Commercial Account Executive (East) (Remote)

AuditBoard

5d•Remote

About The Position

Join a dynamic and innovative team at AuditBoard, where you'll sell groundbreaking solutions to some of the world's largest organizations. As a Commercial Account Executive, you'll drive significant impact by managing high-value accounts and closing game-changing deals. Engage with C-level executives, solving complex problems and presenting compelling solutions. Immerse yourself in a culture that values mentorship and professional development, ensuring continuous growth and excellence. Work with state-of-the-art audit, risk, and control solutions, collaborating with industry partners to seize new business opportunities. Your presence at industry events will expand your professional network and establish you as a thought leader. Join AuditBoard and be at the forefront of transforming risk management and audit through innovative solutions and strategic partnerships. This is more than just a job; it’s a chance to shape the future success of our company.

Requirements

5-7+ years of SaaS sales experience selling enterprise, B2B solutions (steady and progressive tenure in career, ideally 3 years in one company) OR Senior Manager or higher in a Risk Advisory practice (i.e. risk management, internal audit) of a Big4 firm or mid-tier firm
Proficient in using MEDDICC/MEDDPICC with a consistent track record of exceeding quarterly and annual quotas that reach above $1-1.2M; Deal sizes and sales cycle experience align with the segment.
Strong executive presence
Coachable, willing to learn, collaborative with team, and great at building relationships
Ability to negotiate pricing with a focus on retaining value
Proven ability to successfully navigate complex SaaS deals and articulate the distinct aspects of products and services and position them against competitors
Ability to identify client pain points and develop unique and compelling value propositions that focus on delivering value to the client. (Customer first mentality)
Excellent listening, negotiation, and presentation skills
Must be able to work in a fast-paced and rapidly changing environment
Bachelor’s degree or equivalent experience required

Responsibilities

Execute full-cycle sales including territory planning, pipeline generation, and progressing sales opportunities to close – we are in search of dynamic and ambitious sales achievers who can build a viable pipeline – this role has a 90% net new business target.
Exceed annual sales targets of >$1M
Expanding new business opportunities in existing + new customer accounts within your assigned territory to meet and/or exceed quarterly/annual quota with 10% of your focus on expansion selling
Collaborate with CCOs, CAOs, CFOs, CIOs, CTOs, EVPs, and SVPs to develop tailored solutions that meet their specific needs.
Identify prospective customer's pain points, educate them on AuditBoard’s value, highlight our differentiators, effectively demo the product via video conference / onsite, and guide prospects through the sales process with 25%-30% travel, including client and partner meetings as well as events and conferences.
Co-create a solution and business case to enable stakeholders across the business to advocate for and adopt Auditboard into their organization.
Work closely with SDRs/BDRs and Product Solutions to achieve sales goals and partner with the Implementation and Customer Success teams to support and set customer expectations.
Develop and implement sales strategies aligned to goals and targets by leveraging MEDDICC sales methodology.
Collaborate with channel partners to tackle strategic opportunities.