Account Executive - ShareGate

Job Description

So, what will your new role look like?

As an Account Executive you will be instrumental in driving business growth by managing and closing opportunities while showcasing the strategic value of ShareGate’s industry-leading Microsoft 365 migration and management solutions. You will guide prospects through the entire sales process, from initial discovery to deal closure, ensuring a seamless transition to our account management, support and product teams for ongoing support and innovation.

This position requires exceptional consultative selling skills, the capacity to deliver compelling product demonstrations, and a thorough understanding of the challenges faced by IT teams in managing and migrating data within Microsoft 365 and SharePoint environments. As a recognized leader in M365 migration, you will empower organizations worldwide to effortlessly migrate, manage, and secure their M365 environments, just as we have successfully done for over 75,000 clients.

Key Responsibilities:  

• Engage and qualify leads, aligning solutions with prospect goals.
• Proactively identify new opportunities and build a strong sales pipeline.
• Manage the full sales cycle, ensuring a seamless experience for prospects.
• Conduct discovery calls and deliver tailored product demonstrations.
• Present customized proposals emphasizing ROI and long-term value.
• Partner with internal channel and partner teams to develop joint strategies, drive opportunities, and maximize overall revenue impact.
• Collaborate with SDR, marketing, product, and internal teams to align strategies and improve the prospect experience.
• Leverage experimentation as a core sales strategy, continuously testing and refining approaches to identify effective solutions, optimize sales processes, and improve revenue outcomes.
• Stay informed on industry trends, market dynamics, and competitor offerings to effectively position ShareGate’s solutions.
• Consistently achieve or exceed sales targets and quotas.
• Provide accurate revenue forecasts and contribute to strategic planning discussions.
• Document and track all activities and opportunities in a CRM system such as HubSpot or Salesforce.
  
  

A typical week?   

• Conduct discovery calls and product demos tailored to IT professionals managing Microsoft 365 and SharePoint environments.
• Collaborate with SDRs, marketing teams, and internal channel or partner teams to refine lead qualification and outreach strategies.
• Conduct daily reviews of your sales pipeline to track progress, advance deals and adjust strategies as needed. Regularly assess and identify upsell opportunities within your existing opportunities.
• Participate in team strategy meetings to address market challenges and improve performance.
• Stay up to date with product updates, industry news, and competitor insights.
  
  

What does your future team look like?   

In your role at Workleap, you'll be part of a collaborative sales team working alongside Account Executives and supported by experienced sales leadership. You'll partner closely with the SDR team to receive qualified leads, collaborate with the Sales Enablement team for onboarding and ongoing training, and work cross-functionally with teams like marketing and customer success to ensure alignment and a seamless customer journey. The team values collaboration, innovation, and a customer-first mindset, with a strong emphasis on coaching and continuous improvement to help you thrive.

What are the next challenges awaiting your team?   

As an Account Executive, you will navigate complex sales cycles by collaborating with partners, consultants, end-users, and key stakeholders to deliver customized solutions. You will encounter the challenge of achieving ambitious targets in a competitive SaaS landscape while adapting to rapid growth and changing processes. To succeed, it will be essential to stay ahead of industry trends, optimize your sales approach in partnership with the SDR and sales enablement teams, and effectively utilize tools such as Salesforce, Gong, and Outreach. Cultivating strong, long-term relationships and addressing the diverse needs of customers will be crucial, presenting opportunities for growth and making a significant impact in a dynamic and innovative environment.

Qualifications

• 4+ years of experience in SaaS sales or related fields, preferably in data migration or IT management.
• Demonstrated success in closing deals, along with a high volume of transactions, is a valuable asset.
• Strong presentation and product demonstration capabilities, with an ability to address technical challenges.
• Effective communication, strong organizational abilities, and time management skills, enhanced through the utilization of sales technologies (Gong, Outreach, ShowPad, Salesforce etc.) to drive efficiency in the sales processes.
• Experience leveraging AI tools and technologies to amplify qualification, deal analysis, and forecasting in the sales process.
• Proven ability to identify upsell opportunities while utilizing a consultative and value-oriented sales strategy.
• Familiarity with Microsoft 365 and SharePoint environments is a significant asset.

Mindset:  

• Results-driven, with a passion for exceeding targets and delivering value to prospects.
• Naturally curious, quick to learn, and adaptable to changing market conditions.
• Embraces experimentation as a core value, consistently testing and iterating to find innovative solutions and improve outcomes.
• Team-oriented with a collaborative and prospect-first approach.