Account Executive

onPhase; Columbus (OH); On-site; USD 90,000 - 140,000; Full time

Job summary

OnPhase is seeking an Account Executive in Columbus, OH to acquire new customers and sell OnPhase software. You will perform initial analysis to qualify opportunities, build pipeline, forecast, and close business.

The role is customer-facing and requires exceptional interpersonal and organizational skills. 90% of time is prospecting; 10% administrative responsibilities. Travel up to 20% and collaboration with a sales/marketing team are expected.

Qualifications

• 5–8 years of above-quota B2B software sales experience.
• Experience selling SaaS products to business buyers.
• Ability to build and manage a sales pipeline.
• Willingness to travel up to 20%.

Responsibilities

• Drive revenue growth by prospecting and guiding opportunities through the sales process.
• Articulate the business value of OnPhase solutions to prospects.
• Lead informed meetings with product demos and pitch decks.
• Maintain Salesforce hygiene for accurate forecasting and data integrity.
• Leverage Gong, 6Sense, and Sales Navigator to maximize performance.
• Achieve targets in assigned verticals and segments.

Skills

Prospecting

Forecasting

ROI/Value selling

Communication

Public speaking

Negotiation

SaaS sales

Account management

Tools

Salesforce

Gong

6Sense

Sales Navigator

Microsoft Office

Zoom Video Conferencing

Job description

The Rust Belt Territory covers: MI, IN, OH and PA

Position Overview

As an Account Executive (AE) at OnPhase, you will be responsible for acquiring new customers and selling onPhase software. Responsibilities include performing initial analysis to qualify opportunities, building pipeline, forecasting, and closing business. This position will be customer-facing and requires exceptional interpersonal and organizational skills. The AE position requires technical competence with onPhase products for the purposes of illustrating ROI of business automation.

A successful AE divides their time as follows: 90% - prospecting, promoting onPhase products and securing new customer contracts; 10% administrative responsibilities. As part of a highly collaborative sales and marketing team, the AE will own the prospect relationship and be relied upon to continually share market insight.

As an Account Executive, you will…

• Drive revenue growth by proactively securing new business opportunities within your assigned vertical and guiding them through the sales process with precision.
• Master onPhase messaging to effectively convey the business value of our solutions to prospects.
• Conduct informed, professional, and consultative meetings, utilizing designated product demos and pitch decks to showcase the business value of our solutions.
• Maintain meticulous SalesForce hygiene, ensuring comprehensive documentation of sales opportunities for accurate forecasting. This diligence extends to lead, account and contact data to uphold data integrity.
• Demonstrate proficiency in using our internal sales tech stack, including tools like Gong, 6Sense, and Sales Navigator to maximize performance and ensure prospect understanding.
• Expected travel requirement is up to 20%
• 5-8 years “above quota” B2B software sales experience
• Adoption of a needs-based, consultative sales approach.
• Discovering buyer motivations and proven ability to navigate multiple stakeholders in a sale.
• Segmenting, targeting and actively penetrating key accounts in assigned area of business.
• Delivering strategic, creative and compelling presentations for software solutions.
• Proficiency in Salesforce, Outreach, Sales Navigator, Gong, Zoom Video Conferencing and other technology to optimize and grow your business
• Microsoft Office technologies
• Proven individual traits and abilities such as:
• Strong business acumen with empathic listening skills
• Engaging and persuasive public speaking and presentation skills
• Motivated, self-disciplined and accountable to reliably achieve goals and forecasts.
• Adaptability, creativity, and team spirit
• Prior experience selling in SaaS
• Prior experience selling into finance teams