Remote Senior Sales Executive

Summary

The job is for a Senior Account Executive at Great Expectations, a fast-growing data quality platform company. The role involves focusing on closing sales, maintaining and expanding a pipeline of leads, working with founders to build customer relationships, and representing the Sales function company-wide among other responsibilities.

Requirements

• 7+ years of sales experience as a B2B SaaS account executive or sales role in the enterprise space
• Familiar working in a dev-first sales environment where developers or technical team leads are the champion
• Experience with a sales motion where self-service account expansion into enterprise sales is an important part of revenue generation
• Success closing new accounts and upselling and expanding existing accounts within big data, Cloud, or SaaS sales
• Experience developing, executing and reporting on sales strategies & their effectiveness
• Experience with the implementation and continued use of a repeatable sales process and related playbooks - BANT , MEDDIC, etc
• Ability to identify relevant influencers and decision-makers in the companies and build strong personal relationships with them
• Experience driving alignment with supporting teams in Customer Success and Solutions Engineering
• Demonstrated ability to communicate, present and influence effectively at the company level, from executives to product teams
• Experience administering Salesforce, Hubspot and Gong

Responsibilities

• Focus on closing sales as their primary mission
• Maintain and expand a healthy pipeline of high potential sales leads for both new opportunities and expansion within existing accounts
• Work the Founders as key assets to build customer relationships and close deals, identify improvement opportunities & share learnings
• Be a strong advocate for best sales practices, including coaching and mentoring others on how to best develop and close sales leads
• Own the CRM, making it a valuable and reliable resource for the organization, including operations, reporting and integration of product analytics
• Maintain, refine and elevate our sales playbooks, including actionable strategic plays based on learnings from leads and customers
• Partner with GSM leadership to grow and expand the Sales function
• Cultivate a culture of KPIs and metrics for the Sales function
• Work across the teams to represent the Sales function company-wide ensuring accomplishments, blockers and requests are surfaced and resolved
• Work closely with Marketing to create sales collateral and give input to marketing materials
• Work closely with Product to provide valuable customer feedback into the product roadmap
• Work closely with Operations to ensure sales are papered and closed efficiently and accurately

Preferred Qualifications

Previous experience leading a team through a transition from early stage revenue through scaling up to the first $1m ARR, and the first $5m ARR