Account Executive - SMB

Quorum•Washington, DC

7d•Hybrid

About The Position

Based in Washington, D.C., Quorum is a fast-growing software company and is the leading provider of workflow software and information services for government affairs professionals across the corporations, non-profits, associations, and governmental end-markets. Quorum allows users to manage stakeholder engagement, launch grassroots advocacy campaigns, and track legislative activity at all levels of government, including federal, state and local. Quorum provides mission-critical solutions to public affairs professionals for their work in Congress, all 50 state legislatures, major U.S. cities, the European Union, and 30+ countries around the globe. Quorum serves over 2,000 customers globally including over 50% of the Fortune 100, and has over 350 team members across the globe. As an SMB Account Executive, you will contribute to the overall growth of the company by persuading potential clients to choose Quorum as their public affairs software solution. This role includes responsibility for new logo sales (typically in the $15,000 to $75,000 range) to potential clients in the non-profit, corporate and association sectors. This role does not include responsibility for renewals and/or expansion sales to existing clients.

Requirements

You have carried an annual goal of $400k+ in new logo sales at $35-40k+ ASP and met or exceeded quota consistently.
You have 2+ years of experience selling SaaS products.
You have complex sales experience and are comfortable working with multiple stakeholders across many levels of the business both internally and externally.
You can manage a pipeline with varying degrees of velocity, sales price, complexity; grasps the importance of owning their number and the controllable inputs needed to hit that number.
You are comfortable sourcing your own pipeline and building relationships to further long-term sales.
You have experience selling and mastering a complex product (i.e. leverages sales engineer only as need versus as the norm) in a mix of greenspace (i.e. client has no existing solution so selling on need for software and why yours is the right choice) and takeaway (i.e. client has an existing solution with a competitor, selling on why yours is the right choice).
You are incredibly detail oriented: you takes note on all calls, are quick to reply and follow up, understand the importance of sales process and documentation.
You are generally someone who decides they will be good at whatever they put their mind to, and leverages the resources at hand to make that happen.

Nice To Haves

You are a rockstar if you have sold public affairs software (or an adjacent product/industry) previously, have in-house or firm experience as a public affairs professional, or experience working alongside lawmakers and/or lobbyists.

Responsibilities

Communicate directly with prospects to uncover and understand their individual and organizational needs, 'map the enterprise' to ensure we've identified each business unit that is affected by the overarching challenges Quorum solves, and identify and secure high-value clients via a strategic, multi-product, multi-stakeholder sale.
Own strategy from identification and prioritization of accounts, mapping the enterprise, and developing a bespoke solution to driving the deal through procurement to close.
Establish strong business relationships with prospects to generate cross-functional influence, continually develop new business opportunities, and contribute to the overall growth of the company through new business.
Assist in developing and implementing industry-specific sales strategies, engage your own network to increase awareness of the company and solutions, and identify potential opportunities through targeted research and external events.
Partner collaboratively with marketing, product, and customer success teams to identify development opportunities to support the enterprise market.
Engage in peer-to-peer coaching and provide feedback to ensure the success of the team.

Benefits

Flexible Paid Time Off
Paid Company holidays plus additional company-wide days off for team members to rest and recharge
Four Day Weekends for President’s Day, Memorial Day, Fourth of July and Labor Day
Free Subscription to the Calm App
Free Subscription to LinkedIn Learning to support professional development
Invest in Yourself Days - one designated day per quarter is dedicated to your professional development!
One-time Work from Home Stipend
401k match
Choice of trans-inclusive medical, dental, and vision insurance plan options
Virtual and in-person team events
Bright sunlit open office concept with your own dedicated desk (if you want it)
Inclusion & Diversity Affinity Groups to support belonging
12 weeks paid parental leave