Are you prepared to explore the ever-changing landscape of global commodity prices, forecasts, and market intelligence? Expana is a leading independent provider of this data for the food, consumer packaged goods (CPG), and capital goods industries. We offer our data and insights through various cloud-based SaaS products, as well as APIs and Data Feeds.
Join us in contributing to our continued success!
Position Overview
In this role, you will target new accounts ranging from $500 million businesses to Fortune 100 companies. Your contributions will be vital to our success, and you will enjoy an aggressive compensation plan, with overachievement multipliers and substantial benefits that provide unlimited earning potential.
You embody principles such as trust, honesty, grit, transparency, creativity, extreme ownership, accountability, and a growth mindset. As an energetic self-starter, you inspire others and communicate an optimistic vision to win over colleagues, customers, and business partners. You are driven by achievement and consistently seek prospective deals and new business opportunities within the SaaS space. You thrive independently while valuing collaboration.
Your Attributes
- A deep understanding of the business and technical contexts in which organizations invest in data platforms and SaaS solutions.
- A desire to apply proven and scalable sales, qualification, and forecasting processes.
- The ability to build relationships and establish trust both internally and externally.
- An innovative vision and foresight to anticipate and create new opportunities with prospects and customers.
- A highly achievement-oriented mindset, with a motivation to be at the top of the leaderboard.
Responsibilites
- Developing detailed account-based sales plans and sales forecasts.
- Gaining in-depth knowledge of our full range of products and services to convey their value to potential clients.
- Providing detailed demonstrations of Expana’s online platform and key value propositions.
- Negotiating contracts and closing business to meet monthly targets.
- Meeting and exceeding agreed sales targets by growing the account base and securing new business contracts.
- Documenting, tracking, and monitoring all leads, opportunities, and activities in Salesforce.
- Managing a multi-state territory of over 100 prospects.
- Controlling active sales cycles while building a pipeline of new business through prospecting and relationship building with top-tier companies across various sectors (e.g., retail, manufacturing, food and beverage).
- Selling "high and wide" across multiple lines of business (e.g., Procurement, Commercial, Finance, Supply Chain).
Requirements
- 5+ years of technology-based enterprise sales experience; SaaS, data, or analytics experience is essential.
- Knowledge of the supply chain, commodities, or market intelligence/research space, along with experience in complex Enterprise SaaS sales, is strongly preferred.
- A track record of consistently overachieving quota, ideally placing in the top 10-20% of your previous companies.
- A self-starter mentality with a "hunter" approach to sales.
- Proven ability to build trusting relationships and instill confidence in our products and value.
- A competitive mindset.
- Ability to quickly take initiative, demonstrating the drive to achieve outstanding results.
- Meticulous attention to detail with strong skills in articulating our value to stakeholders across the buying continuum.
- Capacity to operate in a rapidly changing, fast-paced, entrepreneurial environment, consistently delivering results.
- Experience selling to multi-billion dollar businesses.
- A history of carrying and exceeding annual quota targets.
- Familiarity with sales methodologies such as SPIN, Strategic Selling, Challenger Sales, MEDDICC, and other detailed sales processes.
- A BA/BS degree or equivalent educational background.
Our Core Values at Expana
At Expana, we take great pride in our core values, which guide our actions and shape our culture:
Brilliance: We strive for excellence in everything we do, pushing the boundaries of creativity and innovation to deliver outstanding results.
Connected: We believe in the power of collaboration and communication. By fostering strong relationships within our teams and with our partners, we create a supportive environment that drives success.
Make a Difference: We are committed to making a positive impact in our industry and community. Our actions reflect our dedication to sustainability, social responsibility, and delivering value to our stakeholders.
Other values such as trust, transparency, creativity, and ownership define our brand and company culture. These qualities are what we seek in our teams as well. Your unique communication style and optimistic vision will inspire harmony with colleagues, customers, and business partners. Your commitment to excellence and strong relationship skills are also valued. Positive energy and strategic skills are key to succeeding at Expana. We value both individual success and collaboration, seeking dynamic team players who think outside the box. Everyone's development is integral to our collective success, so we foster and support each person's strengths and talents.
In return for your hard work and dedication, we offer fantastic rewards. Please note that we operate with an agile working model, allowing for remote work and occasional travel to our offices.
It is important to mention that we use E-Verify with third-party suppliers in our hiring practices to ensure compliance with employment laws.
