What You'll DoLILT is growing quickly, and the Enterprise Account Executive role is core to our success. We are looking for a driven, hard-working, and adaptable sales professional who will propel us to new milestones by leveraging their skills, qualities, and experiences to grow our commercial footprint. You will achieve this by selling our platform and services to new customers while also supporting our Customer Success Managers to expand partnerships with larger customers.
While we understand the power of a channel, in order to be successful in this role, you will close your quota through your own outbound efforts. This will require you to be a strong, systematic hunter who uses the latest revenue operations practices and technologies to run the entire sales cycle as well as work in conjunction with our ADR/BDR team. You will build relationships with our champions, business cases with their constituents, and "partnerships" with their businesses.
Key Responsibilities:- Uncover, educate, and close prospective customers on time and on forecast that meet company metrics and objectives
- Become an expert in translating the value of our platform and services to all levels and across all functions, including C-level executives, into the language and metrics of the customer in order to sell the outcome impact to business buyers
- Set-up and deliver winning POCs in order to convert new, long-lasting customers
- Provide a weekly accounting of your high-gain activities for continuous improvement as well as maintaining an accurate forecast of your total business
- Sustain high activity levels across all channels employing tailored, multi-thread outreach
Skills and Experience:- Required: Experience selling in the translation & localization industry (ideally both technology and services)
- 6+ years of proven ability in managing complex 9-15 month sales cycles to the high-end mid-market and enterprise markets with a track record of acquiring new complex and highly competitive accounts and successful revenue attainment
- Consistently booking $250k - $2M deals and exceeding $1.2M+ in annual quotas
- Equally effective in getting meetings with target customers independently as well as in conjunction with ADR/BDR teams
- Experience in sourcing and acting as the lead on RFP response, cross-departmental collaboration, and execution
- Proficient with leading sales tools such as Salesforce/Hubspot, Linkedin Sales Navigator, Salesloft, ZoomInfo, and Chorus.ai
- Experience in account management and collaborating with cross-functional service & delivery teams to influence strategy and creatively solve client's business problems
- Skilled at negotiating business terms with line-of-business, procurement and contract teams, senior management and/or C-level executives
- Proven ability to influence & drive cross-departmental strategy and collaboration (Services, Product, Solutions, Senior Leadership) during deal cycles in creatively solving our client's business problems
- Excellent verbal and written communication skills and excels leading in-person meetings and web-based demos
- Process and solution oriented with a customer mindset and ability to challenge the status quo in order to uncover and prove out multiple land and expand use cases
- BA or BS degree (preferred) or higher from an accredited university
