[Remote] Sr. Account Executive

Note: The job is a remote job and is open to candidates in USA. Actionstep is a pioneer in the development and sale of software-as-a-service (SaaS) products, specializing in Legal Practice Management software. The Sr. Account Executive plays a vital role in revenue growth and client success by acquiring, retaining, and expanding the customer base through effective sales strategies and collaboration with the marketing team.

Responsibilities

• Meeting and exceeding individual monthly and annual targets with the view to build the Actionstep customer login numbers, generate revenue and contribute to total business KPI's
• Prospecting and developing relationships in key customer groups and regions, to generate sales opportunities and grow the customer base
• Reviewing and qualifying all inbound leads in line with Actionstep qualification criteria and across a variety of channels
• Effectively nurture and leverage business from new and established customer relationships, associations, and network groups
• Effectively manage customers through the Actionstep sales process ensuring adoption as required
• Leading effective Actionstep demonstrations ensuring clear and concise communication
• Actively leverage Actionstep sales tools, systems and process (ie hubspot, LinkedIN Navigator) to identify, record/track, connect and qualify potential customers
• Proactively research and perform outbound based activities for key customer group with the goal of generating new customer leads
• Working collaboratively with Marketing, Product and in-region Customer Growth team members to bring market insights and marketing ideas to assist in the execution of a sales strategy
• Proactively seeking out networking opportunities, participation in industry events, webinars, and user groups to develop personal and Actionstep profile and interest in the market
• Championing and advocating the Actionstep legal practice management platform and value proposition within region
• Activity contributing to the effective delivery of Marketing campaigns and activities (i.e events/webinars etc..)
• Actively contributing to continuous improvement activities that enhance and support the effective evolution of the Actionstep sales process and methodology
• Recording and maintaining a regular and accurate sales pipeline through tracking relevant metrics and notes within Actionstep's CRM (Hubspot)
• Complying with all monthly, quarterly, and ad-hoc reporting requests, as and when requested
• Escalating all financial discrepancies, risks, and customer challenges (i.e. potential credits) to Regional Vice President
• Building and maintaining strong working relationships with all internal and external parties ensuring transparent, proactive and effective communication always
• Attending and proactively contributing to customer, partner and internal meetings with the view to add value in a constructive manner
• Actively looking to build own career through delivery of self and assisted professional development initiatives
• Being a thought leader both within Actionstep but also in the wider industry
• Staying abreast of industry best practice patterns, products and technologies and assisting in process improvement activities as required
• Proactively in identifying and participating in the continuous improvement of processes and procedures within the Relevant Team department
• Actively contribute to the development and maintenance of a strong department culture ensuring knowledge and experience is shared

Skills

• 5+ years of relevant sales experience
• Exposure and knowledge of the legal industry
• Experience presenting and leading product demonstrations
• Experience working in a SaaS technology environment
• Achievement of or working towards a relevant sales methodology certification
• Excellent Communicator: You are comfortable communicating with customers and internal teams and saying no when you need to
• Relationship Builder: You have strong skills in cultivating and maintaining relationships with clients is crucial for success by being personable, empathetic, and able to understand clients' needs
• Negotiator: You can negotiate terms, contracts, and pricing that strikes deals that benefit both the client and Actionstep
• Problem Solver: You are proactive and resourceful in resolving issues
• Strategic Thinker: You understand the broader business goals and aligning them with client objectives by analysing data, identifying opportunities, and devising plans for growth
• Highly self-motivated and driven by achieving results and hitting targets
• Ability to work in a fast-paced environment with minimal supervision
• Has the ability to qualify, drive and close opportunities
• Ability to build and maintain strong working relationships
• Maintains clear and concise written and verbal communication, builds rapport, listens well, asks questions to clarify customer needs and adapts style and approach to suit
• Highly organised with an ability to manage multiple priorities in an efficient manner
• Able to lead demonstrations and deliver effective presentations
• Able to work autonomously yet contribute effectively as a team player
• Suitable Criminal Record Check
• Experience coaching and mentoring others on all things sales

Benefits

• Robust medical, dental, vision offerings
• 401K with company match
• Flexible working and PTO
• Take your birthday off
• Frequent team building events
• Fantastic training and development opportunities

Company Overview