Account Executive, SMB

Absolute Software; Vancouver; On-site; CAD 60,000 - 90,000; Full time

Job summary

Absolute Software in Vancouver is seeking an SMB Account Executive to drive new business, manage partner relationships, and meet quarterly targets within a fast-paced SaaS environment.

Your role focuses on prospecting, pre-sales demonstrations, and closing deals, followed by post-sales support to expand revenue with existing customers. Travel up to 25% across North America is required; a strong CRM mindset and collaboration with partners are essential for success.

Qualifications

• 1+ year(s) of sales experience.
• SaaS/enterprise software sales experience is a plus.
• Proficient in Excel, Outlook and PowerPoint.
• Familiarity with SFDC or equivalent CRM systems.

Responsibilities

• Prospect for new customers and build partner relationships.
• Develop and maintain a high lead conversion rate.
• Manage pipeline and forecast in Salesforce with daily updates.
• Present product demos and upsell across the customer base.
• Support post-sale activities to expand footprint with existing customers.

Skills

Sales experience

SaaS sales

CRM experience

Communication skills

Travel willingness

Education

Post-secondary education

Tools

Salesforce (SFDC)

MS Excel

Outlook

PowerPoint

Job description

Working as part of Absolute’s award-winning Sales team, SMB Account Executives are primarily responsible for prospecting for new customers, relationship building with our partners, and meeting quarterly sales goals.

While the primary focus of the role is new account acquisition, SMB Account Executives may also be responsible for providing customer support to existing customers. SMB Account Executives will engage with existing customers to review overall account health, new product offerings, and consultation to help sustain and grow our footprint in these accounts.

What You’ll Do:

Pre-sales:

• Prospecting and Lead Conversion
• Data mine high potential accounts, identify key accounts and contacts to engage
• Follow up on all leads provided through marketing resources in a timely and effective manner
• Develop and maintain a high lead conversion rate
• Implement and maintain a high daily rate of outbound calling and email campaigns
• Customer Engagement
• Define the customers current IT situation, challenges, and needs
• Present Absolute product web demos to prospects and existing customers as a solution to their needs
• Become a trusted advisor and product expert to all customers regarding endpoint security
• Share customer best practices where allowed and acquire customer references
• Attend onsite customer meetings and events where ROI is high for sales conversion
• Partner Support (OEM, DRC, VAR)
• Build out an expansive network of lasting relationships with partners in your territory
• Offer training through web virtual rooms and onsite visits
• Field partner sales calls to provide sales assistance and expertise
• Assist and provide SKUs and pricing as requested
• CRM
• Manage pipeline, ensuring an accurate forecast with daily updates in Salesforce
• Build and maintain an effective four quarter rolling 2-3x pipeline in Salesforce
• Maintain customer accounts and contact database in Salesforce.com
• Input and record pertinent meetings, emails, phone calls and supporting customer data into Salesforce as appointments, activities and/or notes to ensure seamless customer support
• Protect the security and privacy of Absolute and its customers
• Other duties as assigned by management

Post-sales:

• Compile and report revenue numbers, adjusting revenue, probability and close dates consistently as needed
• Reconcile quarterly revenue tracking with finances daily invoice summary
• Administer product upgrades and term extensions as requested
• Assist and implement customer onboarding
• Find, track, and expand opportunities with existing customers
• Upsell Absolute product portfolio across customer base

Department Initiatives and Knowledge Transfer Activities:

• Attend training sessions offered
• Grow knowledge of Absolute products/services and internal systems and tools, including Salesforce
• Stay current in Marketing collateral and related product/service positioning
• Mentor, coach, and assist in the onboarding of new hires
• Build and maintain successful lasting professional relationships with internal support teams
• Contribute to a customer-focused environment that encourages information sharing, team-based sales activity, and an absolute focus on new business, expansion, and development
• Work cohesively with sales peers
• Share best practices and initiate effective joint coverage model when necessary

What You Will Bring:

• Post-secondary education preferred
• 1+ year(s) of sales experience
• SaaS and/or Enterprise software sales experience is a plus
• MS Excel, Outlook, Power Point
• Familiarity with SFDC or equivalent Customer Relationship Management (CRM) systems and leveraging CRM as a sales management tool
• Excellent customer and partner engagement and relationship-building skills
• Excellent verbal and written communication skills
• Outgoing, collaborative, responsible, and energized
• Demonstrated ability to learn technical products and solutions
• Proven professionalism and strong customer service
• Ability to travel within North America for to visit your respective territory for customer meetings (approximately 25%)

Why Work For Us:

You’re resilient and passionate about securing the Work from Anywhere era. So are we.

We’re in search of the best and the brightest – everyone from innovators, sellers and marketers to financers, operators and especially customer relationship managers – we’re looking for top tier talent to help us shape the next decade of security, drive innovation that enables customers with truly disruptive solutions and are dedicated to making a meaningful difference.

Headquartered in Seattle, Washington with international offices in Vancouver - BC, Austin - TX, Boulder - CO, Ankeny – IA, Reading - UK and Ho Chi Minh City – Vietnam, Absolute Security accelerates customers’ shift to work-from-anywhere through the industry’s first self-healing Zero Trust platform, ensuring maximum security and uncompromised productivity. Only Absolute is embedded in more than half a billion devices, offering a permanent digital connection that intelligently and dynamically applies visibility, control and self-healing capabilities to endpoints, applications, and network access to ensure their cyber resilience tailored for distributed workforces.

Our vision is to be the world’s most trusted security company – and to empower end users to connect securely and from anywhere, to all the applications they need to collaborate and get their work done, without interruptions and with an optimal network experience. Absolute currently serves approximately 16,000 customers with more than 13 million activated endpoints globally. G2 recognized Absolute as a Leader in the Winter 2022 Endpoint Management and Zero Trust Networking Grid Reports, reflecting our continued customer satisfaction across product lines. To learn more about Absolute, visit our website at www.absolute.com or visit our YouTube channel