Account Executive

Overview

Own and grow global SAP partner accounts, win back accounts and an alpha sort of net new logo prospects with wide open expansion growth opportunities. Sell high-value, multi-product marketing solutions into CMOs and senior marketing leaders at top enterprise technology companies. Join a senior, high-performance team with direct access to executive leadership and uncapped earnings.
This is a high transaction based consultative enterprise sales model to the most senior marketing professionals at the largest enterprise technology vendors in the world. The typical sale is a high-ticket, multi-threaded sales conversation that requires skills, experience, prospecting and exceptional listening ability.
Only candidates with proven enterprise sales track record selling into marketing functions will be considered.

Responsibilities

Commercial ownership is the central function : This role has full commercial ownership of a set of named accounts and is a personally accountable sales professional that achieves monthly sales quota and revenue budget goals while assuring high levels of year over year bookings growth and account retention.

Executive relationship skills are a core differentiator : This role is an individual contributor, quota-carrying, hunter-farmer role that is responsible for selling integrated membership, event sponsorship, lead generation and digital content services to marketing teams at SAP Partner companies. The role manages a named account territory and net new logo prospect accounts of global SAP Partner technology companies with strong historical spend. Building deep relationships with all key Executives and Marketing leaders in every client account including CEO, CMO, Events, Advertising, Lead Generation, Product Marketing, Regional Marketing, Field Marketing and Market Intelligence.

Territory Pipeline Management is essential : This role leverages direct AI SDR Agent support functions to ensure that all accounts are fully penetrated and developed. The Senior Account Executive always maintains a healthy SFDC pipeline of 4X quota requirements with an expected 30–120-day sales cycles and typical deal sizes ranging from $15,000 to $100,000 with multiple expansion sales opportunities in every account.

The Account Executive reports directly to the Chief Sales Officer.

Professional Qualifications
The ideal candidate will possess:

2+ years sales experience in B2B media, event sponsorship, lead generation services or digital marketing services selling to marketing at technology or SaaS companies.

Must have successfully sold programs directly into B2B enterprise technology marketing functions.

Must have managed, expanded and grown a named account territory of named accounts.

Hands on experience with marketing services including event sponsorship, membership, lead generation and webinar sponsorships.

Proven skills with managing an SFDC pipeline and reporting environment.

Excellent speaking, presenting and writing communication skills.

Why This Role is a Fit for You

You want to be a high performing sales professional in the B2B enterprise technology market

You love B2B enterprise technology events and working with event marketers

Hands on training and development to assure your success in ramping and career progression.

You have strong career growth goals and are willing to invest in your own success

Work with some of the world’s leading SAP partners and B2B technology brands as strategic accounts.

Desire having full commercial responsibility for your named account territory

Sell across a unique portfolio of membership, event sponsorship, lead generation and digital content services with clear and proven ROI stories.

Join a rapidly growing team reporting directly to the CSO.

All sales and delivery resources in one dedicated team.

Travel globally to SAPinsider events throughout the year.

This is NOT for you if…

You do not desire to own a bookings quota

You do not want to work hard for your own success

You do not have experience selling event and marketing sponsorships

You have not previously grown a territory to $500K+ bookings performance

You are not comfortable selling to senior marketing executives

You are not able to be in the Chelmsford office monthly to quarterly to participate in team development.

What Success Looks Like

Achieving $125,000 plus in Year 1 earnings

Build multiple buyer relationships in every account

Achieve greater than 90% company level retention year over year

Build a highly engaged global network of enterprise technology marketing leaders

Compensation
The Account Executive enjoys a base salary of $70,000 to $80,000 per year based on experience with Year One OTE up to $125,000 plus with uncapped upside. The role participates in all SAPinsider employee benefit programs including healthcare coverage, life insurance, unlimited vacation and 401K plan.

6% commission on all sales up to $500,000

7.5% commission on all sales over $500,000 in any year

$12,500 annual bonus on greater than 90% client retention of existing client accounts

$12,500 on achieving net new logo client sales goals

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