The Role
The Account Executive - New Logo is responsible solely for winning new business for BrandTV. This is a net-new sales role focused on identifying, qualifying, progressing and closing new enterprise opportunities across a global market. The Account Executive will partner closely with the New Logo Hunter / BDR and Sales Director to convert targeted accounts into qualified opportunities and signed customers.
The Account Executive owns the sales process from qualified opportunity through close, including discovery, stakeholder mapping, consultative selling, demonstrations, proposals, commercial negotiation and contract close. They will build trusted relationships with senior decision-makers, understand the customer's business and communications challenges, and articulate the value of BrandTV across its platform, production, creative and content ecosystem.
Following a successful close, the Account Executive will remain the commercial owner during an initial onboarding / transition period, typically 6-12 months, working with the Account Director and Customer Success Manager to establish a strong handover and foundations for long-term customer success. Ongoing renewals and account expansion will transfer to the existing-business team and are not responsibilities of this role.
Responsibilities
- Own the full new-business sales cycle from qualified opportunity through signed contract, with a focus on enterprise BrandTV opportunities.
- Partner closely with the New Logo Hunter / BDR to progress qualified meetings into well-defined sales opportunities and maintain clear next steps.
- Conduct high-quality discovery to understand business objectives, communication challenges, current-state technology, stakeholders, decision process and commercial drivers.
- Confidently deliver consultative BrandTV demonstrations tailored to the customer's use case, buyer, vertical and desired outcomes rather than relying on a generic product pitch.
- Build and manage relationships with senior stakeholders, including VP and C-level decision-makers, across Internal Communications, Executive Communications, Corporate Communications, Employee Experience and related functions.
- Develop compelling proposals and business cases that articulate the value of BrandTV across the platform, live experience, VOD, production and creative ecosystem.
- Manage commercial negotiations, procurement and internal approvals through to close, leveraging internal resources to accelerate the sales process and mitigate risk.
- Maintain accurate, timely and transparent opportunity management in HubSpot, including qualification, stakeholders, stage, close date, next steps, value and forecast.
- Build and maintain a disciplined pipeline of new-logo opportunities in line with Brandlive's commercial targets and sales methodology.
- Conduct ongoing market and account research to identify high-fit enterprise accounts, relevant buying triggers, priority personas and competitive dynamics.
- Work closely with Solutions, Production, Creative and other internal teams to shape the right solution and ensure the opportunity is commercially and operationally viable.
- Develop a clear transition plan for every new customer and partner with the Account Director and Customer Success Manager through the initial 6-12 month period to ensure a high-quality handover.
- Contribute to sales best-practice sharing, messaging development, objection handling, battle cards and continuous improvement of the Brandlive/BrandTV sales motion.
Qualifications
- Proven track record of selling net-new enterprise software, technology or technology-enabled services.
- Experience owning complex, consultative sales cycles from qualification through contract close.
- Experience selling to VP and C-level stakeholders and navigating complex buying committees.
- Strong discovery, consultative selling, presentation and negotiation skills.
- Confident delivering tailored product and solution demonstrations to different stakeholders and business audiences.
- Demonstrated ability to build pipeline, create urgency and progress opportunities through a multi-month sales cycle.
- Strong commercial judgement and ability to build a compelling business case around customer outcomes and value.
- Highly organised, disciplined and accurate in CRM and pipeline management.
- Self-motivated, resilient and comfortable operating in a high-accountability new-business environment.
- Entrepreneurial mindset and willingness to build a new sales motion, test approaches and continuously improve.
- Strong written and verbal professional communication skills in English.
- Experience in events, streaming, SaaS, internal communications, employee experience or a related technology/service environment is desirable.
