Account Executive

Determine   •  

Indianapolis, IN

Industry: Technology


5 - 7 years

Posted 167 days ago

This job is no longer available.

Account Executive

Determine is seeking an Account Executive to complement our Sales organization.  The AE is responsible for consistently and efficiently managing qualified opportunities from discovery to close by leveraging the right mix of resources and sales aptitude. AE’s will be responsible for the entirety of the field sales playbook, pricing and contract negotiation, working with our services organization to size delivery engagements, and facilitating a smooth transition from prospect to customer.




  • Develop territory through targeting accounts, networking, leverage partners and managing leads to(over)achieve key sales targets to quota
  • Develop and execute a business plan that supports short and long term goals
  • Effectively prospect through inside and direct consultative sales techniques
  • Guide prospects through diagnostic processes to help improve their business and sell solutions to meet these needs
  • Achieve sales targets and benchmarks on a consistent basis
  • Understand client personas
  • Focus on delivering value to customers and earning their business for the long term
  • Set expectations with management through timely and accurate account performance reviews, forecasting, pipeline and sales activity reporting (weekly, quarterly, annually)
  • Manage the sales cycle during any stage of the sales cycle: lead generation, qualification, evaluation, and close
  • Internalize and deliver the value proposition clearly and persuasively to a variety of different audiences, including C-Level executives
  • Develop a deep understanding of the product offering, customer need, and competitive landscape



  • College degree or 5-7 years of equivalent work experience
  • 5+ years enterprise sales experience in relevant or similar vertical
  • Proven success in selling strategic sourcing, contract management, procure to pay and full spend management suites.
  • Presence, charisma, and a desire to succeed
  • High aptitude for learning and an exceptional ability to apply new skills
  • Ability to work in a high-energy team, receive feedback, and adjust tactics as necessary
  • Excellent listening, negotiation and presentation skills
  • Excellent verbal and written communications skills
  • A collaborative and team based work ethic
  • An individual who thrives working within a start-up culture


Preferred Skills

  • Experience with or any customer relationship management then in effect
  • Experience in delivering client-focused solutions based on customer needs
  • Proven ability to manage multiple customers at a time while paying strict attention to detail