Account Executive, Large Enterprise

1 week ago

Dublin, Dublin City, Ireland Sprout Social Full time

Remote Ireland

We know experience is built in a number of ways. Even if your background doesn't match the exact requirements, we encourage you to apply and share any relevant skills in a cover letter. Sprout welcomes all candidates to apply, including those who identify as BIPOC, women and underrepresented genders in tech, LGBTQIA+, parents, veterans, persons with disabilities and people of all faiths.

Sprout Social is looking to hire an Account Executive, Large Enterprise to the Sales & Success team.

Why join Sprout's Sales & Success team?

Joining the Sales and Success team is an opportunity to accelerate your career. We're a winning team selling and supporting the leading social media management platform for businesses. Not only do you get to work alongside some of the sharpest minds in the industry, you also get to work with some of the biggest brands in the world including Harrods, IHG, River Island, Stoneacre Motor Group, and University of Leeds. And the real kicker? You get to design your own career and follow the path that's best for you. Wherever you want to go, we're committed to helping you get there.

What you'll do

  • Prospect, develop and close sales opportunities with a focus on acquisition and new logos in the large enterprise segment.
  • Own your numbers - consistently meet and exceed your activity goals (prospecting and meetings completed) to build a fruitful pipeline that will provide consistent quota retirement.
  • Establish deep relationships within your book of business through multi-threading, achieving both executive or VP level and end user engagement.

What you'll bring

Sprout Social is looking for a highly driven and tech-savvy Account Executive with strong business acumen to join our expanding Large Enterprise sales team. Ideally, you will be equally driven by a customer-centric mentality as well as a desire to find and close new business.

These are the minimum qualifications that our hiring team is looking for in this role:

  • 5+ years of closing experience in B2B sales
  • Proven success selling/cross-selling to large enterprise organizations (5,000+ global employees)
  • Ability to manage a large number of prospective accounts and identify problems, opportunities and consultatively provide solutions for each of them

Additionally, these are the preferred qualifications that would indicate a particularly strong candidate:

  • Experience building relationships, presenting and selling to senior level decision makers across multiple functions
  • SaaS experience preferred
  • Experience working with internal partners and cross-functional stakeholders to increase deal momentum and exceed both prospects and customers expectations

How you'll grow

Within 1 month, you'll plant your roots, including:

  • Complete Sprout Social's new hire training & onboarding program alongside other new Sprout team members. You'll gain a broader understanding of our products and how your role fits into the organization.
  • Partner with Enterprise Leadership to define key success metrics for your role and how you will measure against them.
  • Meet with current members of the Enterprise Sales team individually to understand what's working, what's not, and gather learnings to implement into your role.
  • Shadow Account Executives on calls live or through Gong to learn sales strategies and positioning.
  • Dive right into our platform to learn about what makes our platform unique, how our solution impacts business objectives and why customers love our solutions.
  • Learn Sprout's go-to-market messaging, key differentiators, develop and personalize segment-specific value propositions.
  • Learn the relevant customer stories and case studies to justify your value propositions with real ROI examples from the field.
  • Complete a demo and written certification to ensure comprehension.
  • Learn Sprout's existing customer sales process by shadowing your peers.

Within 3 months, you'll start hitting your stride by:

  • Meet with all your existing customers within the book of business and begin the process of building relationships with key strategic stakeholders.
  • Identifying the top 20-25% of new logo opportunities within your book of business to create focus and execution in your weekly prospecting activities.
  • Understand the language of all your customers and where we can expand our offerings by expansion into new business units or increasing utilization of our platform with existing customers.
  • Own your numbers - consistently meet and exceed your activity goals to build a fruitful pipeline that will provide consistent quota attainment after ramp.
  • Co-build account & territory plans with your BDR & Solutions Engineers teammates.
  • Regularly meet with your BDR to define a relationship that ensures seamless communication and coordination on all net new business generation and expansion opportunities.
  • Conduct active research leveraging all available tools and data sources to understand your customers' brand, culture, KPIs, partners, and success metrics so you can add value throughout your interactions and become a trusted advisor.
  • Gain a solid understanding of your customer's internal transitions and mitigate the risk of customer churn.

Within 6 months, you'll be making a clear impact through:

  • Have built solid relationships at the C-Level with existing customers within your "book of business
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