Enterprise Growth Advisor, New Business Sales

Summary

Join Shift Paradigm as a Growth Advisor, a dynamic sales role driving sustainable revenue growth in digital marketing, martech consulting, and digital product services. You will identify and secure new business opportunities, expand existing accounts, and fuel revenue through partnerships and outbound efforts. This role requires expertise in sales within the specified areas and involves strategic account growth planning, lead generation, and effective negotiation. You will collaborate with internal teams, manage sales cycles, and maintain accurate sales records. The position also includes account expansion, win-back strategies, and strategic partnership development. Success in this role demands strong sales acumen, communication skills, and proficiency with CRM and sales enablement tools.

Requirements

• 5+ years of proven solution-based selling experience in a services/consulting environment (specifically digital marketing, revenue management + operations and digital product design and engineering)
• Demonstrated success in consistently meeting or exceeding sales targets and quotas
• Existing portfolio of clients and contacts within the relevant technology ecosystems
• Deep martech industry knowledge with ability to differentiate from major competitors from day one
• Willingness to provide 3 professional references
• Core Sales Skills
• Sales acumen and consultative selling approach
• New account acquisition proficiency
• Deal orchestration and closing expertise
• Pitching and proposing compelling value propositions
• Pricing strategy development
• BANT and other lead qualification methodologies
• Ability to conduct effective budget discussions and negotiate favorable outcomes
• Deep understanding of competitive positioning and value proposition development
• Proven ability to articulate complex technical solutions to C-level executives
• Experience navigating multi-stakeholder enterprise sales cycles without extensive management oversight
• This role requires a self-directed professional who can manage deal strategy, internal coordination, and client relationships with minimal day-to-day guidance
• Must demonstrate strategic thinking in deal progression and proactive problem-solving
• Interpersonal & Communication Skills
• Strong relationship building and communication skills
• Teamwork: Collaborative spirit and willingness to contribute to a positive sales culture
• Technical & Analytical Skills
• CRM proficiency (e.g., Salesforce)
• Technology Skills: Proficiency with sales enablement tools, social selling platforms, and analytics. Including: LinkedIn Sales Navigator, Sendoso, Apollo.io

Responsibilities

• Lead Generation and Qualification: Proactively identify and target qualified accounts aligning with the Ideal Customer Profile (ICP) and within defined territory and AAR bands
• Utilize BANT (Budget, Authority, Need, Timeline) and similar models to qualify leads and prospects effectively
• Conduct thorough research to understand prospect needs, pain points, and decision-making processes
• Tapping into historic, current portfolio of contacts and customers that align with our ICP to engage with Enterprise deal opportunities
• Outbound Sales Activities: Execute targeted outbound sales campaigns through emails, calls, social media, and other relevant channels
• Craft compelling messaging and value propositions that that differentiate our capabilities from major competitors and prove ROI
• Schedule and conduct discovery calls and meetings to establish rapport and uncover opportunities
• Traveling to meet and see prospects will be required to engage onsite for pitches, co-facilitated workshops, and attendance of industry events. Travel is as much as once a month on avg
• Sales Cycle Management: Create and deliver impactful discovery sessions, sales presentations, and proposals demonstrating value that align with SH/FT’s core competencies and industry vertical expertise
• Collaborate with internal teams to develop customized solutions addressing prospect challenges
• Skillfully negotiate terms and contracts, ensuring alignment with company policies
• Utilize CRM to track opportunities, activities, and outcomes diligently
• Sales Process Management: Serve as the primary contact for sales inquiries and activities
• Coordinate and manage large-scale proposals and RFP/RFIs
• Oversee sales contracts, ensuring compliance with company policies (MSA, NDA, DPA, SOW)
• Maintain accurate and up-to-date sales records in CRM
• Partner and collaborate effectively with cross-functional team members and SMEs (e.g. technologists, strategists, client success, project managers, etc.)
• Identify Growth Opportunities: Leverage customer data and insights to anticipate future needs and offer proactive solutions
• Partner with client success and delivery teams to pinpoint upsell/cross-sell potential within Year 1 and "Sleeping Giant" (large multi-billion dollar accounts)
• Account Planning and Execution: Develop and execute strategic account growth plans to foster long-term relationships
• Continuously nurture client relationships, providing exceptional support and service
• Actively seek referrals and references to expand network and reach
• Win-Back Strategy: Identify and analyze inactive accounts aligning with strategic business goals
• Assess win-back potential and develop tailored re-engagement strategies
• Rebuild relationships with key contacts in churned accounts
• Strategic Alliance Development: Cultivate and manage strategic partnerships for lead generation and market expansion
• Engage in co-selling activities with partner-based sellers to maximize reach and impact
• Collaborate with delivery leaders to identify thought leadership and joint sales opportunities
• Coordinate with Partner lead to submit and track opportunities within partner portals

Preferred Qualifications

• Must demonstrate existing knowledge of martech/digital marketing landscape with ability to speak credibly about industry trends, competitive landscape, and client challenges from day one
• Adaptability: Ability to thrive in a fast-paced, evolving environment

Benefits

• Medical
• Dental
• Vision
• STD/LTD
• Life/AD&D
• Flexible Paid Time Off
• Various other ancillary benefits and perks