Account Executive

Summary

Join Sisense's sales team as an Account Executive and contribute to the company's mission of empowering data teams. This strategic role involves managing mid-sized accounts, building relationships, and driving revenue growth. You will identify prospective clients, develop a repeatable prospecting process, and navigate organizations to find key decision-makers. Collaboration with sales engineers and the partner team is crucial for addressing technical requirements and building successful implementation plans. The role requires consistently exceeding sales quotas and accurately forecasting revenue. Success in this position demands strong communication, negotiation, and persuasion skills.

Requirements

• You are an advanced seller and take pride in being an industry expert in Analytics
• You bring at least 3+ years of experience of full sales cycle experience in a SaaS or relevant company
• You have a track record of success in consistently closing business at SaaS companies with an emphasis on database, SaaS and business applications, and BI/Analytics technologies
• You have consistently exceeded a quota of ~$500+K ARR per year while managing multi-threaded complex accounts
• You’ve applied various sales methodologies (Challenger, Force, MEDDIC, Sandler, etc)
• You’ve closed some 6-figure deals YoY into organizations with interesting business problems that data can solve selling into both business and technical buyers
• You are an influencer and expert with in-depth technical knowledge and seek to share your expertise with your customers and colleagues
• Proven ability to independently manage, expand, and create meaningful new client relationships
• You have a solutions-based approach to selling and possess excellent presentation and listening skills
• You’ve demonstrated the ability to communicate effectively across several business units during the sales process through various channels (phone, e-mail, social selling, etc.)
• You are experienced in selling software or cloud based applications and comfortable having “business value” and “ROI” conversations with potential buyers and key stakeholders
• You are data-driven and a proactive thinker with a strong desire to bring new customers to Sisense!
• Applicants must be authorized to work in the US as we are unable to provide employer sponsorship at this time

Responsibilities

• Identify companies that have a high likelihood of needing our services
• Build a repeatable prospecting process that uses the phone, Outreach, LinkedIn, etc. to book meetings with prospects to qualify an opportunity
• When you find a real problem, navigate your way through the organization to get to people who own the problem and cultivate them into a champion for our company
• Continuously attempt to qualify out of deals throughout the sales cycle by asking the difficult questions early and often
• Collaborate with sales engineers and our partner team to address technical requirements of our platform and to build a success plan for implementation
• Tailor and communicate the company value proposition, including the development of a business case and competitive analysis
• Negotiate favorable licensing and terms by selling value and return on investment
• Close opportunities with the guidance and assistance from your colleagues across the organization
• Manage multiple deals through the sales process at the same time
• Make daily updates on the status of your opportunity progress to Salesforce and Boost to provide visibility to leadership
• Accurately forecast monthly and quarterly revenue to within +/-10% of your week 9 commit
• Meet and exceed monthly Sales KPIs (key performance indicators) and monthly quota
• Persuade people over whom you have no direct authority

Preferred Qualifications

You must be respectful, positive, energetic, persistent, very curious, prepared, creative, and have a sense of urgency

Benefits

• A bonus, equity, commissions, and restricted stock units may be provided as part of the compensation package
• A full range of medical, financial, and/or other benefits