Senior sales account executive job description

• At least 2 years of sales experience at a fast-paced enterprise software/SaaS/media company, ideally in HR Tech or another burgeoning industry - existing relationships in the Atlanta, Houston, or Chicago markets a plus!

• Experience in a high-growth startup environment preferred

• Hands-on experience with multiple sales techniques and diverse customer audiences and industries

• Experience with CRM software

• Track record of exceeding sales quotas

• World-class communication and negotiation skills -- and you keep cool under pressure

• A healthy desire for competition, especially when it comes to self-improvement

• You are organized, hungry, and enjoy connecting with people in all walks of life on the phone

• Masterful presentation and negotiation skills, both over the phone and in-person

• You are comfortable with strong KPIs -- you thrive off challenges and are not easily discouraged

• You enjoy working in a collaborative team environment and can adapt to change seamlessly

Our Culture:

Adia is the leading on-demand staffing platform. We give businesses a better way to find the people they need. Unlike other gig platforms, we hire our workers to Adia as W-2. That means they get to keep their flexible schedule, and still get taxes withheld, benefits, and weekly pay. Launched in Switzerland back in October 2016, Adia launched in the US in early 2018. Today we help businesses and workers using our platform throughout the US.

Adia is a fast-growing, hardworking, curious (like, Alice in Wonderland curious) organization that strives for improvement every day. We are open, honest, and motivated, using our big brains to build a great product and not overgrown egos. We’re an early player in the HR tech space, which brings excitement and purpose to our work. If you’re looking for a place that will help you uncover your best working self and give you hands-on experience in way more than your job title alludes to, we may be the right team for you.

We have an incredible future ahead of us, and we’d love for you to be a part of our journey toward it.

Still here? Apply now.

-

Adia is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against on the basis of disability.

**Job Summary**

The Senior Account Executive achieves the assigned sales plan by generating profitable UPS revenue growth through the development of new business and the retention of existing business within their assigned accounts. The incumbent analyzes customers' current supply chain needs to create appropriate solutions and promptly respond to customers' requests. This position builds successful partnerships with key stakeholders at all levels of customers' organizations to cultivate relationships and generate revenue opportunities across all product and service lines. This role meets with customers to discuss complaints and obtain supporting documentation (e.g., invoices, etc.). This position collaborates with operations to implement accounts with special needs (e.g., unique delivery schedules, extra conveyors, additional drivers, etc.) to adequately handle customers' shipping needs.

**Responsibilities**

+ Executes on previously signed contracts to introduce new products and services to customers and expand business within customer accounts

+ Performs pre-call analysis (e.g., researches account history, shipping details, complaints, etc.) to prepare for sales calls

+ Responds to internal sales leads from various sources (e.g., operations, Package Operations staff, etc.) to identify sales opportunities and create a sales strategy

+ Analyzes price quotes to verify accuracy and determine how to propose the solution to the customer

+ Generates customer-facing reports to outline shipping history, billing history, and accounts' incentives (i.e., contracted discounts) and renegotiate contracts

+ Documents customer information and provides account status to the sales team

+ Trains customers on proper packaging techniques to avoid damages

**Preferences**

+ Demonstrates familiarity with the core service offerings across business units and deep familiarity with product, service, and customer facing technology offerings of at least one business unit

+ Possesses knowledge of competitors' offerings and the features of their products, services, and customer facing technology solutions; describes types of customers that would benefit from selected offerings; compares and contrasts UPS's and competitor's products, services, and customer facing technology solutions; able to compare and contrast the customer's experience of engaging with UPS and primary competitors across all touch-points; summarizes positive and negative gaps; develops plans to leverage advantages and correct disadvantages

+ Considers industry and financial trends when making account decisions; understands critical aspects of business models and operating structures to provide input into decisions

+ Demonstrates a detailed understanding of competitor's strategies and offerings; collects, analyzes, and interprets competitive information; identifies areas where UPS is at a competitive disadvantage and suggests ideas for improving its competitive position

+ Works with others to research stakeholders' and key decision-makers' needs, requirements, and perspectives; describes in general terms customer characteristics, preferences, history, processes and constraints; lists what products and services are currently used by customers; uses knowledge of customers to provide input into which products or features to promote

+ Understands customer's general business needs and knows the account status; may provide information about accounts for use in planning account strategy

+ Demonstrates a basic understanding of proper processes, procedures, and use of technology for intermodal transportation

