Senior Account Executive

Summary

Join Uptempo's expanding revenue team as a Senior Account Executive! This B2B tech-focused role involves hunting for and winning new sales opportunities across key vertical markets in North America. You will collaborate with SDR, Partner, and Marketing teams, developing net new sales opportunities within a defined territory. The ideal candidate will be a strategic thinker, adept at consultative selling, and comfortable working in a hybrid environment. Some international travel may be required. This role offers the chance to make a significant impact on the marketing world, helping global marketing teams adapt to changing market conditions.

Requirements

• Post-secondary education
• A minimum of 2-3 years’ experience managing complex sales from lead to close in mid-market to enterprise size accounts
• You have experience selling to CMOs
• You have experience selling in a hybrid work environment, using both the phones/digital tools as well as customer on-sites
• You are motivated by your quota and have a track record of over-achieving most goals you set your mind to

Responsibilities

• Close both net-new and expansion revenue within a defined territory and customer segment
• Build and maintain adequate (or better,) rolling pipeline at any time in order to hit ARR targets on an annual basis
• Work collaboratively with SDR, Partner, and Marketing teams to develop new sales opportunities
• Positively convert sales and marketing leads to active sales opportunities
• Consistently research and engage within your named list of accounts to educate prospects and develop/uncover needs in key accounts
• Drive momentum in every opportunity with high cadence/high value pipeline engagement
• Provide timely sales forecasts to management that are consistently accurate (+/- 10%)
• Submit weekly sales forecasts with up-to-date progress details
• Maintain up to date opportunity information in Salesforce
• Create and manage a territory plan with SDR partner that strategically targets all accounts within assigned territory. Record and maintain accurate notes & summaries of engagement, in order to leverage and contribute to shared account insights from across the team to win together
• Conduct functional demonstrations of the Uptempo Software Platform
• Actively engage in knowledge and best practice sharing within the sales organization (via team meetings, group slack channels, and 1on1 conversations) to promote collaboration, continuous improvement and skill development

Preferred Qualifications

• Knowledge of the Martech, MarketingOps, Marketing automation space is highly relevant, but not a must
• Experience of Challenger Sales Methodology is an advantage
• Experience of MEDDICC or MEDDPICC Qualification Framework
• You are extremely open to coaching to develop and learn new methods and tactics to drive sales momentum and close deals
• Collaboration. Actively collaborates with Account Executive team members and wider revenue team (Ops, SDR, Marketing) to share best practices, overcome obstacles, and develop new ideas
• Organizational Skills. Understands their own "20-mile march" and can prioritize activities and manage competing priorities in order to achieve desired outcomes
• Challenger. Can respectfully challenge customers and prospects to see a new way of thinking, understand a new challenge, or to solve a problem in a different manner not previously considered
• Proactive. Is intrinsically motivated. Seeks to take action to proactively engage & overcome barriers rather than waiting. Actively brings new ideas
• Persistence. Demonstrates tenacity and willingness to go the distance to achieve desired outcomes. Can handle rejection or failure, learn from it, and move on
• Accountable. Understands their sphere of control and seeks to positively impact things within or near their sphere of control. Is accountable for their own actions and outcomes
• Openness to coaching. Often solicits feedback from leaders and peers, and can receive constructive criticism and take onboard in order to improve. Seeks opportunities to coach, add value, and collaborate with less experienced team members