Full-Time
Account Executive
Posted on 2/18/2023
AI platform automating tasks via conversational interface
Senior, Expert
Chicago, IL, USA
- A sales professional with 5+ years closing complex software deals (mix of field selling within mid-market and enterprise)
- Driven and have met/exceeded direct sales goals of 1M+ and operated with an average deal size of $150k+ while continuing to close $MM deals
- Able to demonstrate sales methodology to prospect, build pipeline, exploit tools/resources, and leverage a strong contact network in pursuit of new logo acquisition
- Experienced in working for an innovative tech company (SaaS, IT infrastructure or similar preferred) selling 'unbudgeted' software without a big brand name
- Familiarity with the challenger sale or MEDDIC approach
- President's Club, top rep, top percentile performer, consistent YoY overachievement
- Systematic approach to Pipeline Generation that ensures both consist pipeline growth week over week and strong messaging contained in actual emails/calls
- NBM Prep & Execution - Ability to walk into NBMs with a perspective, position Moveworks and our differentiation, and schedule next steps
- Building Champions / Navigating Personas - Developing champions effectively in each sales cycle and getting multi-threaded within accounts
- Business Pain Discovery - Clear understanding of the pain a prospect feels and the associated business metrics to that pain (tied to revenue/cost/risk)
- Technical Validation - Leverages CDD & SDW to uncover their required capabilities and ties them back to business pain
- AIA Execution - Effectively navigates AIA stages and builds effectively AIA readouts
- Business Case Creation - Unified narrative of what we've uncovered to connect discovery pain to AIA readout and pricing
- Deal Hygiene (Mutual Action Plans / SFDC)
- Prospect into large fortune 1000 companies while running an efficient sales process
- Maintain, build and own specific relationship maps for your territory including existing relationships and aspirational contacts
- Ensure high forecasting accuracy and consistency
- Consistently achieve quarterly and annual numbers
- Consistently build strong pipeline (3.5x of quota)
- Consistently achieve leading indicator targets - NBMs, CDDs, AIAs, and CQDs
- Develop a deep comprehension of customer's business
- Establish loyal champion relationships within account targets who can navigate, guide, and refer opportunities
- Negotiate favorable deals and business terms with large commercial enterprises by selling value and ROI
- Handle existing customer expectations while expanding reach and depth into assigned territory
- Identify robust set of business drivers and move towards motivated buyers behind all opportunities
Moveworks stands out as a desirable workplace due to its unique blend of advanced technology and employee-centric culture. The company's generative AI platform, which is powered by GPT-class machine learning models, provides a conversational interface that integrates with various systems, enhancing productivity by automating tasks and surfacing information. With its industry leadership demonstrated by partnerships with brands like Databricks, Broadcom, and DocuSign, Moveworks offers a competitive edge in the tech industry, making it an exciting place to contribute to the future of conversational automation.
Company Stage
Series C
Total Funding
$308.2M
Headquarters
Mountain View, California
Founded
2016
6 month growth
↑ 1%1 year growth
↑ 9%2 year growth
↑ 5%Benefits
Fully paid comprehensive medical, dental, and vision coverage with no premiums
Fully paid short-term disability, long-term disability, and life insurance
Employee Assistance Program
Free daily meals
Discounts on select gym memberships
Unlimited PTO
Unlimited paid sick days
Up to 16 weeks of 100% paid parental leave
Generous paid holidays, tailored to your location
Medical, Family Care, and Military leave programs
Competitive salary
401(k) with matching
Equity and stock options
Commuter and parking benefits
Manager mentorship program
Buddy program for new hires
Paid industry certifications
Continuing Education stipend