+ Demonstrates the ability to use negotiation techniques in less complex situations; recognizes the potential impact of negotiation proceedings on the business; gains consensus from involved parties

+ Recognizes when customers are having issues; identifies resolution to basic customer issues and recommends solutions

+ Builds and maintains relationships throughout a customer organization; makes recommendations regarding account decisions or strategies

+ Demonstrates a detailed understanding of supply chain concepts; makes recommendations for changes to solve supply chain problems

+ Experience with supply chain concepts

UPS is an equal opportunity employer. UPS does not discriminate on the basis of race/color/religion/sex/national origin/veteran/disability/age/sexual orientation/gender identity or any other characteristic protected by law

**Company:** UNITED PARCEL SERVICE

**Category:** Sales


**Location:** Los Angeles,California

The Senior AE (Enterprise Account Executive (EAE) New Business Sales) is responsible for penetrating large accounts (over 1,500 employees), managing sales cycles, and maximizing revenue for Validity for all new business opportunities. The EAE will create, develop and execute sales strategies for potential new clients to include all Validity products and services. The EAE is expected to deliver consistent revenue performance and growth and will opportunistically recruit prospective net new business. This role is based in our Boston, Massachusetts office and is eligible for hybrid work 3 days in-office 2 days work from home.

Team Dynamic

• Commitment to Win - Consistently achieve their personal and professional goals
• Intellectual Curiosity - A strong desire to learn and understand and ask thoughtful questions
• Critical thinking - The ability to find and synthesize information, apply logic to problems, and quickly analyze information to provide a recommendation
• Coachability - You are humble, acknowledge strengths and weaknesses, and take feedback well. Able to self-diagnose and translate into an actionable solution
• Strong communicator
• Self-Starter who can work independently and with a team as necessary to secure business
• Passion for providing solutions to ensure our clients’ success

Position Duties and Responsibilities

• Meet/exceed sales goals and quotas as assigned
• New business development (New Logos) focused, selling the entire product suite
• Develop and manage territory pipeline & manage sales strategies within markets, support business strategies and growth
• Manage sales cycle; prospecting to close
• Become the trusted advisor
• Consultative and solution-based selling, articulating the value proposition of solutions and products
• Keep well-informed of industry trends, technological and process changes, new developments, services, etc.
• Collaborate with other internal sales professionals and SMEs to assist with closing deals

Required Experience, Skills, and Education

• Software sales experience/SaaS sales experience, preferably in the CRM and/or Email Deliverability solution space
• 5+ years of large account sales experience
• Strong negotiation skills
• Ability to build rapport over the telephone and in person, as needed
• Ability to work in a fast-paced environment
• Self-motivated with strong organizational/prioritization skills and ability to multi-task with close attention to detail
• Experience managing and closing complex sales cycles using solution selling techniques
• Proven track record of over-achieving quota (top 10% in your company/President’s Club achievement)
• Ability to create, edit and review technical contracts and documentation
• Dynamic presenter with the ability to translate technical thoughts into everyday language
• Strong communication skills, both verbal and written
• Strong analytical skills
• Willingness to travel up to 50% as needed to secure new business and/or participate in conferences
• This role is eligible for a hybrid schedule: 3 days in-office, 2 days work from home.

Preferred Experience, Skills, and Education

• Bachelor’s degree from an accredited four-year institution or equivalent experience

About Validity

For over 20 years, tens of thousands of organizations across the world have relied on Validity solutions to target, contact, engage, and retain customers – using trustworthy data as a key advantage. Validity’s flagship products – Everest, DemandTools, BriteVerify, and GridBuddy Connect – are all highly rated, #1 solutions for sales and marketing professionals. These solutions deliver smarter email campaigns, more qualified leads, more productive sales, and ultimately faster growth.

Validity is a truly unique company - massive revenue growth, top-tier investors, 5-star product ratings, proven ability to acquire and integrate top tech companies and welcome them into the Validity family, a winning culture, and a work environment that fosters hard work, trust, and fun.

Headquartered in Boston, Validity has offices in Tampa, Denver, London, Paris, Sao Paulo, and Sydney. For more information, connect with us on LinkedIn, Instagram, and Twitter.

_____________________________________________________________________________

Validity is proud to be an equal opportunity employer. We are committed to equal opportunity regardless of race, color, ancestry, religion, gender, gender identity, parental or pregnancy status, national origin, sexual orientation, age, citizenship, marital status, disability, or veteran status.

Powered by JazzHR

Ffoj54kD30