Account Executive

Description

Dot Compliance is a leading provider of cloud Quality and Compliance management solutions for the life science industry. Dot’s SaaS solutions are based on the world’s most innovative cloud technology provider, salesforce.com. We are a young and innovative software company, looking to dramatically change how pharma, biotech and medical device companies manage their quality and compliance regulated processes.

We are looking for a talented and highly driven Account Executive to join our fast-growing team. As a member of our sales organization, you will be responsible for reaching out to new potential clients, managing the full sales cycle from opportunity to closure, and helping grow Dot’s footprint in the market. This position is quota carrying.

Role and Responsibilities:

As an Account Executive, your role is pivotal in driving revenue and building strong customer relationships. Your responsibilities will include the following:

• Sales and Revenue Generation: The primary responsibility is to meet or exceed sales targets by identifying, prospecting and efficiently leveraging resources in order to bring opportunities to a successful conclusion. This involves understanding the customer needs, presenting our solution offering, and negotiating contracts. 
• Sales Strategy Development: Hold accountability for developing and implementing account vision, strategy, and execution outlining target market, customer segment, and approaches for reaching sales goals. 
• Multithreaded Relationships: Identify and foster relationships that develop champions and  provide direct access to executive-level decision-makers and key stakeholders across the business, IT, and procurement teams
• Internal Communication: For enterprise accounts, ensure that all resources serving the account have clarity on the long-term account plan objectives to enable execution excellence
• External Communication: Navigate complex sales cycles, communicate contextual value propositions, objection handling and negotiation 
• Lead Generation: Generate leads through various methods, including your own prospecting, working closely with the SDR team on both inbound and outbound leads, collaborating with marketing on specific campaigns, attending industry events, as well as collaborating with the Channels and Alliances Manager on lead gen activities.
• CRM Hygiene and Sales Reporting: Regularly (at least weekly) update SFDC opportunities providing accurate updates on sales activities, progress towards targets, and accurate forecasting to the Sales Management team.
• Team Collaboration: Collaborate within the Sales team as well as with the cross-functional team in an open and professional manner. 
• 
  

Requirements

• 5+ years of progressive, multi-level SaaS sales or business development experience: from demand generation to selling into all sizes of customers, SMB to Enterprise
• Experience with value-based selling methodologies inclusive of Discovery, Qualification, Business Case, Demonstration, Validation and Negotiating the Close stages. 
• Demonstrable success selling to C-suite economic buyers in SMB or Enterprise accounts
• Experience managing territory and quota assignments.
• Track record of over-achieving quota in past positions is desired
• Experience managing and closing complex sales-cycles and managing multiple accounts in parallel.
• Familiarity using modern CRM (Salesforce.com) and marketing automation software
• Bachelor’s degree.
• Experience selling in life sciences, regulatory tech, quality and content management is preferred, but not required.
• Exceptional communicator and writer with the ability to interface with marketing, sales, engineers, customer success and customers.
• No-ego player ready to roll up their sleeves and help a dynamic and exciting young company grow.
• Salesforce background/ proficiency: Advantage