Account Executive Rep (Bay Area, CA)

Bay Area, CAThis position is a senior sales representative role focused on driving revenue and new customer acquisition.SummaryThe Account Executive is responsible for managing a 120+ days sales cycle from start to finish. The majority of sales will be done via phone and web meetings. This role includes approximately 30% travel to prospects/customers, marketing events and attending various functions. A typical sales cycle will start with a self-generated lead or a Sales Development Rep lead. The next step of the cycle is to move into an initial discovery presentation and demonstration. A sales engineer (technical resource) will assist in a full technical evaluation/POC and ultimately the Account Executive will negotiate T&C’s to close the opportunity.Role DescriptionLead Qualification / Discovery Calls / Presentations and DemosProspect through cold calling, networking, social media and other various digital marketing channelsIdentify and qualify prospects that meet our definition of an ‘ideal’ prospectIntroduce the ‘What We Do’ presentation including giving a high-level product demo to potential customersCall on technical and business executivesUnderstand customer specific business issues; describing how our product functionality supports an ROIUnderstand the technical aspects of our market, i.e. vendors and their technology relative to our products and how they interoperate and/or compare to each otherNegotiate Terms and ConditionsDrive negotiations with prospects; prepare pricing quotes, ROI’s, and specific proposalsUnderstand standard terms of our ELA and intermediate between prospect and our legal team to help communicate the ‘business spirit’ of the termsManage communication between legal teams, reiterating the ‘business spirit’ to translate appropriate language in the ELAActivity / PerformanceRecord activity, pipeline progress, maintain data quality in our customer relationship management system (SFDC) and our marketing automation system (Hubspot)Accurately forecast business understanding: revenue sensitivity, impending events, decision maker’s hot buttons, ROI, and our key differentiators as it relates to the prospects use caseBuild, present, and manage a business plan relative to exceeding the required quotaRequirementsBA/BS Education – business related degree preferredMinimum of 5 years field sales experience selling technologyExperience selling to IT and business executivesExperience selling data base and/or BI technologyExperience giving presentations and hands on demonstrationsProven track record of exceeding sales goalsExperience with revenue quota / goal over 1m USDExperience with average sales price around 100k USDExperience selling subscription license modelProficient in using Microsoft Office Suite and SFDCEnthusiastic, outgoing, challenge driven, good organizational skills, able to put in long hours as required and to produce results and new business; passionate about being successful in the roleLocationPleasanton, CA (walking distance from the BART train) potentially moving to San Francisco later in the yearCompensationCompensation is a combination of base salary plus commissions related to components such as: closed revenue and number of new customersCompetitive compensation and equity relative to industry and previous earnings history; candidate will provide last 3 years of earnings history