Sales Executive, Growth

M3•Lawrenceville, GA

About The Position

The Sales Executive, Growth is a full-cycle sales role responsible for generating, developing, and closing new business within M3’s Growth segment. The role promotes M3’s software platforms and outsourced accounting services to hospitality businesses, recommending solutions based on prospective customers’ needs. The position owns the sales cycle from prospect research and outreach through discovery, demonstrations, proposals, negotiation, and close, and is expected to build a pipeline primarily through self-sourced activity rather than relying on inbound or handed-off leads. The Sales Executive develops an annual business plan and prospecting strategy to meet assigned Annual Recurring Revenue goals and related KPIs. The role uses M3-approved CRM and sales engagement tools to maintain prospect, customer, opportunity, and forecast information and to support effective implementation handoffs. It collaborates with sales leadership, Revenue Operations, Marketing, Sales Enablement, and implementation and onboarding teams. The position reports to the Vice President, Sales. 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 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

Experience in software or technology sales.
Strong understanding of the hospitality industry and its accounting practices.
Bachelor’s degree majoring in Sales, Marketing, or Business; an equivalent combination of education and experience is also noted.

Responsibilities

Research target accounts and self-generate, source, and qualify new sales opportunities through outbound calling, email, social selling, networking, referrals, and industry events.
Create and implement an annual business plan, including a target account list and prospecting strategy, to achieve assigned Growth segment ARR goals and KPIs.
Conduct consistent, high-volume, multichannel outbound prospecting using Salesforce, Gong, and other M3-approved tools to engage decision-makers and book qualified discovery meetings.
Coordinate with sales management and Marketing to use campaigns, content, webinars, and events in support of prospecting.
Conduct discovery consultations to understand prospective customers’ business needs and recommend suitable M3 products and services.
Present product demonstrations and business cases, and explain the advantages and benefits of M3 solutions based on discovery findings.
Lead proposals, pricing discussions, and contract negotiations, and drive opportunities to signed agreements in coordination with sales leadership and Sales Enablement/Training.
Coordinate customer handoffs with implementation and onboarding teams, sharing information gathered during the sales cycle to support transition and go-live.
Manage the pipeline and forecasts in Salesforce, keeping opportunity stages, close dates, and forecasts accurate and reviewing quota progress with the Vice President, Sales and sales team.
Create and update the prospective sales opportunity database in Salesforce and comply with company rules on data storage, ownership, and use.
Represent M3 at industry conferences, networking events, and customer or prospect meetings as needed to meet sales goals.
Develop and maintain internal and external relationships to support new sales and referrals.
Review quarterly sales commission calculations within five days of receiving reports and identify any corrections needed.
Submit expense reports to the Vice President, Sales weekly.
Perform other duties as assigned.