As a Senior Account Executive, you will be closing deals in the ACV range of $25000 to $100000 ARR. We enable our AEs to be self-sufficient with pipeline. A part of your demos will come from Inbound, a part from SDRs and a part self-generated by yourself. So, what now – Close them and create a smashing success with it. If you fail, no problem, it’s a learning for you, the product and customer experience. Do make sure to learn from these failures and channel your communication back to the team to make it better for the next prospect.
What you will be doing:
Educate and nurture prospects, conduct a demo with each lead, share what Testsigma does, and employ a value-based solution selling methodology to drive these leads through a high-velocity pipeline.
Execute all phases of the pipeline, and push deals through the sales cycle towards closure.
Build a robust pipeline to meet quota consistently.
Lead customers through an end-to-end sales cycle in collaboration with Pre-Sales and Support teams.
Manage the entire sales lifecycle from customer engagement, POC and contract negotiation.
Develop executive relationships to expand revenue potential.
Articulate Testsigma's' value proposition clearly and effectively to potential clients while understanding the competitive landscape.
Demonstrate a sound understanding of how the overall business solution is positioned, deployed and supported.
Organized - you use and create systems to stay on top of your responsibilities. Passionate - you are excited about technology, software, and how it helps businesses succeed.
Work with all levels of GTM leadership to continuously improve processes like territory planning, lead/pipeline/opportunity management and KPIs.
Maintain excellent data discipline in salesforce.com for your book of business
Crush your Quota month on month maintaining an average ACV of $25K ARR.
Source and develop business opportunities(outbound) within your assigned territory and to exceed your sales goals through stakeholder mapping, prospecting, qualifying, and closing more opportunities.
Responsible for global geography for now.
Minimum 6 years experience managing complex ”lead to close” sales cycles; preferably in a high-velocity software sales environment with a focus on acquisition of new customers (Hunter role).
Experienced in Value Selling and other key sales methodologies (Sandler, Challenger Sale, BASHO..etc)
Domain knowledge in QA & Dev Ops is highly desirable
Ability to target the right people by understanding what clients we work within key vertical markets and how we are getting their peers quick ROI
Experience in driving B2B sales growth, preferably in a technology/product environment (in SaaS industry preferred), selling to a technical audience.
End-to-end sales experience managing complex sales cycles requiring stakeholder mapping, running technical proofs-of-concept in collaboration with a Solutions Engineer, price negotiations.
Experience closing deals with a ticket size varying between USD $55K ARR to USD $100K ARR.
Product minded - you have an understanding of product development and an intuition for what makes a great product.
Consistent success with sales quota attainment
Exceptional communication, problem-solving and collaboration skills
A killer salary and competitive commission plan with an uncapped variable structure.
Opportunity to work in a fast-growing, high-growth SaaS StartUp with ownership to drive new initiatives.
Paid personal time off.
Strong result-oriented culture, promoting continuous giving and receiving of feedback.
Monthly team bonding activities, yearly anniversary party, fun & more!