Sr. Account Executive

Key Responsibilities:

• Build and nurture long-term relationships with key clients, ensuring a high level of client satisfaction and retention. Utilize deep product expertise to provide tailored solutions that address clients' specific needs and challenges, driving revenue growth and business expansion.
• Act as a product expert, providing in-depth knowledge and advice to both clients and internal stakeholders. Deliver insightful consultations on product capabilities, helping clients understand how our offerings can drive business value. Leverage expertise to shape sales strategies and offerings that meet customer needs.
• Lead negotiations with clients on pricing, contract terms, and service agreements. Exercise authority to deviate from standard policies to secure advantageous deals that align with both client needs and organizational goals. Your ability to negotiate effectively will have a direct financial impact on company revenue.
• Make decisions that directly impact the company’s financials, including setting pricing structures, applying discounts, and proposing contract terms. Your decisions will ensure profitability while maintaining competitive positioning in the market.
• Monitor and analyze the competitive landscape, providing expert advice to management on market trends, competitor activities, and customer needs. Use this knowledge to inform sales strategies, product offerings, and market positioning, ensuring the company maintains a competitive edge.
• Use discretion to deviate from established policies when necessary to meet client needs or resolve issues. Investigate and resolve matters on behalf of both management and customers, making decisions that impact the overall success of sales relationships and customer satisfaction.
• Develop and execute strategic sales plans to meet and exceed sales quotas. Maintain a robust pipeline of prospective clients and monitor sales activities to ensure timely and effective follow-up. Regularly report on sales performance, forecast future opportunities, and adjust strategies to achieve goals.
• Collaborate with internal teams such as marketing, product, and customer success to ensure seamless execution of client & company strategies. Work closely with management to identify new sales opportunities, refine product offerings, and ensure customer needs are consistently met.
• Provide guidance and mentorship to junior sales team members, sharing your expertise on effective sales techniques, client management, and product knowledge. Lead by example to drive a high-performance sales culture.

Additional Duties & Responsibilities:

• Follows up promptly with the leads generated by marketing content, as well as demo requests or BDR scheduled demos they may receive.
• Understands customer goals, plans, challenges, timeline, budget, and authority and confidentiality communicating Fullbay’s value proposition
• Delivers quality tailored demonstrations of Fullbay to prospects based on their needs and priorities
• Creates their own pipeline with lead generating activities including cold calls, emails, and social touches
• Documents various details like customer profiles, responses, and next steps
• Prioritizes opportunities and applying appropriate resources
• Meets or exceeds individual and team monthly quota
• Becomes an expert on our technology and Fullbay target markets
• Collaborates with the team to improve our processes and add efficiencies for the team
• Strives to continuously improve your sales process and demonstrate a willingness to learn and implement best practices. 
• Adapts to changes in process - we are always testing new ideas 
• Adheres to all confidentiality and compliance regulations.
• Performs other duties as assigned

Minimum Education & Work Experience:

• High School Diploma or GED equivalent
• Bachelor's Degree or Military Service experience preferred
• 5+ years experience as a quota-carrying sales representative in B2B SaaS
• Experience with tech stack tools i.e, ChilliPiper, Hubspot, Zoom, Teams, Slack, G-Suite
• Experience with Salesforce.com required.

• Comfortable with prior experience in a commission based position driven by monthly quotas (able to handle meeting and exceeding monthly quotas and handling rejections).
• Ability to work in a fast-paced SaaS Environment.
• Experience using Sales engagement tools: Outreach, Sales Loft, Chorus.ai, Salesforce, Yesware, (we use Salesforce, Zoom, G-Suite, Chilipiper).
• Track record of success and over-achievement 
• Must be self motivated and a team player who enjoys wearing multiple hats and inspiring others to do great work.
• Technically proficient and experienced with web technologies (able to present pros/cons, use cases/examples, trends, etc.).
• Strong presentation skills, experience using Video Conferencing tools i.e., Zoom, Teams, WebEx
• Excellent communications and persuasive skills (both written and verbal), includes communicating on the phone, email, video conferencing, and in-person.
• Ability to think on one’s feet to creatively solve our prospects’ business needs
• Must have a positive attitude, confident, and desire to be the best
• Attention to detail, strong organization and time management skills and ability to work independently is a must.
• Able to travel up to 25%

• Regularly required to sit at a desk in front of a computer and use hands to finger, handle, or feel objects, tools, or controls (including a computer keyboard and operating a telephone), lift and/or move up to 10 pounds. 
• Frequently requires the use of hands and arms for reaching, as well as the ability to walk and communicate effectively through speaking and listening.
• Specific vision abilities required by this position include close vision, color vision, and the ability to adjust focus.   
• Noise level in the work environment is usually moderate.
• Type on a computer keyboard and look at a computer monitor, and operate a cell phone or a computer-based phone.