Mid-Market Account Executive

Summary

Join Nextiva as a Mid-Market Account Executive and redefine customer experiences. You will be responsible for selling Nextiva's complete portfolio of CX products to mid-market companies. This role requires proven B2B sales experience, proficiency in sales methodologies, and strong analytical and communication skills. You will prospect and qualify leads, conduct needs analyses, manage the sales pipeline, present solutions, negotiate deals, and collaborate with internal teams. The position offers a competitive compensation package, including base salary and sales incentives, along with comprehensive benefits.

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

Preferred Qualifications

• Drives Results: Action-oriented with a passion for solving problems. They bring clarity and simplicity to ambiguous situations, challenge the status quo, and ask what can be done differently. They lead and drive change, celebrating success to build more success
• Critical Thinker: Understands the "why" and identifies key drivers, learning from the past. They are fact-based and data-driven, forward-thinking , and see problems a few steps ahead. They provide options, recommendations, and actions, understanding risks and dependencies
• Right Attitude: They are team-oriented, collaborative, competitive, and hate losing. They are resilient, able to bounce back from setbacks, zoom in and out, and get in the trenches to help solve important problems. They cultivate a culture of service, learning, support, and respect, caring for customers and teams

Benefits

• Health 🍏 - Multiple health plan options to suit your needs, including medical, dental, vision, and telemedicine coverage
• Insurance 💼 - Life, disability, and supplemental indemnity plans
• Work-Life Balance ⚖️ - Flexible Time Off (FTO) for salaried employees, PTO for hourly employees, Paid Sick Time (PST), paid parental bonding leave, and paid holidays
• Financial Security 💰 - 401(k) with company match, Health Savings Accounts with company contributions, Dependent Care FSA
• Wellness 🤸‍ - Employee Assistance Program and comprehensive wellness initiatives
• Growth 🌱 - Access to ongoing learning and development opportunities and career advancement