About Us Orkes is a platform for developers to build durable, distributed event-driven applications.
Based on the popular open-source orchestration engine Conductor , Orkes lets developers focus on faster go-to-market with applications, scaling them to handle billions of workflows without having to worry about failures, scalability, or visibility into the executions.
We are seeking an accomplished and highly driven Mid-Market Account Executive to join Orkes.
Working with a talented and agile core team, you will have the opportunity to grow with us and make an impact.
In this role, you will be responsible for creating the strategy for and a pipeline of qualified leads for Orkes Cloud, with an emphasis on working with existing Conductor open-source customers, and close business to meet and exceed monthly, quarterly, and yearly sales goals.
You will do this by building strong and effective relationships with customers and will be guided by the long-term growth of your portfolio.
Your foundation for success will be learning deeply about customer needs, Orkes products, and connecting the dots.
Your day-to-day at Orkes: Identify and qualify new business opportunities through prospecting, networking, and cold outreach.
Obsess on achieving daily & weekly prospecting targets across your assigned territory accounts to build a favorable pipeline gap of 3:2:2.
Develop and execute strategic sales plans to target mid-market accounts.
Build and maintain strong relationships with developers, key decision-makers, and stakeholders.
Collaborate with cross-functional teams including marketing, product, and customer success to drive revenue growth and customer satisfaction.
Focus on forecasting accurately and maintaining favorable coverage across commit, best-case, and most-likely for the current quarter.
Obsess over compressing sales cycles and obtaining early verbal commitments from customers.
Work with Orkes revenue leadership to move the deal from verbal to close within the forecast.
Track daily sales activities and maintain CRM hygiene by accurately capturing the details required by Orkes leadership in our CRM system.
Consistently follow MEDDPICC across your opportunities and develop close plans for the opportunities within the current quarter forecast.
Execute sales plays defined by Orkes leadership team to develop the right customer opportunities.
Stay informed about market trends, competitor activities, and industry developments to inform sales strategies and tactics.
Achieve and exceed monthly and quarterly sales targets and KPIs to drive company growth and revenue.
Collaborate with the Customer Success team for identifying value opportunities for account expansion.
Provide exceptional customer service and support throughout the sales cycle to build long-term partnerships and maximize customer lifetime value.
Qualities that will help you succeed: You are a fanatical prospector who obsesses over building your pipeline.
Experience in a Sales and/or Business Development role within a high-growth organization, preferably with startups that achieved growth across its open-source install base.
Experience working successfully across the spectrum of sales (strategy, lead generation, business closing, relationship nurturing).
Outstanding communication skills including both phone and written communication as well as active listening.
Self-starter with a record of overachieving against your quota along with an incredibly high activity rate and constant obsession with attaining your monthly and quarterly budget.
Rigorous Sales Methodology and Sales Process knowledge, proven by accurate forecasts and clear communication throughout the deal cycle.
Experience selling to developers as well as engineering leadership.
You will have a fast start if: Prior experience selling commercial services/products based on open-source developer platforms is a huge plus.
Comfortable speaking about workflows, microservices, containers, serverless.
Strong ability to articulate, educate, and sell the business value to businesses of all sizes.
The requirements listed in the job descriptions are guidelines.
You don't have to satisfy every requirement or meet every qualification listed.
If your skills are transferable, we would still love to hear from you.
Start Date: ASAP Status: Full Time Type: Remote Location: New South Wales or Victoria Department: Sales Reports to: Global Head, Revenue At Orkes, we are committed to building a team that reflects a rich tapestry of perspectives, identities, and professional experiences.
We believe that diversity is not just a checkbox, but a driving force behind innovation, creativity, and success.
By embracing a variety of backgrounds, we cultivate an inclusive environment where every team member feels valued and empowered to bring their authentic selves to work.
Join us at Orkes and be a part of a team where your unique perspectives are not only welcomed but celebrated.
Together we are shaping the future technology by leveraging the strength that comes from embracing diversity in all its forms.
Your journey with us is an opportunity to contribute to something greater and make a lasting impact.
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