Sales Associate

Summary

Join SMG as a Sales Associate and accelerate the sales cycle by understanding organizational landscapes and securing buy-in from multiple stakeholders. You will leverage your proven track record of achieving quota and generating your own pipeline to close mid-market deals. SMG offers a remote-first work environment with unlimited PTO, company sick pay, and a supportive team. This role requires a Bachelor's degree or equivalent experience, 4+ years of experience, and proficiency in a structured consultative selling process. Success in this position hinges on building strong relationships, leading pursuits, and understanding how to differentiate in the market based on professional services.

Requirements

• Have a Bachelor’s degree (or equivalent experience)
• Have 4+ years of experience
• Possess proficient knowledge of a structured consultative strategic selling process (e.g., Franklin Covey or similar)
• Have senior-level contacts in the vertical(s) you will be selling to. Nurture and develop new and existing client relationships
• Have a proven track record in highly consultative sales with demonstrated success closing $80k+ USD annual contract value deals of multi-year duration. This track record should ideally be in selling technology-enabled consulting or services solutions to mid-to-large enterprise clients
• Have experience in customer and/or employee experience
• Possess expert-level executive presentation skills with experience & comfort being in the spotlight and dealing with C-level audiences
• Be comfortable in daily use of the applicable component of SMG’s MarTech stack (CRM, LinkedIn Sales Navigator), and – upon occasional need – to leverage our prospecting tools when the state of our pipeline’s health requires exceptional attention (Outreach, ZoomInfo, SalesIntel, 6Sense, Cognism, Sendoso, etc.)
• Be comfortable in a Remote-First environment, hitting goals by Zoom and other remote means most of the time. As occasionally required, have the ability to travel as needed (1-2 conferences or trade shows per annum at most, and occasional prospect-facing travel) – not more than 25%

Responsibilities

• Spend approximately 35% of your time in prospecting activities to self-source a significant portion of your own Pipeline. These activities will include but are not limited to: using SMG’s extensive MarTech stack of automations, cold-calling new prospects, and attending in-person networking events, attendance at appropriate trade events as determined by SMG leadership
• Attain assigned $250,000 quarterly quota through closure of mid-market ($80k to >$500k) Annual Contract Value (ACV) new clients
• Negotiate effectively, generating support and cooperation from a variety of key stakeholders to close deals that contribute to the defined revenue and growth targets
• Guide prospects by demonstrating market expertise, and client awareness to uncover business needs. Understands the way influence flows through the organization, budget is developed and allocated, decisions get made, change is implemented, and investment decisions are approved
• Demonstrate the ability to build trusted relationships quickly. Be a proven collaborator who can solicit assistance & offer it to others when needed
• Lead pursuits from the front but also be a team player who can engage other specialized teams (e.g., Solution Engineering, Marketing, etc.)
• Understand how to differentiate in the market based on professional services (e.g., Research, Insights, and vertical expertise), and have a track record of winning sales based on selling a program not a product

Benefits

• Remote first company (fully remote)
• Unlimited PTO
• Tech provided
• Company sick pay