Enterprise Account Executive

  •  

CT

Industry: Professional, Scientific & Technical Services

  •  

8 - 10 years

Posted 41 days ago

  by    Bill Goodwin

Senior Sales Executive

"Identifying, Training and Deploying Exceptional Engineers from Unexpected Places"

Catalyte is solving the most persistent challenge in IT: creating a ready-to-hire workforce that is diverse, affordable and sustainable.

Catalyte is radically improving the world's approach to hiring, training and enabling technology teams. The company uses use artificial intelligence (AI) to identify individuals, regardless of background, who have the innate potential and cognitive ability to be great software developers. This allows the firm to identify and develop promising and talented individuals who are often overlooked for technology jobs due to outdated hiring practices that rely too heavily on resumes and college degrees. It also allows large enterprises to address and solve technology's diversity problem. Troy Carter, co-founder of Cross Culture Ventures, one of Catalyte's investors puts it this way: "Catalyte has the chance to change America from within, to build a multi-cultural workforce not just for the sake of diversity, but to deliver better business outcomes." Catalyte's approach is opening up technology careers to anyone regardless of race, gender, age or educational level.

Catalyte rethinks talent management to scale digital innovation. Catalyte creates a sustainable talent pipeline to help enterprises build breakthrough products and services, modernize application systems and evolve internal software development processes. It does this while shrinking the technology talent gap. According to the U.S. Department of Labor, there are currently over 600,000 open computer specialist job openings, with projections growing to 1.4 million computer specialist job openings by 2020. Projections show that universities are not likely to produce enough qualified graduates to fill even 30 percent of these jobs. Instead of looking at other companies or to colleges, Catalyte finds and trains workers who may be in other jobs, to be software developers.

Catalyte has developed a remarkable platform for identifying high-potential individuals from local communities. It provides a five-month, customized training program where selected applicants become full-stack enterprise software developers. Graduates are guaranteed a job upon completion and enter a two-year apprenticeship program. They are deployed with senior developers on teams for Fortune 1000 clients. This hiring model and intensive on boarding process rapidly creates teams that have exponentially higher levels of production and quality than anyone else.

The company is the brainchild of Michael Rosenbaum. In 2000, he was a Harvard economics and law fellow. As an advisor in the Clinton White House, he proposed the theory that underserved urban populations contained just as many people with talent to succeed in the emerging field of software development as any other. They were just overlooked by a system that valued certain cultural markers rather than innate ability.

To prove this point, Michael built a big data engine that could create a diverse, affordable and sustainable workforce by removing biases from hiring, and objectively selecting candidates who have the potential to become great software engineers. After over 18 years and thousands of applicants, Catalyte continues to fine-tune the platform to ensure continued success of our people and clients' software outcomes.

Catalyte now has development centers in Baltimore, Chicago, Denver and Portland, Ore. Catalyte has a hyperlocal model, meaning the workforce in the development centers reflects the demographics in the area. For example, the Baltimore metro area is 28 percent African-American, and the development center in that city has historically employed 26 percent African-American engineers. This model is scalable and Catalyte is planning to have 20 centers up and running by 2020.

In 2016, Catalyte hired Silicon Valley executive, Jacob Hsu as CEO. In 2017, Catalyte raised $27M and was among the first investments for Revolution's Rise of the Rest seed fund. In 2018, Catalyte acquired Surge, a Seattle-based software development company that provides senior-level engineers. The company also just acquired Statera, a Denver headquartered digital innovation and transformation firm. Catalyte has also strengthened its leadership team, bringing in Tom Iler, a 20 year veteran in IT, as its chief product officer, and Todd Horst, an accomplished, senior technology sales executive, as its chief revenue officer.

Catalyte has an enviable list of Fortune 1000 clients including Under Armour, Nike, Casenet (Centene), Kroger (84.51), Cambia Health Solutions and eBay (StubHub), and is growing quite rapidly. The company employs an American-based workforce. Local teams working closely with clients can quickly adapt to new technologies and changing user demands.

