Our client is seeking a motivated and professional Enterprise Software Sales (SaaS) Executive to join their team. To be a successful Enterprise Software Sales rep, you must have experience with enterprise SaaS sales as well as a good understanding of the technical matter that may need to be discussed when educating customers about their products. The Enterprise Sales Executive will drive the creation, implementation, and lifecycle management of strategies and plans that target growth across all revenue channels. Reporting to the President and partnering with Operations in all departments, this position will pair deep market intelligence with innovative and best-practice processes, systems, and plans for business development, sales, sales operations, customer success, customer relationship management and monetization respective to all revenue streams. Because of this, the ideal candidate for this position must be technical-minded and have good interpersonal skills, as well as previous experience in either the sales or customer service industries. Ideally, you will be able to answer customer questions about their product while building trust and ensuring that their customers are satisfied.

Primary Responsibilities:

Create a comprehensive business development plan that drives revenue growth across all Software through current process refinement, innovation, and best practices. The strategies and corresponding plans will cover but not be limited to the following areas:

New Subscription Growth
Existing Subscription’s Health & Growth
Seek out new opportunities and expands and enhances existing opportunities to build and manage the pipeline in enterprise segment
Identify, establish, and manage accounts within the United States and allocated average deal size of $100k ARR
Thinking strategically, craft and review call plans of important business meetings
Full account ownership from qualification to closure
Conduct discovery and provide introductory sales demos for enterprise prospects
Own SaaS application funnel, ensuring optimization to maximize subscription conversions
Collaborate with marketing team to ensure advertising, landing pages, and onboarding communications are accurate, align with current brand voice and tone, and maintain greatest discoverability and click-through
Implement geographic, business type, business volume and other market segmentation strategies that effectively target, engage, and convert
In conjunction with Marketing and inside sales leads, develop account plan and build appropriate pipeline, including customer calls, continuous follow-ups, and relationship-building
Assist with preparation and facilitate winning SaaS demonstrations with Sales Engineers
Coordinate Proposal responses with the team and the prospect
Other duties as business needs arise and required, as agreed with the President
Prospect leads thru a combination of warm leads and referrals
Perform product demonstrations and training as needed – while both building and leading your own book of business
Follow proven sales methods and negotiate and close new deals
Follow up with leads and move them thru the sales funnel utilizing & logging them in tools like HubSpot
Construct professional brand pitches and sales presentations
Create, manage, and leverage strategic partnerships with industry brands, associations, organizations, and professional influencers to boost market awareness, brand positioning, and product engagement
Refine, develop, and deploy community advocacy strategies in and outside of the current subscriber base
Leverage market intelligence to identify new segments and product opportunities that broaden market reach and share
Identify, generate, propose, and close sales opportunities for product and service solutions in person, online and over the phone
Interlock with the relevant teams to ensure pre-contracted renewal orders are processed

Payments:

With contribution from executive, product, and marketing teams, build and maintain positioning and sales strategy for the embedded payments solution that leverages processing rates and integration value to subscriber and consumer client experiences
Overcome payment processing customer objections, issues, or concerns as necessary
Accurately forecast merchants’ transaction volumes
Gain a full understanding of all payment processing hardware, software, and reporting

Retention:

Through application queries, integrated analysis applications, and subscriber surveying, analyze current product engagement and customer value assessment, and locate opportunities to improve customer experience, product engagement, and lifetime value
Establish in-person customer onboarding, success, and account maintenance strategies that enhance client experience, value discovery, and retention
Actively participate in the product lifecycle discussion to ensure retention factoring in product development planning
Continually learn all aspects of products, programs, and services offered

Monetization:

Work closely with all company stakeholders to create and manage a monetization plan that regularly audits, analyzes, and updates product modeling and pricing to maintain competitive marketing positioning while meeting company revenue objectives

Primary Qualifications:

Five+ years of experience in B2B technology sales with SaaS offerings, Field Services industry sales experience and contacts strongly preferred
Proven track record of predictably meeting and exceeding revenue objectives
Experience closing $100k+ ARR deals
Diligent work ethic: must be self-motivated and able to take the initiative to get the job done
Demonstrated ability to develop new markets and territories
Strong written, phone, and in-person communicator
Proven ability to manage prospecting efforts, sales process, pipeline, late-stage deals, and contracts
Experience in the Field Services industry and selling SaaS solutions
Understanding of standard business processes, including accounting, required
Knowledge of SaaS solutions and the buyer-centric sales approach
Excellent analysis and problem-solving skills
Ability to learn quickly in different areas of the business
Excellent written and verbal communication skills; adept at presentation to customers and senior management
Detailed, organized and results-oriented, with ability to effectively prioritize
Ability to work effectively under pressure and in a fast-paced, dynamic, team-oriented environment
Strong logical, analytical, and technical skills required