Regional Account Executive

Summary

Join Tenna as a Regional Account Executive in North or South Dakota! This role focuses on hunting, selling, and closing new customers within a defined territory. You will manage all aspects of the sales cycle, from prospecting to contract negotiation. Success requires strong communication, negotiation, and presentation skills, along with experience selling enterprise software. The ideal candidate will have a proven track record of exceeding sales quotas and building relationships with C-level executives. Tenna offers a competitive compensation package, including base salary plus commission, robust benefits, and opportunities for growth.

Requirements

• 7+ years’ experience selling enterprise software to construction or related industries. Demonstrated success in Enterprise SaaS sales
• 5+ years’ experience successfully facilitating all aspects of the sales cycle with a specific focus on initiating and cultivating relationships with prospects, contract negotiation, and closing
• 5+ years’ experience conducting targeted searches and queries to fully research, qualify, and convert qualified sales leads
• Strong experience selling to and speaking with C-level Executives, VPs, and Field-Based Employees
• Strong experience in quota-carrying roles delivering consistent revenue growth that meets or exceeds quarterly business plans and forecasts is required
• Strong experience traveling often as a strategic method to prospect, network, and sell - up to 50%
• Must possess excellent verbal communication skills, specifically regarding negations, public speaking, and presentations
• Understand prospective customers’ needs within a complex buying organization
• Strong negotiation skills. Know how and when to ask for the order
• Deadline and detail-oriented

Responsibilities

• Own the acquisition of and close new business for specific assigned geographic territories and/or states
• Confidently sell to C-level executives, VPs, and Field-Based Employees. Adjust talking points and strategies depending on the persona
• Report to and collaborate with the CEO and Director of Sales to align on new business acquisition strategies and pipelines
• Utilize and understand the “zippered” approach to sales and use it appropriately
• Actively and aggressively prospect potential new customers. Follow up on touchpoints in a strategic and diligent manner
• Initiate and cultivate relationships with prospective customers via phone, email, attending tradeshows, industry-specific events, and conferences
• Successfully create and execute an outreach micro-strategy for each potential new customer
• Strategically plan the cadence of and track the number of touchpoints for each prospect
• Lead in-person or WebEx product demonstrations with prospective customers
• Draft proposals, quotes, and contracts in accordance with Tenna’s procedures
• Negotiate contracts and close deals by developing a thoughtful micro-strategy for each prospect
• Create outbound email communications using CRM software and analyze results
• Consistently deliver revenue growth that meets or exceeds quarterly business plans and forecasts
• Effectively leverage cross-functional internal resources to close new business
• Understand strategic selling, remain focused, and stick with Tenna’s sales strategy
• Understand the product and prospective customer inside and out. Clearly and concisely articulate the value of the product to prospective customers
• Use travel often as a strategic method to prospect, network, and sell. Travel to and meet with prospective customers onsite in order to advance the sales process
• Stay abreast of all industry-specific trends and market-related shifts by participating in associations, attending webinars, events, etc

Preferred Qualifications

• Bilingual proficiency in Spanish is strongly preferred
• Bachelor’s Degree in Marketing, Communications, or other business-related majors strongly preferred
• Experience using Salesforce and HubSpot is strongly preferred
• Experience leading virtual and in-person product demonstrations via WebEx, Zoom, etc

Benefits

• Opportunities for growth and personal development within a highly dynamic team
• Location: Candidate must reside in North or South Dakota
• Travel is required, up to 50%
• Compensation includes base salary plus commission plan
• Robust, low-cost benefit packages offered
• Benefit coverage begins on the first date of employment
• Paid Time Off and Volunteer Time Off offered
• 401k match
• Dependent Care offered