How you'll make a huge impact here - and on your career:As an Account Executive on the Upper Mid Market/Enterprise Sales Team, you will sell to senior level finance executives across multiple industries throughout North America. Reporting to the Director of Sales, you'll own the sales cycle with a team of specialists that help you win deals, including SDRs, Sales Engineers, Partners, and the Leadership Team. To accomplish this, you'll need 5+ years of B2B Saas sales experience, ideally in the FinTec or ERP world.
What you'll do:- Drive revenue of our industry-leading AR automation, collaboration, cash application, and digital payment solutions.
- Convert qualified leads from our SDR team into opportunities and close new business consistently at or above quota level, collaborating with your SDR counterpart on the outbound targets and campaigns, managing a growing funnel of opportunities in Salesforce and using other tools to give you a defined approach.
- Represent the Versapay brand. Lead and define account strategy, articulate the value proposition to prospects, and educate them on how our product provides a customer-centric experience to reduce DSO and manual resources, and streamline OPEX.
- Own your patch and set strategy of where we target business, traveling to meet clients (when we can) and seasonally representing us at trade shows and industry events.
- Educate and guide prospects through the buyer's journey, dissecting and qualifying their business goals to determine if Versapay can be a strategic investment for them to get paid faster and provide a great online experience for their customers.
- Become an expert in how CFOs/CAOs/CIOs think about their business and what Controllers/Treasurers value most.
- Create solid relationships with prospects and inspire them to push the boundaries of their financial operations with our platform and payment services.
As an Account Executive you'll:- Be an expert on the product's features and stay up-to-date on required knowledge for products, tools, and processes
- Own your development- Identify knowledge gaps beyond onboarding/training and seek to close them proactively leveraging internal resources with enabling partners and product/process leaders
- Own your outcomes- Maintain a high say/do ratio and hold yourself accountable to hitting your number and maintaining accurate forecast, making upwards of 50 calls per day if necessary to close gaps calling on everything from lost opportunities, cold-call lists in Zoominfo, or your own network
- Work with your Champion to create tailored business cases that quantify the impact of modernizing & automating steps in the AR process with Versapay.
- Quarterback deals driving pre-sales coordination with Sales Support and Sales Engineering on Payments and Software Deals to ensure accurate pricing and product recommendations with targeted demos to the appropriate stakeholders
- Consistently look for better ways to navigate our internal processes and test into new approaches that result in more revenue and better customer, employee, and partner experiences
Ideal candidates meet some or all of the following requirements:- 5+ years of B2B SaaS sales experience -selling into Finance. Exposure to accounting departments is a plus
- History closing mid-market/enterprise deals
- A competitive attitude with an aptitude for developing your own business opportunities and seeing them through to final sale
- Strong track record of success crushing sales quotas and comfortable closing deals with an average selling price of $100K+
- A master of the Discovery process - Curious, confident and enthusiastic. You frequently ask questions and deeply understand your customer's problems.
- Experience creating tailored business cases, illustrating the case for change and ROI
- A bias toward action, love to dive in, and get stuff done, overdelivering on expectations and creating plans to close gaps in the forecast as they arise.
- Comfortable working w/ clients at any level in an org, nurturing them as needed as a trusted advisor and driving deals to a close with 5+ members of the buying committee.
$90,000 - $110,000 a year
50% base, 50% commission based.
180k - 220k On Target Earnings.
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