Enterprise Account Executive, Commercial

Nearmap•Carlsbad, CA

14h•Remote

About The Position

As an Enterprise Account Executive (Commercial), you'll take ownership of a defined set of named accounts in the AECO vertical and drive both net new logo acquisition and account expansion. This could also include asset management. You'll be the first point of contact for prospective customers, making a compelling case for how aerial imaging can transform their workflows, and you'll structure and close deals with a thoughtful, strategic approach. On the growth side, you'll deepen relationships with existing customers by uncovering opportunities to expand their use of our products and drive broader adoption across their organizations. This role is built for someone who thrives in a dynamic, flexible environment and is excited to build on the strong foundation we've already established in this space.

Requirements

5+ year experience in a sales closing role, achieving quota and sales targets, preferably in a subscription based or SaaS environment.
Successful quota or KPI/KSO attainment with a demonstrated track record of success
High levels of personal motivation and professionalism
The ability to prioritize and work towards deadlines
Experience in CRM systems such as Salesforce

Nice To Haves

Working knowledge of Architecture, Construction, Engineering, Utilities, Telecom and other vertical markets would be preferred
MEDPIC experience is preferred, but open to candidates with any formal sales methodology training (Challenger, Solution Selling, etc)

Responsibilities

Drive Growth: New Logo Prospecting & Customer Expansion
Understand and embrace the company adopted Sales Methodology; MEDPIC experience is preferred, but open to candidates with any formal sales methodology training (Challenger, Solution Selling, etc)
Bring proven success as a hunter as well as “land and expand” sales strategies, with the ability to grow accounts over time through expanded usage and additional products
Understand AECO use cases and personas, including familiarity with Life Cycle Management within the asset management and facility operations space
Quickly manage and address any/all leads that come in from Marketing’s efforts, most of which will be direct handoffs from the Inbound SDR team
Partner with an assigned Outbound BDR to achieve pipeline growth and quota attainment, including strategic territory planning, prospecting efforts, and New Opportunity Creation (NOCs).
Develop and plan account strategies and activities for specified accounts such as net new logo hunting, account plans. managing already exisiting accounts, selecting products for calls, identifying buyer influences, overcoming objections, introducing new products, making sales presentations and negotiating discount points
Analyze multiple market factors to both anticipate/identify customer problems/needs and recommends appropriate solutions, and plan and implement strategic marketing plans
Develop and maintain a sales forecast to help analyze market conditions and/or changes in assigned territory for maximum productivity and sales growth
Research and monitor industry competitors, new products, and market conditions to understand a customer's specific needs and report to Sales Leadership
Build and maintain contact with prospective customers to secure new business opportunities
Leverage phone, email, and social media to engage with leads and opportunities
Create proposals and negotiate contracts terms, including payment, discounts, product inclusions/exclusions, etc.
Able to articulate business value clearly and confidently, with the executive presence to engage and influence senior leaders and key decision makers
Respond to inbound web enquiries and increase revenue by matching client needs with Nearmap’s suite of products
Successfully manage the sales process: qualifying customer needs and budget, presenting appropriate solutions, negotiating and closing new business
Achieve weekly, monthly and quarterly revenue targets
Provide timely and accurate forecasts to Nearmap stakeholders and clear visibility on sales performance by ensuring accuracy and timeliness of data use and entry into CRM (Salesforce)
Respond quickly and professionally to internal communications from fellow Nearmap employees
Embrace constructive feedback from your manager and peers
Be an active contributor in sales team meetings, vertical team meetings, subvertical team meetings and other internal meetings and trainings
Compliance with Nearmap values, policies & standards, and ensure compliance with all local statutory requirements.
Complies with all local legislative requirements
Adheres to company guidelines and the corporate Code of Conduct
Acts in an ethical way when dealing with company assets and other people