Senior Enterprise Account Executive

Summary

Join Cyara, a leading AI-driven CX transformation platform, as a Senior Enterprise Account Executive! Based in Australia, you will focus on acquiring and retaining strategic enterprise clients in the APAC region. This crucial role involves developing and executing sales strategies, qualifying opportunities, delivering compelling presentations, and building strong customer relationships. You will be responsible for achieving assigned quotas, providing accurate forecasts, and maintaining planning tools. Cyara offers a fast-paced, results-oriented environment with competitive compensation and a fully remote work setup.

Requirements

• Proven and stable B2B SaaS sales experience, open to more junior (5 years +) or more senior (8 years +) profiles as salary package will vary based on experience
• Demonstrated track record of reaching 1 M$ + annual quota, closing high-value deals (average deal size, 6 to7 figures) into multinational enterprise level clients, involving complex purchasing process and multiple decision makers
• Experience selling in Australia and APAC, with a network of customers in sectors such as Banking/ Insurance, Tech / B2B Software, Telco/Media, Retail / ecommerce, Hospitality / Travel…
• Expertise in both net new logo acquisition and customer upsell/crossell expansion, with a “go and get” attitude
• Located in Australia, native or fluent in English

Responsibilities

• Develop a robust prospection and expansion strategy, focusing on the right industries, companies and personas, in collaboration with marketing and business development teams, leveraging social media, events, cold calling, emails
• Qualify opportunities to check the business fit, utilizing proven sales methodologies to do so (i.e MEDDPICC), articulating Cyara’s value proposition
• Deliver compelling, tailor-made sales and product presentations to the specific customers’ needs, with the support of the Solution Sales team
• Establish and nurture relationships with key stakeholders and decision makers, acting as a trusted advisor and leveraging executive sponsorship
• Negotiate the agreement, being at ease in handling customer objections and in using trading techniques to achieve mutually beneficial outcomes
• Bring the deal to closure, overcoming obstacles and securing contract agreements and purchase orders, with the support of legal and finance teams
• Build a comprehensive plan for achieving assigned quotas within a fiscal period, incorporating Territory Planning, Account Planning, and Close/Win Planning
• Update and assess opportunities on a weekly basis to derive accurate forecasts for a given time period and proactively address any obstacles that may hinder meeting those expectations
• Update and maintain planning tools on a weekly basis to facilitate cross-functional discussions, deal reviews, and engagement with Executives

Preferred Qualifications

• Industry knowledge around CX / Customer experience, contact centers, chatbots or quality assurance strongly preferred, or ability to sell complex technical solutions at least required, in order to translate customer pains into business benefits
• Familiar or at ease with US / Private equity owned B2B SaaS scale ups when it comes to fast paced environment, sales methodology, forecast accuracy…
• Professional demeanour with a positive winning / resilient attitude, focused on problem-solving / proactive, always on learning attitude, strong cross department collaboration and team spirit
• Familiar or at ease with remote work, with a strong work ethic, good time management skills and a high degree of self-motivation
• Any other language will be considered as a plus

Benefits

• Competitive compensation
• Fully remote work environment