Senior Field Sales Executive - Account Executive (B2B - SaaS/Software) USA-Remote

About the Role:

The Senior Field Sales Executive for SMB Mid-Market is a quota-carrying team member responsible for working with Small and Medium sized (SMB) customers across financial services and specialty lending industries to position and sell CS products. Is responsible for working directly with customers to understand their needs, identify relevant CS products to address these needs, communicate the value proposition of such products, and facilitate all activities to complete a deal (pricing, quote, contract, etc.). Can engage Solution Consultants to provide deeper product knowledge and expertise. Is accountable to achieve his or her quota for the assigned book of business, adhere to the defined sales methodology, processes and policies that govern the sales process, and develop or maintain customer relationships.

Responsibilities

• Oversees and manages customer relationships for an assigned book of accounts

• Effectively prioritizes and responds to inbound leads or customer requests for information

• Leverages SFDC data and account insights to identify, pursue, and close opportunities to retain existing business (e.g., renewals), cross-sell or up-sell at existing customers, or create business with new customers

• Maintains a clean and accurate pipeline in CRM as well as provide timely and accurate forecasts.

• Understands and articulates value propositions of CS offerings; collaborate with Solution Consultants and other Subject Matter Experts as needed to source deep technical expertise

• Adheres to defined sales methodology and sales processes including steps to configure, price, quote products and services, draft, negotiate and close contracts

• Delivers against individual quotas

• Builds internal relationships and develop collaborative team with Account Relationship Managers and other members of a Deal Team to effectively serve assigned book of accounts

• Assists Service with escalated customer issues, as needed (e.g., payment, supply issues)        

Education/Experience

• Bachelor’s degree preferred or equivalent job-related experience

• 3 + years of direct B2B sales experience with a proven track record of meeting and exceeding sales targets.

• Experience selling into the Financial Services industry.

• Experience using Salesforce.com as CRM is required.

• Experience in field sales preferred.

Skills

• Account Management (general knowledge of customer's business, decision makers, and purchasing process)

• Cross-sell, up-sell, or pursue renewal transactions with customers

• Solution presentation skills (in person, virtual by phone or video)

• Prioritize multiple priorities across various accounts

• Consultative sales experience

• Interpersonal skills, ability to build stakeholder relationships virtually

• Effective collaborator with technical skilled individuals

• Professional demeanor in oral and written communications

• Self-motivated; proactive and perseverant mindset

• Passion for and ability to learn and develop Sales skillsets

Travel - 20% or less domestic travel.

#LI-Remote

Compensation: