Account Executive, Expansion

Syndigo•Chicago, IL

11h•Hybrid

About The Position

Syndigo is hiring an Account Executive, Expansion, to grow existing SMB and Mid-Market customers by identifying expansion opportunities and presenting how Syndigo’s product-data solutions can support customers’ omnichannel strategies. The role uses a hunter mindset and works closely with Account Managers who own the customer relationships. This is a hybrid position requiring two days per week in the Chicago office. The Account Executive develops and manages a sales pipeline, conducts discovery, communicates Syndigo’s value proposition, demonstrates its SaaS platform, and negotiates pricing and contract terms. The role collaborates with account management, business development, operations, and solution engineering teams to develop opportunities and deliver appropriately positioned solutions. It also requires consistent outbound prospecting and sales activity tracking in Salesforce and Salesloft. For full-time U.S.-based employees, Syndigo offers health insurance benefits, paid time off, volunteer time off, employer-paid short- and long-term disability, parental and adoption leave, a 401(k), and tuition reimbursement. The budgeted salary range, excluding eligible commission, is $85,000–$100,000 USD. Commission is listed as $100,000–$100,000 USD. Individual compensation is determined based on skills, education, experience, and internal equity.

Requirements

At least 3 years in a quota-carrying sales role with a consistent record of success against quota.
Passion for hunting and growing existing clients.
Deep familiarity with Salesforce, SalesLoft, and ZoomInfo.
MEDDPICC certification or demonstrated mastery of another sales methodology, such as ValueSelling, Sandler, or Challenger.
Proven ability to prospect, qualify, and open opportunities in a primarily outbound environment.

Nice To Haves

Curiosity and interest in consumer goods, retail, or e-commerce.

Responsibilities

Prospect and build customer expansion opportunities in Mid-Market and SMB territories.
Conduct needs analysis and use discovery questions to identify clients’ business objectives.
Communicate Syndigo’s value proposition and explain how its solutions address customer challenges.
Use a consultative sales approach to close opportunities with senior-level executives and forecast expected close dates weekly in Salesforce.
Collaborate with account management, BDR, operations, and solution engineering teams to develop pipeline and ensure appropriate program positioning and delivery of solutions and services.
Initiate introductory meetings through networking, cold calls, email, and other sales technology tools.
Coordinate and schedule online or onsite meetings with key decision-makers.
Demonstrate Syndigo’s SaaS platform and communicate capabilities that differentiate its solutions.
Negotiate and contribute to pricing strategy and proposal development to drive conversion.
Negotiate contract terms within guidelines provided by commercial leadership.
Develop account strategies in Salesforce and execute plans to penetrate new buying centers through frequent outbound engagement.
Research companies that fit ideal customer profiles and create outbound messaging.
Own and manage an active pipeline in Salesforce.com.
Meet weekly activity KPIs, including messaging goals for priority accounts and contacts tracked in Salesloft and Salesforce.