Account Executive, Mid-Market Customer Sales
About The Position
As a Mid-Market Customer Sales, Account Executive at Clio, you will manage and nurture relationships with a portfolio of high-value customers, typically 20+ employees. You will own a book of business consisting of key Mid-Market accounts, and your primary responsibilities will include driving expansion retention and ensuring that Clio’s solutions continue to meet the evolving needs of your clients. In this quota-bearing sales role, you will work cross-functionally with marketing, sales, product, customer success, and partnerships teams to ensure the growth and satisfaction of our Mid-Market Accounts. You will focus on creating long-term value and building strong relationships with key decision-makers to identify upselling, cross-selling, and expansion opportunities.
Requirements
- Minimum 4 years of sales experience, including closing deals
- 3 years of experience working in SaaS or other technology companies
- Experience working complex deal cycles with high-leverage customers
- Knowledge and passion for technology and cloud-based products
- Previous experience running demos
- A competitive mindset
- Cold calling skills
- A coachable and collaborative nature
Responsibilities
- Maximize Revenue from Existing Accounts: Focus on driving growth with our largest customers. Negotiate complex contract amendments and expansion agreements, maximizing revenue while minimizing churn and reduction
- Strategic Relationship Building: Develop and maintain relationships with key decision-makers and stakeholders across multiple levels within your accounts. Engage with clients regularly to ensure ongoing value, uncover expansion opportunities, and mitigate churn risks
- Pipeline Management: Maintain a healthy pipeline of opportunities within your accounts, tracking and forecasting accurately in Salesforce and other tools
- Data-Driven Decision Making: Use data and insights from both Salesforce and internal systems to inform your sales strategies, negotiate effectively, and communicate value to clients
- Collaboration with Customer Success: Work closely with Customer Success Managers to ensure smooth transitions, manage ongoing relationships, and provide a seamless experience for clients
- Solution Selling: Conduct virtual or in-person meetings with clients to deliver product demos, discuss potential product upsells, and develop tailored solutions to meet customer needs
- Become a Product Expert: Learn and stay updated on the Clio product suite to provide expert advice to clients on best practices and drive usage
- Cross-selling and Upselling Clio products into our existing customer base
- Converting qualified opportunities using telephone, email and product demonstrations
- Using Salesforce.com to prioritize, organize, and set appointments for qualified leads, and opportunities through View, Tasks and Calendar
- Paying close attention to key metrics, including the number of qualified leads and conversion rate at various stages of the funnel through paid accounts
- Working with Support, Account Managers, SDRs/BDRs, Customer Success Managers, Partner Account Managers and Sales Engineers to provide solutions to our customers
- Forecasting, negotiation and deal closures
- Developing business cases for customers
- Attending Industry events and visiting customers on-site
- Hunting and prospecting into existing customer accounts
- Advocate for Clients: Pass client feedback and feature requests to our product teams and facilitate meetings with project managers to discuss potential product enhancements
- Account Planning: Develop and execute strategic account plans to ensure client satisfaction, retention, and growth
Benefits
- Competitive, equitable salary with top-tier health benefits, dental, and vision insurance
- Hybrid work environment, with expectation for local Clions (Vancouver, Calgary, Toronto, Dublin and Sydney) to be in office minimum twice per week.
- Flexible time off policy, with an encouraged 20 days off per year.
- $2000 annual counseling benefit
- RRSP matching and RESP contribution
- Clioversary recognition program with special acknowledgement at 3, 5, 7, and 10 years
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
Education Level
No Education Listed
