Senior Account Executive

Summary

Join AirGarage, a fast-growing startup revolutionizing the parking industry, as an experienced Account Executive. You will drive new business, build and scale the sales team, and exceed quarterly quotas. This role requires a proven track record of success in sales, particularly within the real estate sector, and a deep understanding of the product. You'll need strong sales and interpersonal skills, the ability to navigate complex sales processes, and a hunter mentality. The ideal candidate is ambitious, eager to learn, and ready to contribute to the company's growth. Compensation includes a competitive base salary, uncapped commissions, and monthly pacing bonuses.

Requirements

• 4+ years in a quota carrying, full cycle sales role with a track record of success and exceeding goals
• A history of promotions through roles at your past companies that demonstrates your desire to work hard and learn fast
• Ability to quickly learn about AirGarage, as well as the Commercial Real Estate industry at large, in order to effectively connect with our target customers
• A growth mindset and ability to adapt quickly in an early stage startup environment where change is constant
• Grit and the willingness to do whatever it takes to succeed
• Hunter mentality - you are excited about prospecting, negotiating, and live to close deals
• Excellent verbal and written communication skills
• Experience and comfort working in excel to complete simple profit & loss analysis and financial comparisons when preparing proposals
• Experience working in a smaller startup environment where the playbook is not well defined in its entirety for you

Responsibilities

• Exceed your quarterly sales quota by pursuing new deals from start to finish - including prospecting, cold calling, scheduling & conducting highly personalized demos, overcoming objections, and ultimately pulling new customers across the finish line
• Work closely with SDRs to supplement your own outbound efforts and increase the size and throughput of your active pipeline
• Qualify leads by becoming an expert on AirGarage, understanding customer pain points, and conveying how AirGarage's solution can help
• Develop an understanding of the parking and commercial real estate industry to enable you to effectively negotiate pricing & contract terms
• Become an expert in our Salesforce CRM and make sure pipelines and activities are consistently up to date and accurate to the highest level of attention and detail
• Work with the rest of the sales team to iterate and improve on our sales process. We are always looking for ways to improve and you can contribute actively to that process once you have ramped up and are consistently winning with prospects
• If you are successful in this role, the intent is that in 6-12 months you will be promoted into a Team Lead or Manager role to help hire, train, coach, and enable the next set of Account Executives

Preferred Qualifications

• You have a deep need to understand the customer and win the deal. You aren’t just in sales to make money, you see sales as a path to helping customers achieve their goals and drive win-win-win outcomes for the customer, yourself, and the business
• You have a proven track record of selling in fast growing, early stage startups with a mid-length sales cycle (60-90 days) and without having a perfect playbook written out for you
• You are obsessed with understanding the product that you are selling at a deep level such that you can answer every edge case question from a customer confidently and competently while explaining it in terms that they understand
• You have a strong grasp of and consistently apply a sales methodology such that you run a strong sales process every time and maximize your odds of winning the deal
• You are eager to contribute to the broader company goals by stepping up in the near future to help hire, train, enable, and coach other Account Executives on the team based on your deep understanding of what it takes to win deals

Benefits

• On-Target Earnings for this role are $180k - $220k off of a Base Salary of $80k - $100k and the balance being earned through commissions
• Commissions are uncapped and paid out monthly based on Quarter-to-Date attainment relative to your quarterly quota
• Account Executives are eligible for monthly pacing bonuses on top of their OTE for pacing above 20% in month one, 50% in month two, and 100% in month three relative to their quarterly quota