Role OverviewAthena is looking for a driven and results-oriented Commercial Account Executive to join our growing sales team. In this role, you'll be responsible for identifying, prospecting, and closing new business opportunities within our commercial segment, reporting directly to the Director, Commercial Sales. You'll be a key player in driving revenue growth by understanding client needs and effectively articulating Athena's unique value proposition, especially our secure, AI-augmented human-in-the-loop model. This is an exciting opportunity for someone passionate about building strong client relationships and thriving in a fast-paced, innovative environment.
Duties & ResponsibilitiesNew Business Development- Identify and target new commercial accounts within defined market segments, including small business owners, real estate, healthcare, and law firms.
- Qualify inbound leads thoroughly to determine potential fit and alignment with Athena's services. You will be well versed in the Athena POV deck, our value proposition and discovery framework.
- Conduct outbound prospecting activities through various channels (e.g., cold calling, email, social selling, networking events) to generate new leads and opportunities.
- Develop and deliver compelling sales presentations and proposals tailored to prospective clients' needs.
- Effectively negotiate contracts and close deals to achieve and exceed individual sales quotas.
Client Relationship Management- Build and maintain strong, long-lasting relationships with prospective and new clients.
- Act as a trusted advisor, understanding client business challenges and positioning Athena's solutions as strategic assets.
- Collaborate with the Director, Commercial Sales to develop and implement effective sales strategies and plays.
Sales Process & Pipeline Management- You will be expected to know MEDDICC, Challenger, BANT, Sandler and other sales methodologies.
- Manage a robust sales pipeline with accuracy and diligence within the CRM system (e.g., Hubspot).
- Provide accurate sales forecasts and regular updates on pipeline status to your Director.
- Adhere to established sales methodologies and processes, ensuring consistent application of best practices.
- Continuously learn and articulate Athena's value proposition, including our security, training, and AI-augmented human-in-the-loop model.
Cross-Functional Collaboration- Work closely with Marketing, Client Experience, and Operations teams to ensure a seamless customer experience from initial contact through onboarding.
- Provide market feedback and insights to internal teams to help refine product offerings and sales enablement materials.
Key Stakeholders- Director of Commercial Sales, Revenue Operations, Marketing, DX, Clients, Advisors
Skills- Exceptional prospecting and pipeline generation abilities.
- Strong verbal and written communication skills, with the ability to articulate complex concepts clearly and concisely.
- Excellent presentation and negotiation skills.
- Ability to manage multiple priorities and deadlines effectively.
- Resourceful and adaptable, with a strong ability to thrive in a dynamic, evolving startup environment.
- Bachelor's degree in Business, Marketing, or a related field is preferred.
- Familiarity with selling services to small and medium-sized business owners and executives is a strong plus.
Competencies- Results-Oriented: Proven track record of consistently meeting or exceeding sales quotas.
- Customer Focused: A genuine passion for understanding and solving client problems.
- Strategic Thinking: Ability to identify opportunities and develop effective sales strategies.
- Adaptability: Comfortable navigating ambiguity and evolving market conditions.
- Continuous Learner: Eagerness to learn new technologies, sales methodologies, and market trends. You will be asked to be well versed with the newest AI technologies.
- Proficiency in CRM software (e.g., Hubspot) for pipeline management and forecasting.
Relevant Experience Required- 3-5 years of direct sales experience in a B2B or business-to-prosumer environment within technology, software, healthcare, AI, or related software sales.
- Demonstrated success in prospecting, qualifying, and closing new business.
- Experience managing a full sales cycle from lead generation to close.
Direct Reports and Span of Control- This role is an individual contributor reporting to the Director of Commercial Sales.
