Venue Account Executive

Donnelley Financial Solutions•Brisbane, CA

About The Position

The Account Executive will grow the Venue customer base by prospecting and developing relationships within target accounts, including investment banks, private equity firms, law firms, accounting advisors, and corporations. The role owns the sales process from qualification through close and develops and executes a strategic territory plan to maximize revenue potential. The Account Executive builds relationships with senior executives and decision-makers, increases Venue’s brand and client exposure through in-person meetings, networking events, and conferences, and collaborates with internal teams and financial print representatives to support client satisfaction and present relevant Donnelley services. The position also requires daily Salesforce updates to track activity, client and product insights, account coverage, and the sales pipeline.

Requirements

Bachelor's degree or equivalent experience.
At least 3 years of sales experience in B2B software or technology-enabled sales, or 3–5 years of meaningful financial services industry experience.
Track record of navigating large and mid-market organizations.
Ability to develop senior-level relationships quickly and effectively to build groundswell within a company.
Strong written, verbal, and formal presentation skills, including online and group product demonstrations.
Ability to present solutions effectively and overcome client objections.
Proven negotiation and closing skills, with the ability to adapt approaches to different buyer motivators.
Success in fast transactional sales cycles and exceeding sales quotas.
Savvy with social selling techniques and channels such as LinkedIn.
Ability to use insights and data-driven decisions in the sales process.
Familiarity with M&A, IPOs, Corporate Governance, and Corporate Finance.

Responsibilities

Conduct daily prospecting and networking to develop relationships within target accounts, including investment banks, private equity firms, law firms, accounting advisors, and corporations.
Own the entire sales process from qualification to close.
Develop and execute a strategic territory plan to deliver maximum revenue potential.
Establish a consistent cadence of in-person meetings, organize networking events, and attend conferences to improve brand and client exposure to the Venue product.
Foster new relationships through outbound efforts and build positive relationships with senior executives and decision-makers.
Plan and prioritize time and focus to achieve the highest yield from a large set of accounts.
Collaborate and team-sell with financial print representatives (GCMs), leveraging existing relationships and ensuring appropriate Donnelley services are presented to target clients.
Work with Product, Marketing, Service Delivery, Business Development, and Venue and GCM sales teams to support client happiness and serve as the voice of the customer.
Update Salesforce daily to track activity, client and product insights, account coverage, and sales pipeline.