Sales Executive

Summary

Join The Adaptavist Group as a Sales Executive and play a key role in managing the end-to-end Adaptavist Sales Process. Collaborate with various teams to define client solutions, guide proposal production, and manage clients through the sales process. Engage with potential High Growth and Mid Market customers, understand their needs, develop account strategies, and identify appropriate Adaptavist resources. The role involves strong communication and relationship-building skills, overcoming resistance, business development, client service excellence, and negotiation skills. This remote position offers unlimited PTO, flexible working hours, and a supportive team environment. Adaptavist provides MacBooks and additional support for remote workers.

Requirements

• Experience in technical consultancy - being able to work with a range of different software solutions to meet a customer’s needs
• Proven sales success within mid-market consultative B2B SAAS and services sales with a focus on winning net new customers, including influencing and negotiating with C-suite executives
• Has a highly developed skillset around solution selling and experience working in a pre-sales environment, as part of larger teams
• A strong relationship builder who establishes rapport with people easily and has strong communication skills with the ability to present effectively
• Has the ability to understand a prospect's challenges and is able to work with internal stakeholders to create a solution that meets their needs
• Proven ability to articulate the distinct aspects of products and services and position them against competitors
• Experience in net new customer sales, and being able to manage a level of autonomy around this working with a remote business support team
• Understanding of the specific needs within a Sales Process, around forecasting and opportunity progression with the ability to own, manage, orchestrate and execute account plans for assigned accounts
• Experience managing a complex software sales cycle from start to finish, and experience juggling multiple deals

Responsibilities

• Strong Communication Skills: Effectively listening and communicating openly and respectfully with different audiences, and articulating complex issues clearly and credibly
• Relationship Building: Establishing and fostering professional contacts to build, enhance, and connect networks for work purposes, including expanding personal networks to meet strategic goals
• Overcoming Resistance: Securing support for ideas or initiatives through high-impact communication and offering solutions to handle objections, effectively lowering resistance
• Business Development: Identifying and developing business opportunities within High Growth and Mid Market accounts, managing individual sales funnel, and achieving sales targets
• Client Service Excellence: Providing exceptional service to internal and/or external clients by addressing identified and unidentified client needs, enhancing service delivery systems, and anticipating upcoming needs and concern
• Negotiation Skills: Resolving different perspectives or disputes by discovering shared interests and finding mutually acceptable solutions, using a wide range of negotiation strategies and tactics. Managing emotions constructively and adjusting strategies when necessary
• Product and Market Knowledge: Understanding Adaptavist products and services and how they integrate with and improve Atlassian products, as well as matching Adaptavist offerings to the implicit needs of the customer and being able to describe how these can create a competitive advantage for the customers’ business. Constantly reviewing and ensuring the quality of product/service offerings

Benefits

• Unlimited holiday (PTO) allowance
• Flexible working hours
• MacBooks to all employees
• Additional support for fully remote workers to set up their home offices
• 26 weeks of fully paid leave for birthing parents
• 13 weeks for non-birthing parents
• Extended leave for adoption, IVF, surrogacy, elective egg freezing, and women's health needs such as menopause, menstruation, endometriosis, and PCOS