Account Executive

Summary

Join Cyara's dynamic sales team in the Western US as a highly motivated and experienced salesperson. You will develop and execute sales plans to achieve assigned quotas, manage your time effectively, and accurately forecast sales. Responsibilities include identifying ideal buyers, executing company campaigns, and articulating Cyara's value proposition. You will negotiate contracts, overcome obstacles, and leverage your deep understanding of the market to sell against competitors. Cyara offers a competitive compensation package and a flexible, remote-first work environment.

Requirements

• 3+ years proven SaaS sales experience
• Professional demeanour with a positive attitude, focusing on problem-solving and "How can I" rather than dwelling on challenges
• Collaboration with colleagues globally, proactively contributing to the success of both your immediate team and the larger organization
• Commitment to fostering a collaborative environment and working together to achieve team goals
• Solid technical acumen in order to add value to customer discussions and translate product strengths into business benefits
• Proven track record in closing deals
• Strong time management skills and high degree of self-motivation
• Strong work ethic with a desire to drive for results
• Deep commercial awareness and successful business management track record
• Demonstrated experience of selling to high-value contracts involving multiple decision makers
• Experienced background in developing and managing commercial relationships
• Excellent presentation skills
• Must be highly organized, resilient & motivated to sell
• Proficient in CRM tools, ie. Hubspot, Salesforce or other

Responsibilities

• Develop a comprehensive plan for achieving assigned quotas within a fiscal period, incorporating Territory Planning, Account Planning, and Close/Win Planning
• Regularly update and maintain planning tools to facilitate cross-functional discussions, deal reviews, and engagement with Executives
• Efficiently manage your time and calendar to ensure the completion of essential tasks and responsibilities
• Recognize expectations and proactively address any obstacles that may hinder meeting those expectations, communicating with your manager as needed
• Assess opportunities in the pipeline to derive accurate forecasts for a given time period, ensuring forecasts are within a 10% +/- margin at week 8 forecast
• Identify the correct buyers for Cyara's solutions and services
• Execute company campaigns, meet outbound call and email targets with high-quality leads that can be converted into opportunities
• Possess a deep understanding of the value provided by Cyara solutions and services
• Articulate the value proposition of Cyara as a company, emphasizing its competitive advantages
• Recognize negotiation opportunities and effectively use trading and bargaining techniques with customers to achieve mutually beneficial outcomes
• Appropriately leverage discounts and promotions as economic levers during negotiations
• Demonstrate the ability to overcome obstacles and secure contract agreements and purchase orders
• Exhibit in-depth knowledge, accuracy, and skill in positioning Cyara as a company and its solutions
• Understand relevant competitors, their strategies, and how Cyara compares
• Address competitor advantages raised by buyers and successfully sell against competitors

Benefits

• Medical, Dental, and Vision Insurance
• Flexible Spending Accounts
• Flexible work schedules and remote first environment
• Unlimited Time Off in addition to paid holidays
• Life and disability programs
• 401(k) matching program
• $160,000 - $200,000 a year