Client Executive

Metafora•Chicago, IL

2d•Remote

About The Position

The Client Executive will be a primary driver of Metafora’s growth trajectory. We need a seller who creates opportunity rather than waiting for it. You are responsible for lead generation, owning and running the sales cycle, closing complex deals and driving revenue. The ideal candidate pairs the aggressive drive of a seller with the strategic depth of a consultant. You will be expected to uncover the ‘why’ behind a client’s challenges through rigorous discovery, bridging the gap between their complex problems and a signed engagement.

Requirements

Industry Depth : 15+ years of experience in the Transportation and Logistics industry, with a career spanning multiple organizations
Economic Ownership : 2+ years of direct P&L ownership or accountability demonstrating the ability to manage budgets, forecasts and bottom-line impact
Complex Sales Mastery: Proven track record of navigating and closing high-stakes, multi-stakeholder engagements with sales cycles typically ranging from 6-12 months
Technical / Product Liaison: Direct experience interfacing with Product, Engineering and Data Science teams to translate market needs into requirements
Executive Presence: Exceptional communication, negotiation, and presentation skills, specifically with C-suite stakeholders
Systems Thinker: Ability to deconstruct complex organizational challenges into their component parts and identify critical dependencies
Serial Networker: You’re connected, and you like expanding your network within the industry
Curious : You’re motivated by learning about how businesses in our industry work, what challenges our industry friends are facing, and where the industry is headed
Entrepreneurial Initiative: Operate with a “Founders Mindset" requiring minimal oversight to initiate action. Self-directed in their outreach, travel planning and professional development consistently pushing for net new opportunities
Consultative Clarity: Ability to clearly and expertly communicate complex concepts and convert them into actionable narratives for a range of audiences
Competitive Team Player: Driven by individual achievement yet fundamentally committed to the firm’s collective success by openly sharing best practices

Responsibilities

Revenue Generation
Strategic Prospecting: build a pipeline by leveraging your existing network, engaging industry contacts and meeting new industry contacts within Metafora’s ideal customer profile and target service offerings. You will keep a pulse on the recent happenings and identify new high-value tech and management consulting engagements. You’ll do this through regular engagement with contacts on calls, proactive travel, conference outreach, and targeted email campaigns
Deal Management: you are accountable for management of your own pipeline from prospecting through deal close and project kick-off and working to exceed your assigned quota. Collaboration with the Delivery team is a must
Sales Support : working with other commercial leaders to project manage opportunities through the sales process from exploration through close which may include compiling and drafting material for follow-up, CRM updates, conference outreach, internal coordination, scheduling with customers and prospects, and the like
Market Intelligence: Conduct deep-dive market research for "Net New" meeting prep, identifying specific gaps in a prospect's organization that our services can bridge
Customer Experience & Retention
High-Value Accounts: Directly manage and nurture relationships with the company's largest or most strategic accounts
Issue Resolution: Act as an escalation point for critical customer issues, ensuring timely and effective resolution to protect the partnership
P&L Mindset: Treat your portfolio as a business. You are accountable for the financial outcomes of your commercial strategies
Strategic Sales Enablement Process
Productization: Observe what works in your own sales cycle and contribute to the documentation, templates, and frameworks to turn that success into a company-wide process
CRM Discipline: Take full ownership of CRM data integrity for your portfolio, utilizing the system not just for tracking but as a strategic tool to budget, forecast and identify market gaps
Pricing Strategy: Collaborate with Finance and Delivery to define pricing strategies, discount policies, and commission plans
Coach and Develop : As your commercial success grows, assist in developing newer sellers to the organization