Mid-Market Account Executive

Summary

Join Nextiva as a Mid-Market Account Executive and redefine customer experiences. You will leverage your sales expertise to sell Nextiva's comprehensive CX product portfolio, including cloud-based communication systems, CRM, and contact center solutions, to mid-market companies. This role requires effective lead qualification, needs analysis, account planning, and pipeline management using established sales methodologies. You will collaborate with internal teams to ensure seamless customer experiences and maintain accurate CRM records. The position offers a competitive salary, comprehensive benefits, and opportunities for professional development. Nextiva is a forward-thinking company with a customer-obsessed culture.

Requirements

• Experience: 3+ years experience in B2B sales in the mid-market segment. Experience selling CX, CCaaS and/or SaaS solutions preferred
• Sales Methodology: Proficiency in using established sales methodologies (e.g., MEDDIC, SPIN Selling, Challenger Sale) for deal qualification and management
• Analytical Skills: Strong analytical and problem-solving abilities to understand client needs and propose effective solutions
• Communicates Effectively: Excellent verbal and written communications, with the ability to build rapport and trust with clients and convey a clear understanding of unique needs of different audiences
• Drive for Results: consistently achieves results, even under tough circumstances. Passion for achieving sales success
• Adaptability: Adapts approach and demeanor in real time to match shifting demands of different situations
• Resilience: Rebounds from setbacks and adversity when facing difficult situations
• Team Player: Ability to work collaboratively with cross-functional teams to drive results
• Travel: Remote but must be able to travel 25% of the time

Responsibilities

• Prospect and Qualify Leads: Identify and qualify potential mid-market clients through targeted outreach, including cold calling, email campaigns, and networking events. Consistently achieve and exceed quotas for new booking by driving the sales of Nextiva CX solutions to mid-market businesses
• Conduct Needs Analysis: Understand the unique needs and challenges of each prospect to tailor our solutions effectively
• Build Account Plan : develop plan to penetrate complex mid market accounts
• Manage Sales Pipeline: Utilize an established sales methodology to manage and track the sales pipeline, ensuring timely follow-ups and accurate forecasting
• Present and Demonstrate Solutions: Conduct compelling product demonstrations and presentations to showcase the value of our SaaS solutions
• Negotiate and Close Deals: Skillfully negotiate terms and close deals to achieve or exceed sales targets
• Collaborate with Internal Teams: Work closely with XDRs, solutions consulting, rev ops, marketing, customer success, and product teams to ensure a seamless customer experience
• Maintain CRM Records: Keep detailed and accurate records of all sales activities and customer interactions in Salesforce

Benefits

• The salary or hourly wage offered by Nextiva to external candidates considers a wide range of factors, including but not limited to skills sets, experience, training, licensure and certifications, etc. Our compensation decisions are dependent on the facts and circumstances of each case. For this sales role, our estimate of the expected hiring range for the position as posted is $120,000 - $230,000; this includes annualized base salary and annualized target sales incentive. Some sales roles are paid on an hourly basis and eligible for overtime. A different level in the job hierarchy apply to a specific candidate resulting in a different hiring range
• Nextiva provides a comprehensive employee benefits package that includes medical (including supplemental plans for accident, hospitalization and critical illness), telemedicine, dental, vision, disability, life insurance, legal assistance, an Employee Assistance Plan, paid parental bonding leave, PTO for hourly employees and Flexible Time Off (FTO) for salaried employees, an employee long-term savings plan (401k) through Fidelity with Nextiva matching, comprehensive employee wellness programs and loads of learning and development opportunities which are coupled with career paths to last a lifetime