Account Executive, Enterprise Platforms, Hunter

United States Digital Space LLC; Chicago (IL); On-site; USD 120,000 - 190,000; Full time

Job summary

the company is seeking an Account Executive (New Business) to build partnerships with leading software platforms and help them leverage the platform's online commerce infrastructure to access payments.

You will own the full sales cycle for upper-middle-market and enterprise clients, align with Engineering, Product, and Finance, and operate from a named account list in the East territory. Location: Chicago, IL. 10+ years of sales experience required.

Qualifications

• 10+ years of sales experience, preferably selling a technical product.
• Experience in API-first software sales to enterprise.
• Proven track record of moving sales processes from inception to close.
• Strong listening and stakeholder management across tech and finance.
• Ability to understand complex technical problems and map to solutions.
• Excellent verbal and written communication.
• Proven negotiation of bespoke contracts.
• CRM hygiene and sales forecasting discipline.

Responsibilities

• Directly manage and nurture a named account list and develop account plans for winning and expanding business with upper-middle-market and enterprise companies.
• Build and maintain key relationships with C-level executives, while orchestrating the right executive touchpoints.
• Contribute to shaping our platform partnership strategy and building repeatable processes and scaled engagement models.
• Develop outbound strategies to create and nurture opportunities.
• Own the full sales cycle from lead to close for upper-middle-market and enterprise companies.
• Develop relationships with executive stakeholders at new and existing clients.
• Work with company leaders from multiple functions to lead complex product workshops and financial analyses.
• Lead and contribute to team projects to develop and refine our sales process.
• Engage with Product and Engineering teams to help drive product strategy.

Skills

Account management

Sales leadership

C-level engagement

Complex negotiations

CRM proficiency

Financial analysis

Job description

Who we are

About the company

the company is a financial infrastructure platform for businesses. Millions of companies-from the world's largest enterprises to the most ambitious startups-use the company to accept payments, grow their revenue, and accelerate new business opportunities. Our mission is to increase the GDP of the internet, and we have a staggering amount of work ahead. That means you have an unprecedented opportunity to put the global economy within everyone's reach while doing the most important work of your career.

About the team

The Platform Sales team works with B2B software platforms to help them facilitate payments for their customers using our the company Connect product. Software platforms, also known as B2B Indirect, are software platform businesses that serve other businesses. Platforms already using the company include Shopify, Lightspeed, and Mindbody.

As a key member of the the company Platforms team, you'll manage and elevate relationships with a named account list while identifying new growth opportunities and ways the company can exceed expectations. This role will be dedicated to accounts tied to the East territory. Location requirements are listed below.

What you'll do

As an Account Executive (New Business), you'll create partnerships between the company and the most innovative and fastest-growing software platforms in the world by helping them understand how the the company online commerce infrastructure can make payments a competitive advantage for their businesses.

Responsibilities

• Directly manage and nurture a named account list and develop account plans for winning and expanding business with upper-middle-market and enterprise companies
• Build and maintain key relationships with C-level executives, while orchestrating the right executive touchpoints
• Contribute to shaping our platform partnership strategy and building repeatable processes and scaled engagement models
• Develop outbound strategies to create and nurture opportunities
• Own the full sales cycle from lead to close for upper-middle-market and enterprise companies
• Develop relationships with executive stakeholders at new and existing clients
• Work with company leaders from multiple functions (e.g., Engineering, Product, and Finance) to lead complex product workshops and financial analyses
• Lead and contribute to team projects to develop and refine our sales process
• Engage with Product and Engineering teams to help drive product strategy

Who you are

You're an adept salesperson and relationship manager capable of engaging in business-level and technical conversations at multiple levels of the organization, including the CTO, COO, and CFO. You have experience working with upper-middle-market and enterprise companies. You have an in-depth understanding of the buyer journey and can lead a complex, multi-party sale in a highly consultative manner. You're used to building value in competitive situations and enjoy working on products that require deep product understanding, combined with technical knowledge. You have a problem-solving focus and enjoy digging into business models and helping customers quantify their investment decisions. You get excited about prospecting, and are capable of independently leading a sales cycle from start to finish. Finally, you enjoy building—you like to actively participate in the development of our sales process, the articulation of our value proposition, and the creation of key tools and assets.

Minimum requirements

• Locations: New York, NY; San Francisco, CA; Seattle, WA; Chicago, IL
• 10+ years of sales experience, preferably selling a technical product, with a track record of top performance
• Extensive experience directly selling a technology product or service, preferably at an API-first company, with a record of top performance
• A proven track record of moving sales processes forward from inception to close by leading complex, multi-party sales in a highly consultative manner, understanding strategies and applying a value proposition
• Listening skills and ability to become a trusted resource for decision-makers across technology and finance organizations within software companies
• An ability to understand complex technical problems and how the company solutions address them
• A positive attitude and tireless work ethic when encountering blockers to success, whether external or internal
• Strong presentation skills
• Proven ability to lead complex negotiations involving bespoke commercial agreements
• Superior verbal and written communication skills
• Ability to operate in a highly ambiguous and fast-paced environment
• Strong interest in technology and a deep understanding of the industry
• Experience in or excitement in learning about financial technology infrastructure
• Fastidious approach to CRM hygiene and experience using thorough sales forecasting metrics on a weekly and quarterly basis and communicating them in a succinct manner