestrate the closure of business with an accurate understanding of prospect needs.
• Ability to Team Sell with multiple members of the company including Executive Management team using consultative selling.

Responsibilities:

• Partner with Mid-Market/SMB business customers to build strong relationships, develop roadmap for enhancing their EHS program, and defining their solution needs.
• Maintain knowledge of relevant client requirements, company events and inform VEHS team as needed.
• Prioritize accounts and buyers within a territory based on ideal customer profile, propensity to buy.
• Build and maintain an accurate pipeline of qualified opportunities (> 3x quota).
• Follow-up a prescriptive sales playbook with defined sales stages, talking points, etc.
• Lead a qualified prospect through a discovery call, demo, and scope a potential solution offering based on the customer need.
• Manage opportunities and close deals within a defined timeframe.
• Build long-lasting strong relationships with key stakeholders and senior-level executives from large companies.
• Collaborate with your internal partners on the account. (Customer Success, Solutions Consultants, Renewals, Support, and Marketing).
• Assist with customer support and renewal as needed.
• Travel, present, 'work' the booth and sell in a trade show or event setting.