Senior Account Executive

Summary

Join Higher Logic as a Senior Account Executive - Enterprise and become a trusted advisor to clients, leveraging your expertise to identify solutions that meet their critical business outcomes. You will be responsible for selling Higher Logic products, exceeding quarterly sales targets, and providing technical, value-based demonstrations. This role requires strong communication, negotiation, and presentation skills, as well as the ability to work effectively in a remote setting and collaborate with cross-functional teams. You will also contribute to the evolution of the company's go-to-market strategy and mentor other team members. The ideal candidate is a self-starter with a competitive mentality and a commitment to continuous learning.

Requirements

• A desire and curiosity to understand customer needs
• Strong interpersonal and presentation skills
• Excellent verbal and written communication skills
• Ability to consistently follow a defined sales process in a disciplined manner
• Ability to successfully negotiate and sell at the C-level and Board level
• Strong organization and time management skills
• Self-starter and competitive mentality
• Highly coachable, and life-long learner

Responsibilities

• Develop a robust understanding of Higher Logic’s products and services - be an expert in our product offerings, USPs and competitive differentiators
• Meet or exceed quarterly sales targets by driving new opportunities within an assigned territory through a combination of outbound prospecting and working inbound leads
• Provide technical, value-based demonstrations based on the specific needs and business outcomes of your prospects
• Accurate forecasting of monthly and quarterly bookings to Sales Manager accompanied by diligent pipeline management
• Work with assigned Business Development Representative in the territory to prioritize accounts and outreach to new opportunities
• Diligently follow Higher Logic’s sales process with a keen attention to detail by tracking all activities, notes, and accurate sales stages in Salesforce
• Lead with a value-based and consultative sales approach to sell to key stakeholders and decision makers
• Partner effectively with Sales Engineers where needed for technical conversations
• Collaborate with your peers as well as the product and marketing teams in a fully remote setting
• Provides customer voice of market and provides insights to sales leadership, product and marketing to help evolve GTM strategy
• Plays a mentoring role across the team and partners effectively with sales enablement to help develop and improve sales training tools
• Conduct all business in accordance with Higher Logic values, policies and procedures
• All other duties as assigned