Client Expansion, Account Executive

Summary

Join Syndigo as a Client Expansion Account Executive and focus on uncovering opportunities and growing existing customers in the SMB/Mid-Market space. You will prospect and build client expansion opportunities, conduct needs analysis, and effectively communicate Syndigo’s value proposition. This role requires utilizing a consultative sales approach, collaborating with internal teams, and initiating meetings through various channels. You will also demonstrate the SaaS platform, negotiate pricing and contract terms, develop account strategies, and manage a pipeline in Salesforce. Success in this role involves achieving weekly activity KPIs and consistently exceeding quota attainment. The ideal candidate possesses 3+ years of quota-carrying sales experience and a proven track record of success.

Requirements

• 3+ years in a quota-carrying sales role with a consistent track record of success against quota attainment
• Extreme passion for hunting and growing existing clients
• Deep familiarity with Salesforce, SalesLoft, and ZoomInfo
• MEDDPICC certified or proven mastery of other sales methodologies (ValueSelling, Sandler, Challenger, etc.)
• Proven ability to prospect, qualify,y and open opportunities in a primarily outbound environment

Responsibilities

• Prospecting and building client expansion opportunities within MM/SMB customer territory
• Ability to conduct needs analysis and position discovery questions to fully identify a client’s business objectives
• Effectively communicate Syndigo’s value proposition to solve a customer’s unique challenges
• Utilize a consultative sales approach to close opportunities with senior-level executives and forecast weekly when deals will be closed won in SFDC
• Collaborate with account management, BDR, operations, and solution engineering teams as needed to facilitate pipeline development and ensure appropriate program positioning is executed through the seamless delivery of solutions/services
• Initiate introductory meetings through networking, cold calls, email, and other tools in the sales tech stack to help bolster the pipeline
• Coordinate and schedule online or onsite meetings with key decision-makers
• Be comfortable demonstrating SaaS based platform and communicating critical capabilities to differentiate our solutions
• Negotiate and participate in pricing strategy and proposal development to drive conversion
• Negotiate contract terms within the acceptable guidelines provided by commercial leadership
• Develop account strategy across owned accounts in Salesforce and consistently execute on plans to penetrate new buying centers through frequent outbound engagement
• Research key companies that fit ideal customer profiles and assemble creative outbound messaging
• Own and manage an active pipeline in Salesforce.com
• Achieve weekly activity KPI’s with clear goals set in Salesloft/Salesforce for messaging sent to priority accounts and contacts targeted in a given week

Preferred Qualifications

Curiosity and interest in consumer goods, retail, or eCommerce verticals

Benefits

• Competitive health insurance benefits
• PTO and volunteer time off
• Employer-paid short- and long-term disability
• Parental and adoption leave
• 401(k)
• Tuition reimbursement