About the Role
This role builds strong, collaborative relationships with our commercial prospects (organizations with fewer than 1000 employees) to bring in new business—driving revenue and positively impacting growing teams. As consultative trusted advisors, Commercial Account Executives deeply understand customer needs, the competitive landscape, and our product to provide agile, tailored solutions that quickly address key challenges and help fast-growing organizations thrive.
In this role you will:
Gain a deep understanding of the prospective customer's pain points within small to mid-sized organizations and educate them on Culture Amp's value, highlighting key differentiators.
Expertly run product demos for C-level executives, VPs, and senior People Leaders and department heads in smaller organizations, establishing credibility at the mid-executive level.
Stay up to date with industry/HR and Talent Management trends, competitive landscape, and Product updates, weaving these insights into conversations that address short-term challenges and tactical solutions for growth.
Serve as a liaison between external and internal stakeholders, establishing expectations for smaller, faster-moving deals with limited procurement or legal complexity. Manage expectations on price and contracts with fewer decision-makers.
Generate new business opportunities through a combination of outbound calls, emails, LinkedIn, and follow-up on marketing campaigns. Attend virtual marketing events and webinars, and engage with commercial prospects using a high-volume outreach strategy.
Guide prospects through a streamlined sales process, using project management skills to ensure quick decision-making and delivery on key milestones for smaller, transactional sales.
Manage a robust, high-volume sales process, winning at every stage from prospecting to close. Focus on achieving sales quota through a large volume of quick-turnaround deals with lower ACV.
Maintain accurate customer, pipeline, and forecast data using Salesforce, ensuring up-to-date tracking of small and mid-market accounts and pipeline velocity.
Play an active role in creating a high-performance sales culture, with a focus on growth mindset, quick execution, and sales excellence. Engage with enablement programs and contribute to a collaborative, fast-paced team environment.
You have:
3 to 5 years sales experience, particularly in SaaS markets selling B2B.
Track record of achieving quarterly and annual targets, developing a greenfield territory, and closing companies up to 1000 employees.
Familiarity with sales methodologies such as MEDDPICC, and a solid understanding of deal stage progression.
Exceptional executive presence with polished presentation and communications skills particularly when engaging with VP and C-Suite executives.
Hunter mentality with an appetite for continual learning.
Desire to work for a fast-paced startup and take on increasing levels of responsibility.
Excellent written and spoken communication skills in person and or via online meetings.
Proficiency in leveraging data for decision-making and influencing others.
Skilled in assessing business opportunities and understanding diverse buyer personas.
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