Commercial Account Executive

Why we need you:

Our demand is outpacing our current ability to keep up as leads from marketing break records month after month. You’ll take on aggressive goals and own deals from start to finish in an innovative and quickly growing space. We’ll look to you to manage multiple deals concurrently, navigate org structures, and help alleviate our prospects’ pain points. You’ll build pipeline and touch every internal team in assisting prospects through the customer journey. As a founding AE on the Sales team, you’ll have a direct role in defining what Sales looks like both at Common Room and for our customers as we work with them to reimagine SaaS GTM.

Few roles provide such a direct impact on the growth of the company and you’ll work closely with the founders. You thrive in ambiguity and you’re comfortable running point on key deals interfacing with everyone from core user personas to executive sponsors. You’ve managed a book of business, and are energized by building a playbook for future team members. You’re maniacally customer-focused, and have the know-how to navigate technical discussions and decisions. You have a passion for product and closing the loop between customers and Product and Engineering. You’ll bring best practices, deep sales acumen, and a drive to close deals quickly.

How you’ll contribute:

• Identify and qualify leads and develop them into high-value opportunities.
• Build deep empathy and relationships with our users and establish communications at the highest executive levels in your accounts to understand their needs and priorities, and to speed up and simplify the deal process.
• Own the closing process, including negotiations and procurement activities.
• Work with technical stakeholders to onboard and set up the relevant data pipelines to light up the insights and value use cases for our customers.
• Partner with customer engineers, customer success, and the executive team to create relationships within all levels of key accounts.
• Translate learnings from customer conversations to internal product marketing and product teams to turbo-charge our creation of the category and increase the value of Common Room.

You will enjoy being a member of our team if you have:

• Experience managing end-to-end SaaS sales cycles for complex products, with bonus points for familiarity with PLG or PLS motions.
• A track record of success in driving consistent activity, pipeline development, and quota achievement, resulting in recurring promotion.
• Previous experience at growth-stage companies with a preference for developer tools, data analytics, or value-based selling to sales and marketing orgs.
• A solution-based approach to selling and the ability to manage a sales process.
• Excellent presentation and listening skills, organization, and contact management capabilities.
• A hands-on approach to learning technical concepts and leading technical discussions internally and externally with stakeholders of all levels.
• A strong desire and willingness to learn and build as our product and processes evolve.

In your first week, expect to:

• Dive deep into core personas and use cases for Common Room
• Understand how Common Room differentiates from other GTM tools
• Meet your team as well as cross-functional partners and company leadership

In your first month, expect to:

• Become proficient at leading discovery, demos, POCs, and deal closing / negotiation
• Know the Common Room script backward and forward and put your own spin on it
• Wrap your arms around your existing book of business (e.g., use cases, buyer maps, etc.)
• Close your first deal (or deals!) with Commercial sales cycles as short as two weeks

In your first three months, expect to:

• Be fully ramped and have sufficient pipeline coverage to achieve next quarter’s target
• Become an expert on GTM tools and achieve trusted advisor status with your customers
• Contribute best practices to the team in order to increase win rates, velocity, and deal size
• Mentor new AEs to shorten their ramp and help to shape the hiring profile as we build the team