Account Executive, Mid-Market (Remote)

American Express Global Business Travel • Chicago, TX

5d • $88,200 - $163,800 • Remote

About The Position

Amex GBT is hiring an Account Executive to generate new sales among small and medium-sized businesses. This individual-contributor role involves delivering integrated, customized travel management solutions that help corporations manage and improve their travel investment. The successful candidate will use technology tools and client-specific solutions, build and maintain relationships with internal stakeholders and partners, and develop senior-level client contacts.

The Account Executive will prospect within an assigned territory and spend segment, develop and manage a sales pipeline, and pursue monthly sales, transaction, and key performance indicator targets. The role includes conducting discovery with senior decision-makers, preparing customized proposals and presentations, demonstrating technology, communicating return on investment, addressing objections, securing business, and tracking newly signed accounts through their first 13 months of activation. Up to 25% travel is required within the territory. The role is located in Chicago, Illinois, and is described as remote in the job title.

The US national base salary range is $88,200 to $163,800. The role is also eligible for a sales incentive plan. Actual base salary depends on factors including role scope and complexity, relevant experience, skills, knowledge, and work location.

Requirements

• At least three years of experience exceeding sales targets in a SaaS and/or travel consultative environment.
• Ability to drive new sales among prospective clients within an assigned territory and spend segment and achieve sales, transaction, and KPI targets.
• Advanced proficiency in pipeline management.
• CRM experience; Salesforce is preferred.
• Competitive, positive, driven attitude; adaptability to different situations and resilience after setbacks.
• Strong prospecting, presentation, contracting, and account implementation skills, including tracking new signings through the first 13 months of activation.
• Ability to build and expand business relationships and referral sources, including through cold contacts.
• Ability to document and communicate return on investment for proposed solutions.
• Ability to secure prospect commitments, manage objections, and overcome resistance from key decision-makers.
• Ability to develop persuasive rationales to overcome complex prospect barriers.
• Integrity in sales and accurate prospect-data tracking in accordance with compliance and internal partner requirements.
• Up to 25% travel within the territory.

Nice To Haves

• Salesforce experience.

Responsibilities

• Aggressively prospect for new business and document sales activity.
• Conduct consultative sales and relationship management with C-level executives and other senior decision-makers.
• Lead discovery with CFOs, procurement leaders, and corporate travel managers to develop customized solutions, proposals, presentations, and technology demonstrations.
• Explain the financial benefits and cost implications of travel management programs, using financial acumen and an understanding of P&Ls.
• Develop and manage a pipeline to achieve goals and targets, communicating business needs and solutions to internal partners and leaders.
• Apply knowledge of the travel management landscape and communicate the GBT value proposition.
• Identify client needs and configure solutions that meet client requirements and deliver value.
• Develop knowledge of and sell GBT products and solutions through compelling presentations that align the value proposition with prospect goals.
• Drive new sales from prospective clients within an assigned territory and spend segment, meeting sales, transaction, and KPI targets.
• Prospect, present, contract, and ensure account implementation; track new signings through the first 13 months of activation.
• Network to establish, maintain, and expand business relationships and referral sources, including through cold contacts.
• Document and communicate the ROI of proposed solutions, including unanticipated positive outcomes or benefits.
• Ask prospects for their business, manage objections, and secure commitment to proceed.
• Overcome resistance and complex barriers with decision-makers to achieve mutually beneficial outcomes.
• Sell with integrity and track prospect data in alignment with compliance and internal partner business requirements.
• Travel within the territory, up to 25%.

Benefits

• Flexible country-specific benefits, including health and welfare insurance plans, retirement programs, parental leave, adoption assistance, and wellbeing resources for employees and their immediate families.
• Weekly travel-provider deals on flights, hotels, cruises, and car rentals.
• Access to more than 20,000 courses on a learning platform, leadership courses, and internal job opportunities.
• Inclusion Groups for connection and discussion with colleagues.
• Sales incentive plan based on specific sales roles.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed