Yellowbrick - San Francisco, CA
posted 2 days ago
About the position
The Account Executive will play a key role in Yellowbrick's growth by focusing on building pipeline and winning new clients. The perfect candidate has a track record of success and is looking to further their career in sales with a company who is invested in their professional growth. Essential attributes include a strong work ethic, natural curiosity, an entrepreneurial spirit, and the ability to be coached. Our Account Executive will deliver value-based messaging on the benefits of Yellowbrick. They will have experience prospecting into large accounts and running a full sales cycle while keeping client's goals in mind. This person must be comfortable running complex deals with multiple stakeholders and navigating large organizations. An integral part of the role will be to understand a prospect's use cases and sell our solution to drive business value. This is an exciting time at Yellowbrick - we are poised for explosive growth and are building a growth-oriented culture with ongoing coaching and training. This is an opportunity for the right candidate to leverage sales and significant business experience with the most innovative data warehouse provider on the market.
Responsibilities
- Develop and execute a comprehensive sales strategy within the assigned territory, targeting high-potential prospects and setting clear goals to achieve sales targets.
- Create and implement a regional sales plan tailored to the specific needs of the market.
- Partner with the marketing team to design and implement targeted marketing initiatives that drive growth within high-value prospects.
- Align sales and marketing strategies to increase visibility and generate qualified leads.
- Identify and qualify new prospects by understanding their needs and challenges. Develop new sales opportunities and establish ongoing revenue streams to ensure a sustainable pipeline.
- Arrange and conduct engaging product demonstrations and presentations to showcase the value of Yellowbrick's solutions.
- Effectively communicate the benefits and unique selling points to prospects.
- Manage the entire sales cycle from initial prospecting through to closing, ensuring all deliverables are met.
- Handle contract generation, negotiations, and the successful completion of all required paperwork and documentation to close deals.
- Build and nurture strong, long-lasting relationships with clients to understand their evolving needs and business goals.
- Serve as a trusted advisor, ensuring customers receive value from Yellowbrick's solutions and supporting their IT roadmap.
- Exceed quarterly and annual sales quotas by managing a balanced pipeline, focusing on closing key deals, and continuously driving revenue growth in the assigned territory.
- Maintain meticulous records and data in Salesforce.com, ensuring up-to-date information for forecasting purposes.
- Provide reliable sales forecasts and pipeline management to leadership and stakeholders.
Requirements
- 10+ years' experience in full-cycle sales with a focus on hunting new logos
- 5+ years' experience selling in Big Data / Analytics
- Bring a proven rolodex within Fortune 500
- Ability to work collaboratively and drive an account-based selling approach
- Ability to sell cross-functionally to multiple stakeholders
- Expertise in networking, sourcing and developing trusted advisor relationships
- Experience sourcing, negotiating and closing deals
- Excellent in-person, video, phone, and written customer communication skills
- The ability to make formal and informal presentations to staff and clients
- Demonstrated success in achieving sales goals
- Able to find, understand and solve complex multi-dimensional problems
- Creative and flexible
- Makes decisions based on data
