Account Executive

Summary

Join Sprout Social's Sales & Success team as an Account Executive, Enterprise! This role focuses on prospecting, developing, and closing sales opportunities with enterprise clients. You will own your sales numbers, build strong customer relationships, and consultatively provide solutions. The ideal candidate has 4+ years of B2B sales experience with a proven track record of success in enterprise sales. Growth opportunities are abundant, with mentorship and development programs available. Sprout offers a comprehensive benefits package, including insurance, paid time off, flexible work options, and professional development opportunities.

Requirements

• 4+ years of closing experience in B2B sales
• Proven success selling/cross-selling to enterprise organizations
• Ability to manage a large number of prospective accounts and identify problems, opportunities and consultatively provide solutions for each of them

Responsibilities

• Prospect, develop and close sales opportunities with new & existing customers in the enterprise segment
• Own your numbers - consistently meet and exceed your activity goals (prospecting and meetings completed) to build a fruitful pipeline that will provide consistent quota retirement
• Establish deep relationships within your book of business through multi-threading, achieving both executive or VP level and end user engagement
• Complete Sprout Social’s new hire training & onboarding program alongside other new Sprout team members. You’ll gain a broader understanding of our products and how your role fits into the organization
• Partner with the Director of Enterprise to define key success metrics for your role and how you will measure against them
• Meet with current members of the Enterprise Sales team individually to understand what’s working, what’s not, and gather learnings to implement into your role
• Shadow Account Executives on calls live or through Gong to learn sales strategies and positioning
• Dive right into our platform to learn about what makes our platform unique, how our solution impacts business objectives and why customers love our solutions
• Learn Sprout’s go-to-market messaging, key differentiators, develop and personalize segment-specific value propositions
• Learn the relevant customer stories and case studies to justify your value propositions with real ROI examples from the field
• Complete a demo and written certification to ensure comprehension
• Learn Sprout’s existing customer sales process by shadowing your peers
• Meet with all your existing customers within the book of business and begin the process of building relationships with key strategic stakeholders
• Understand the language of all your customers and where we can expand our offerings by expansion into new business units or increasing utilization of our platform with existing customers
• Own your numbers - consistently meet and exceed your activity goals to build a fruitful pipeline that will provide consistent quota attainment after ramp
• Co-build account & territory plans with your BDR, Professional Services, Solutions Engineers & Customer Success teammates
• Regularly meet with your BDR to define a relationship that ensures seamless communication and coordination on expansion opportunities
• Conduct active research leveraging all available tools and data sources to understand your customers’ brand, culture, KPIs, partners, and success metrics so you can add value throughout your interactions and become a trusted advisor
• Gain a solid understanding of your customer’s internal transitions and mitigate the risk of customer churn
• Have built solid relationships at the C-Level with existing customers within your “book of business”
• Have built strong internal relationships with your peers, customer success, professional services, solutions engineering, our legal partners and others who will take part in your deal cycles. You will have a deep understanding of each team’s partnership expectations and service level agreement
• Travel locally or out of state to meet with critical customers on a quarterly basis to speed up your deal cycles and increase win rates
• Become a Sprout Social and social media expert to confidently speak to ever-changing trends, new product features and platform enhancements to help our customers realize their full potential and accomplish their goals
• Consistently achieve your monthly and quarterly revenue targets
• Mentor and develop your BDR to become best in class at their respective functions and further advance their skill sets and career trajectory
• Step up as a peer leader to share best practices across the organization and help others grow from your experiences
• Consistently meet and exceed monthly activity, pipeline and new business metrics

Preferred Qualifications

• Experience building relationships, presenting and selling to senior level decision makers across multiple functions
• SaaS experience preferred
• Experience working with internal partners and cross-functional stakeholders to increase deal momentum and exceed both prospects and customers expectations
• Strong understanding of the Marketing Tech landscape

Benefits

• Insurance and benefit options that are built for both individuals and families
• Progressive policies to support work/life balance, like our flexible paid time off and parental leave program
• High-quality and well-maintained equipment—your computer will never prevent you from doing your best
• Wellness initiatives to ensure both health and mental well-being of our team
• Ongoing education and development opportunities via our Grow@Sprout program and employee-led diversity, equity and inclusion initiatives
• Growing corporate social responsibility program that is driven by the involvement and passion of our team members
• Beautiful, convenient and state-of-the-art offices in Chicago’s Loop and downtown Seattle, for those who prefer an office setting
• Whenever possible, Sprout wants to provide our team with the flexibility to work in the location that makes the most sense for them. Sprout maintains a remote workforce in many places in the United States. However, we are not set up in all states, so please look at the drop-down box in our application to see whether your state is listed. Few roles require an office setting. If your position requires a physical presence in a Sprout office, it will be evident in the job listing and your offer letter
• In the United States, we have two geographic pay zones. This role’s On Target Earnings (“OTE”) for new hires in each zone are:Zone 1 (New York, California, Washington): $193,600 (min), $242,000 (mid), $266,200 (max) USD annuallyZone 2 (All other US states): $176,000 (min), $220,000 (mid), $242,000 (max) USD annuallyOTE is governed by an incentive plan. It is the sum of a fixed base salary plus incentives at target performance. Incentive compensation will vary based on performance. The incentive plan is uncapped
• The listed ranges represent the expected earning potential in this position. Starting salaries for well-qualified new hires are typically around the midpoint of the range. These ranges were determined by a market-based compensation approach; we used data from trusted third-party compensation sources to set equitable, consistent, and competitive ranges. We also evaluate compensation bi-annually, identify any changes in the market and make adjustments to our ranges and existing employee compensation as needed
• OTE is only one element of an employee's total compensation at Sprout. Every Sprout team member has an opportunity to receive restricted stock units (RSUs) under Sprout’s equity plan
• Employees (and their dependents) are covered by medical, dental, vision, basic life, accidental death, and dismemberment insurance, and Modern Health (a wellness benefit)
• Employees are able to enroll in Sprout’s company’s 401k plan, in which Sprout will match 50% of your contributions up to 6% with a maximum contribution
• Sprout offers “Flexible Paid Time Off” and ten paid holidays