Key Accounts Executive

Shorthand•Atlanta, GA

1d•Remote

About The Position

Shorthand is seeking a talented Key Accounts Executive to join their Sales team. This is a fully remote position based in North America (East Coast preferred but not essential). The mission of this role is to ensure the growth of Shorthand's existing customer base and provide options for expansion, aiming for greater than 10x base in new Annual Recurring Revenue (ARR). The successful candidate will report to the Vice President of Sales and will work across targeted enterprise client accounts, focusing on new business, cross-sell, and upsell opportunities. This role involves owning expansions and upsells, consulting on best practices, collaborating with various internal teams, building strategic plans, and accurately forecasting pipeline. The role also includes selling products/services, monitoring client satisfaction, identifying new business opportunities, developing long-term client relationships, negotiating terms, following up with clients, and developing proposals and presentations.

Requirements

Significant experience of successfully selling enterprise marketing solutions to CEOs, CMOs, VPs and Directors of Marketing, Content, Communications, Editorial, etc.
Solid understanding of the digital marketing landscape for enterprise customers.
Experience introducing new products to market.
Proven track record of closing large, strategic and high quality deals.
Proven track record in direct and partner-fulfilled sales.
A consultative sales style and strong experience selling solutions in a fast-paced environment
Proven ability to sell collaboratively with multiple internal stakeholders and teams.
Can demonstrate how they have expanded their contact base, influence, impact and revenue in key accounts for other organisations.
Has utilised their internal team of colleagues to maximise customer expansion opportunities, effectively partnering with support, customer success, engineering and senior management.
Is a savvy, customer-focused problem solver, with empathy in spades and always willing to go that extra mile.
Is whip-smart, with exceptional attention to detail, demonstrably thinking through problems analytically and rigorously.
Has outstanding written and face-to-face/online-meeting communication skills (we will be asking you to write your own Shorthand story as part of the recruitment process.)
Can learn fast and ruthlessly prioritise competing demands, and stay calm under pressure.
Gains deep satisfaction from helping others achieve their goals.
You are a proactive self-starter who does not need to be told what to do and will be resourceful to find solutions to any challenge.
You are not afraid to get your hands dirty, but you’re also collaborative and consultative
You thrive in a fast-paced and demanding environment, and possess a high level of curiosity.
You are an agile, goal-oriented personality, driven to succeed and always up for a challenge!
You are a supportive and proactive team player
You love working remotely.
You are tech savvy and will (and will want to) become an expert in the use of the Shorthand platform

Nice To Haves

Technical aptitude and/or background in technology preferred.
Preferably has experience collaborating with diverse, geographically-dispersed teams.

Responsibilities

Work across a specific set of targeted and current enterprise client accounts, mainly based in the Americas, which includes new business, cross-sell and upsell; build and close a strong pipeline of opportunities
Own the expansions and upsells across Shorthand in these client accounts
Consult on personalized best practices across various channels, leveraging strategies and playbooks for each channel and each vertical
Work collaboratively with Shorthand’s Customer Success, Sales, Channel Partner, Growth, Marketing, Product and Engineering teams to ensure successful sales outcomes leading to happy clients
Build long-term, strategic plans in collaboration with internal business partners to maximize clients' success with the Shorthand platform while driving revenue for Shorthand; understand C-level initiatives at strategic clients and how Shorthand’s solutions map to those objectives
Forecast pipeline accurately, including expected close date, projected deal size, and projected deal probability
Selling products or services to clients to increase sales volume or profits for the company
Monitoring client satisfaction with current products or services to determine if adjustments are needed
Identifying new business opportunities with existing clients or potential clients
Developing long-term relationships with key clients to increase sales and broaden the company’s reach within the industry
Negotiating prices and terms of sale with clients on behalf of the company
Contacting clients regularly to ensure they are satisfied with their purchase experience
Developing proposals and presentations to meet clients’ needs
Coordinating with other departments within the company to deliver high quality products and services to clients
Following up with clients after the sale to ensure they are satisfied with their purchase

Benefits

fully remote working
flexible hours
an allowance for a co-working space
True autonomy, with freedom to own and grow the role you occupy.
The opportunity to work in a growing SaaS company that is still small enough that you can make a real impact.
An allowance for setting up your home office, a laptop, and any peripherals you need to do your job.
An Employee Option Plan for all team members.
A Health and Wellness fund to support your healthy lifestyle.
401k and a 100% contribution to your healthcare for US-based team members.
Paid parental leave if you are growing your tribe.