Sales Executive, Growth

M3•Lawrenceville, GA

About The Position

The Sales Executive, Growth is a full-cycle sales role responsible for self-generating, developing, and closing new business within M3’s Growth segment. The position promotes M3’s product platforms and outsourced accounting services to hospitality customers, recommending solutions based on their business requirements. The role owns the sales process from prospecting and outreach through discovery, solution presentation, negotiation, close, and customer handoff. It is expected to build its own pipeline rather than rely on inbound or handed-off leads. The Sales Executive develops and executes a business plan to meet assigned Annual Recurring Revenue goals, conducts high-volume, multichannel outbound prospecting, and manages opportunities, forecasts, and prospect data using M3-approved tools, including Salesforce and sales engagement platforms such as Gong. The role collaborates with sales leadership, Revenue Operations, Sales Enablement, and Marketing, and works with implementation and onboarding teams to support a smooth customer transition. Some travel to customer meetings and industry events is required.

Requirements

At least 2 years of experience in a directly related, full-cycle sales position.
Bachelor’s degree required.
Proven ability to self-source pipeline and close new business.
Comfort with high-volume outbound prospecting, including cold calling, email, and social selling.
Excellent communication, presentation, and negotiation skills.
Strong written and verbal English skills and ability to communicate effectively.
Ability to build and maintain positive business relationships with coworkers and other business contacts.
Problem-solving, critical-thinking, self-motivation, and initiative skills.
Knowledge of a variety of computer software applications, especially Microsoft Office.
Proficiency with CRM tools for database management and sales reporting; Salesforce preferred.
Proficiency with sales enablement tools such as Gong or SalesLoft.

Nice To Haves

A major in Sales, Marketing, or Business, or an equivalent combination of education and experience.
Experience in software or technology sales.
Strong understanding of the hospitality industry and its accounting practices.

Responsibilities

Create and own new sales opportunities in the Growth segment, from target-account research and prospecting through qualification and close.
Develop an annual business plan, target-account list, and prospecting strategy to achieve assigned ARR sales goals and KPIs.
Conduct consistent, high-volume, multichannel outbound outreach using calling, email, social selling, networking, referrals, and industry events.
Work with sales management and Marketing to use campaigns, content, webinars, and events to support prospecting.
Conduct discovery consultations to understand hotel owners’, operators’, and management companies’ business needs and recommend appropriate M3 products and services.
Present product advantages and benefits through demonstrations and business-case presentations.
Lead proposals, pricing discussions, and contract negotiations, and drive opportunities to signed agreements.
Collaborate with the Vice President, Sales and Sales Enablement/Training to advance opportunities toward closure.
Partner with implementation and onboarding teams to hand off closed customers and share information gathered during the sales cycle.
Maintain accurate opportunity stages, close dates, forecasts, and prospect records in Salesforce; review progress against quotas with the Vice President, Sales and participate in forecast updates.
Use only authorized systems for prospective-customer data and comply with M3’s requirements for handling prospect and customer information.
Represent M3 at industry conferences, networking events, and customer or prospect meetings as required.
Build internal and external relationships to support sales and generate referrals.
Review quarterly sales commission calculations within five days of receiving reports and identify any needed corrections.
Submit weekly expense reports to the Vice President, Sales.
Perform other duties as assigned.