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Commercial Account Executive
New York, NY
Posted on 9/9/2022
INACTIVE
Locations
New York, NY, USA
Experience Level
Entry
Junior
Mid
Senior
Expert
Desired Skills
Sales
Requirements
  • A sales professional with 3+ 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)
Responsibilities
  • 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

201-500 employees

Moveworks uses conversational AI to deliver instant HR help.
Company Overview
Moveworks' mission is to revolutionize how companies support their employees — with the first AI platform that makes getting help effortless. The company operates a conversational AI to deliver instant HR help, addressing topics like benefits, new policies, and onboarding.
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