Strategic Account Executive

Summary

Join HopSkipDrive, a technology company revolutionizing transportation, as a Strategic Account Executive. This remote role, focusing on new business partnerships, requires frequent travel to Minnesota and Illinois (with potential expansion east). You will be responsible for identifying and understanding client needs, tailoring proposals, negotiating terms, and closing deals. Success requires adaptable selling skills across various formats, strong cross-functional collaboration, and a dedication to building lasting partnerships. The ideal candidate possesses extensive B2B sales experience, a proven track record of exceeding targets, and advanced presentation skills. HopSkipDrive offers a competitive salary, equity, and comprehensive benefits.

Requirements

• Strategic Sales Expertise: 5+ years of experience in B2B enterprise sales, account management or a related role. Strong background in developing and executing comprehensive tactics to get in the door, pitch the solution, negotiate, and then close
• Goal-Driven Focus: Track record of consistently exceeding targets and achieving measurable results, with a sharp focus on delivering outcomes that align with company objectives
• Hunting and Prospecting: 3+ years prospecting by phone or in the field including cold dropping in, cold calling, and other common prospecting techniques
• Objection Handling: Proven ability to listen, understand, and redirect prospects to the solution we are offering. Comfortable disagreeing with a prospects point of view and walking them through why they should shift
• Negotiation and Closing: Experience negotiating B2B contracts with multiple stakeholders and implementing tactics both internally and externally to bring the deal to a close
• Advanced Presentation Skills: Proven ability to craft and deliver persuasive, engaging presentations to a range of audiences, including decision makers, influencers, and executive leadership
• Professional Field Sales Skills: Experience traveling up to 50% of the time (including overnight), staying organized, dropping in on prospects, presenting or making conversation to move the deal forward

Responsibilities

• Communicate Tailored Value: Seek to identify and understand the transportation challenges and opportunities of net-new prospects, ultimately tailoring proposals that align HopSkipDrive’s offerings and value proposition with client needs
• Always be Closing: Regularly build the pipeline, negotiate terms, and execute by closing new business
• Practice Adaptable Selling: Demonstrate value and earn business through a variety of sales formats including email correspondence, in person, via video call, or phone while using tools like slide decks, demos, and marketing collateral
• Demonstrate Curiosity and Compassion: Ask questions and actively listen to understand our prospective clients goals, motivations, and abilities as well as to determine key stakeholders essential to closing the deal
• Partner Cross-Functionally: Collaborate with internal teams including Support, Product, Trust & Safety, and Operations to implement client feedback and optimize our offerings to their needs
• In-Person Prospect Engagement: Dedicate up to 50% of your time to travel within your assigned territory (including overnight) for invaluable face to face meetings, follow ups, and cold prospecting with prospects within the California and Washington
• Cross-Functional Collaboration: Strong experience working effectively in cross-functional teams, collaborating with multiple departments to achieve shared goals and drive business success

Benefits

• Flexible vacation
• Medical, dental, vision and life insurance
• 401(k)
• FSA
• Equity stock options