Account Executive

Salary Range: 80000 to 180000 (Currency: USD) (Pay period: per-year-salary)

Your Responsibilities:

• Owns the acquisition of and closes new business for specific assigned geographic territories and/or states.  
• Confidently sells to C-level executives, VPs, and Field-Based Employees.  Adjusts talking points and strategies depending on the persona.
• Reports to and collaborates with the CEO and Director of Sales to align on new business acquisition strategies and pipelines.
• Utilizes and understands the “zippered” approach to sales and uses it appropriately.
• Actively and aggressively prospects potential new customers. Follows up on touchpoints in a strategic and diligent manner.
• Initiates and cultivates relationships with prospective customers via phone, email, attending tradeshows, industry-specific events, and conferences.
• Successfully creates and executes an outreach micro-strategy for each potential new customer.
• Strategically plans the cadence of and track the number of touchpoints for each prospect.
• Leads in-person or WebEx product demonstrations with prospective customers.
• Drafts proposals, quotes, and contracts in accordance with Tenna’s procedures.
• Negotiates contracts and closes deals by developing a thoughtful micro-strategy for each prospect.
• Creates outbound email communications using CRM software and analyzes results.
• Consistently delivers revenue growth that meets or exceeds quarterly business plans and forecasts.
• Effectively leverages cross-functional internal resources to close new business.
• Understands strategic selling, remains focused, and sticks with Tenna’s sales strategy.
• Understands the product and prospective customer inside and out. Can clearly and concisely articulate the value of the product to prospective customers.
• Uses travel often as a strategic method to prospect, network, and sell. Travels to and meets with prospective customers onsite in order to advance the sales process.
• Stays abreast of all industry-specific trends and market-related shifts by participating in associations, attending webinars, events, etc.

Qualifications:

• 7+ years’ experience selling enterprise software to construction or related industries. Demonstrated success in Enterprise SaaS sales.
• 5+ years’ experience successfully facilitating all aspects of the sales cycle with a specific focus on initiating and cultivating relationships with prospects, contract negotiation, and closing. 
• 5+ years’ experience conducting targeted searches and queries to fully research, qualify, and convert qualified sales leads.
• Strong experience selling to and speaking with C-level Executives, VPs, and Field-Based Employees.
• Strong experience in quota-carrying roles delivering consistent revenue growth that meets or exceeds quarterly business plans and forecasts is required.
• Strong experience traveling often as a strategic method to prospect, network, and sell - up to 70%.
• Bachelor’s Degree in Marketing, Communications, or other business-related majors strongly preferred.
• Experience using Salesforce and HubSpot is strongly preferred.
• Experience leading virtual and in-person product demonstrations via WebEx, Zoom, etc.
• Must possess excellent verbal communication skills, specifically regarding negations, public speaking, and presentations.
• Understands prospective customers’ needs within a complex buying organization.
• Strong negotiation skills. Knows how and when to ask for the order.
• Deadline and detail-oriented.

Benefits, Perks, & Additional Information:

• Opportunities for growth and personal development within a highly dynamic team.
• Location: Candidate must reside in Northern CA (San Francisco & Sacramento regions preferred)
• Travel is required, up to 70%.
• Compensation includes base salary plus uncapped commission plan.
• Robust, low-cost benefit packages offered.
• Benefit coverage begins on the first date of employment.
• Paid Time Off and Volunteer Time Off offered.
• 401k match.
• Dependent Care offered.