Enterprise Sales Executive
–â¯Outbound, North AmericaAs an Enterprise Sales Executive at Criteria, you’ll drive growth by winning new customers, helping them embrace a better, more equitable way of identifying, interviewing and developing their talent. You’ll unlock new value throughout our customers’ business by leveraging your consultative sales experience and securing complex deals. In partnership with others in the revenue, product and marketing teams, you’ll help refine our value proposition, product lineup and approach to growing with existing customers.The ideal candidate possesses a deep empathy for customer problems and a passion for engaging across roles and organizations of prospective customers.
You love the journey of discovering how we might help them succeed at recruiting and developing a diverse set of employees.Essential Duties and Responsibilities:
- Deliver as least $1M+ in annual new business growth by employing predominantly out-bound sales motions
- Utilize insight and consultative selling techniques to understand the challenges faced by enterprise level accounts with 1,000+ employees, proposing innovative solutions leveraging Criteria Corp's platform.
- Engage with industry influencers and buyers to stay informed about market trends, pressures, and challenges, adapting sales strategies accordingly.
- Coach customer stakeholders and build consensus for Criteria Corp's solutions within organizations.
- Employ value and consultative selling to identify customer needs, develop value-added propositions, and generate complex proposal and pricing structures.
- Collaboratively and independently develop strategies to overcome deal-level challenges.
- Map out large accounts, establishing relationships with decision-makers at multiple levels.
- Implement a sales strategy for the territory to meet revenue and profit objectives through new business development.
- Leverage internal teams such as product management, marketing, and engineering to address prospect needs collaboratively.
- Navigate through layers and barriers to reach multiple decision-makers and departments within an account.
- Demonstrate full sales cycle skills, from research and discovery to software demonstrations, negotiation, and pricing.
- Regularly update the CRM system with the latest customer information and use customer intelligence for account planning purposes.
Qualifications for the Ideal Candidate:
- 8+ years sales experience, preferably delivering B2B SaaS solutions to complex business problems in large enterprises, including selling through the C-suite at Fortune 500 companies.
- Track recordof managing complex sales cycles and securing strategic deals by understanding customer problems and crafting tailored solutions, leading to annual success in exceeding quota targets of $1M+.
- Proven success of effectively generating 50%+ of a sales pipeline via outbound strategic and defined sales methodologies and processes.
- A builder with the desire, creativity and tenacity to help stand-up more formalized outbound sales processes and motions.
- Demonstrated success in identifying, growing and nurturing relationships at multiple levels within a company, and building consensus amongst disparate stakeholders.
- Analytical mindset with the ability to interpret data, identify trends and make data-driven decisions to optimize sales performance.
- Proficiency in CRM software (e.g., Salesforce, Churn Zero, Gong) and other sales tools for pipeline management, reporting and forecasting.
- Strong organizational skills and the ability to manage multiple priorities in a dynamic, high-growth company environment.
- Team player who enjoys helping others hone their craft by openly sharing their own successes and failures.
- Willingness to travel 10-20% of the time as needed to meet with customers and attend industry events.
Criteria Corp, Our StoryBased in Los Angeles, Criteria was founded in 2006 as one of the first SaaS solutions to provide assessments to the market. Our co-founders, Josh Millet (now CEO) and David Sherman (now COO) created the company with the mission to take powerfully predictive science and make it accessible to companies of all kinds, enabling them to make better talent decisions that drive results.Since those early days, Criteria has grown rapidly. We have been featured on the Inc. 5000 eight years in a row, we scaled our team from just a few people to over 150, and we have received recognition as a Best Place to Work by Inc.
and Built In LA. While a lot of growth means change, some things remain the same: our customer-centric approach that informs everything we do, and our employee-centric approach towards creating a positive environment that enables our team to be the best we can be.Base range: $110,000 - $115,000 per yearVariable compensation (at 100% attainment): $110,000 - $115,000 per yearOTE (at 100% achievement): $220,000 - $230,000 per year
