The Enterprise Sales Executive at Criteria Corp, manage outbound strategy, nurture existing customers for expansion, and close new sales opportunities at the enterprise level. Leveraging best practices in a variety of verticals, the role will work closely with Marketing to target specific industries and accounts, work to make your sales achievements predictable and repeatable. While the Sales Executive is responsible for achieving quarterly (and Annual) targets, the role will collaborate heavily with our core team in Marketing, Customer Success, and Sales Development. This is a highly collaborative role where each Sales Executive may help teammates win deals.
RESPONSIBILITIES
The primary responsibilities of this role include:
- Manage an active pipeline of marketing generated inbound/outbound leads (with an approximate mix of 50% being inbound and 50% outbound), working with Sales Management to move deals through the sales process and close business.
- Work closely with Enterprise CSMs and Account Managers to strategize on the best ways to win expansion opportunities for existing customers.
- Manage outreach efforts with the Sales Development team (emails, calls, campaigns, etc.) to prospective industries and companies.
- Conduct discovery/qualification, provide presentations, and perform software demos with prospective customers.
- Manage prospective customers in the sales funnel including proper follow up, communication, and documentation of interactions, and providing necessary information.
- Sales Pipeline management documentation; Maintenance of opportunities and activities in Salesforce.
- Collaborate and strategize with the Sales Development team to execute a targeted account strategy to successfully connect with multiple departments and contacts within targeted organizations.
- Collaborate across the organization with Marketing, Customer Success, and Product.
- Own and manage large RFP deals, coordinating cross-functionally on the initial submission, follow-up presentations, and through close of the deal.
- Understand the moving parts that need to come together to close complex enterprise-level software deals.
- Practice excellent discovery techniques and have a fully developed insight-selling & solution-based selling methodology.
- Work with relevant internal resources such as legal, business technology, etc. to navigate complex sales cycles and procurement processes.
REQUIREMENTS
To be successful in this role the incumbent will demonstrate the following:
- Demonstrated aptitude for creative problem-solving and incredibly strong written, verbal, and presentation communication skills.
- Ability to engage with multiple customer personas across a wide variety of industries
- Well organized and detail oriented, able to track and report on progress on multiple different tracks
- Hands on experience with Gong, Salesforce, ZoomInfo is a positive
- Analytical and multitasking skills
- An ability to adapt to rapidly changing environments and processes
- Exceptional at task management and project management and have an eye for the little details that make a good presentation a great one.
- Exhibits sound business judgment, a proven ability to influence others, strong analytical skills, and a track record of taking ownership, leading data-driven analyses, and influencing results
Base Salary: $125,000 - $135,000
Variable Compensation: $125,000 - $135,000
OTE Range: $250,000 - 270,000
Compensation$125,000 - $135,000 base plus commission