The ultimate benefits of this are increased performance and efficiency. A local approach to software development also reduces the need for rigid communication, management and planning structures. By employing locally sourced and deployed teams, not only do you create better software outcomes and increase revenue, but you create a circular economy and give back to the community at large.

It is a very exciting time to be at Catalyte.

Position Summary

Catalyte is seeking a senior solutions sales executive to build trust-based relationships at executive levels by bringing a blend of IT services and/or outsourcing sales expertise and success in complex solution selling. This individual will have a proven track record in winning complex, technology solutions deals. This individual must be a highly effective sales executive who excels in a fast-paced, dynamic, and rapidly growing, entrepreneurial environment. He or She will have a strong track record of driving business results through effective sales strategy and execution of sales plans. He/She will be a well-balanced executive with sound, common-sense business judgment and strategic insight with the ability to add value as a senior executive.

Catalyte's solutions help enterprises build high-performing engineering teams while providing a platform for talented technologists to accelerate their expertise. Services offered include 1) talent and workforce development, 2) software engineering, 3) technology and process transformation, and 4) application modernization. Catalyte is using AI and data science to build technology workforces for the world's most progressive companies.

This individual will play a key role in driving revenue through the execution of deals with prospective Catalyte enterprise clients which have been identified and qualified as the most likely buyers of their services.

These deals are typically sold into the CIO or other senior IT officer and/or into Chief HR and Diversity officers. We seek a sales executive who embraces the mission of Catalyte: giving people from all walks of life a chance to succeed in the fastest growing sector of the US economy. Average initial deal sizes are roughly $1M for an agile team of 6-8 software developers, and client relationships often grow to $10M - $25M+ in annual revenue.

Specifically, this role is accountable for:

  • Generating deals and revenue: Managing end-to-end sales pursuits (sourcing, generating, qualifying, pursuing, and closing) IT services deals within the Fortune 500.
  • Achieving an annual sales target of $8M - $10M.
  • Systematically building and nurturing a pipeline of new opportunities
  • Taking a consultative approach to investigating clients' needs and uncovering new opportunities and partnerships
  • Overseeing deal-specific negotiations to ensure opportunities are progressing against deal targets, remaining within bid budget, driving to successful close.

Our Ideal Candidate

This position is ideal for someone with a commercial and entrepreneurial mindset, goal orientation, and a demonstrated pattern of strong, practical problem solving skills, who exhibits an outstanding work ethic and professionalism, thrives in a fast-paced, high performing environment, and is highly credible in a sales context with senior client executives.

The successful candidate must have a minimum of 7+ years of selling B2B solutions (outsourcing, IT services, etc.) to Fortune 500 C-level decision makers with a proven track record of success.

This individual will report directly to Catalyte's Chief Revenue Officer and will be a part of Catalyte's sales team, a group of passionate people busily introducing fresh, innovative, and socially impactful solutions to the world of IT outsourcing.

Experience & Qualifications

  • Demonstrated track record of commercial achievements, meeting/exceeding annual revenue targets in excess of $5M.
  • Prior experience leading end-to-end technical solutions or outsourcing deals, from generating to closing
  • Ability to engage with C-level executives and to originate opportunities for transformative solutions
  • Having a robust sales methodology and execution
  • Have successfully built a book of business for an enterprise sales cycle longer than 30 days
  • Superb time management, judgement, decision making, and problem solving skills
  • Expert high-impact communication and presentation capabilities
  • High intellectual and emotional intelligence and innate ability to focus on client needs
  • Energized and motivated by a high-energy, entrepreneurial, rapidly growing culture
  • Being an effective team member with strong customer focus
  • Proven track record of being a self-starter and someone capable of independently pursuing opportunities without prompt
  • Organizational fit for the Catalyte culture, identifying with the company's mission of ensuring everyone has an equal opportunity to help us close the technology skills gap we are facing

Compensation

The company will provide a competitive compensation package consisting of base salary, bonus and equity.

Salary

$300K - $330K