We are looking for a Senior Customer Account Executive to drive growth within our existing GovCon customer base. You will become a trusted advisor to key accounts and deliver on Unanet's dedication to value in support of our customers' business growth plans. You will achieve your sales targets through continual advocacy of both our customers and of Unanet's products and services offerings. This includes fostering strong relationships with customer executives, developing strategic account plans to expand relationships, and becoming proficient in the trends that shape and influence the government contracting industry.
This opportunity offers high-impact visibility with Unanet's senior and executive leadership teams, as well as several cross-functional teams that support the health and success of our rapidly growing customer base. You will join a company on the rise and one that is establishing product market leadership through continuous innovation and in-depth understanding of the industry verticals we serve.
What You'll Do- Drive expansion revenue by prospecting into existing customer accounts, understanding their business challenges, and selling solution-based offerings that address their needs
- Meet or exceed individual quota targets
- Become a trusted advisor to customer executives and stakeholders by establishing strong relationships based on knowledge of the customer's business, their existing solution footprint, and Unanet's dedication to value in support of their strategic growth plans
- Develop customer acuity by reviewing documented account details and other publicly available information (e.g., new executive appointments, secured contracts, press releases); remain up to date on industry trends and challenges impacting the customer
- Engaging in a continual selling effort to enhance the value of Unanet's solution and drive demand for additional revenue opportunities beyond the existing subscription
- Collaborate with cross-functional teams, including Sales, Professional Services, and Customer Success to ensure satisfaction with Unanet's products and services
- Deploy appropriate teams and resources to execute a winning sales strategy
- Actively pursue targeted key accounts and develop individual account plans to expand Unanet's footprint within the account, ensuring revenue target delivery
- Accurately forecast upsell and cross-sell opportunities for existing accounts
- Monitor and report on sales activity within CRM
- Partner with Customer Success to ensure all accounts remain in good standing and receive timely, relevant communications and follow-up
- Support marketing and customer events within the GovCon vertical
- Understand our competitive landscape and effectively position solutions to differentiate Unanet as well as retain and expand customer accounts
Your First 90 Days In your First 30 Days, you will learn about our product, our GovCon customer base, and our approach to account expansion and upsell. As your familiarity with our business, product, team, and customers grows, so will your influence and impact.
Within your First 60 Days, you will develop opportunities within existing accounts, presenting additional solution-based opportunities to solve real, quantifiable business challenges for our customers.
Within your First 90 Days, your efforts and success will support our future growth as you drive up-sell and cross-sell opportunities within our rapidly growing customer base.
Who You Are - 5+ years' enterprise software sales experience
- Demonstrated track record of exceeding quota
- Credible and trusted presence with customer executive decision makers and stakeholders
- Ability to effectively partner and collaborate cross-functionally, including with New Logo Sales, Sales Engineering, Product, Professional Services, Customer Success, and Marketing
- Ability to learn and maintain product, industry, and customer account knowledge quickly
- Experience with Salesforce CRM
- Ability and willingness to travel up to 30%
Your Differentiators - Experience selling into the Government Contracting (GovCon) industry highly preferred
- Experience selling business/financial applications
- Bachelor's degree
Our Values - We are a Team. Employees, customers, and partners working together.
- We are Customer-Focused. Customers are the heart of everything we do.
- We are Driven. Seeking exceptional outcomes.
- We Own our Success. Every employee has a stake in our company.
- We do the right thing and have fun in the process.
The salary range for this opportunity is $95,000 - $110,000 per year. You will be eligible to earn commissions subject to commissions plans and policies that may be in effect from time to time, estimated to be approximately $100,000 per year. You will further be eligible for employee equity as well as to participate in Unanet's employee benefits plans and programs. For more details on Unanet's benefits offerings, please visit https://unanet.com/employee-benefits.
