Account Executive - MakeMusic

MakeMusic Inc.; Louisville (CO); On-site; USD 41,000 - 81,000; Full time

Benefits offered by this job

Health insurance

401(k) with company match

Paid holidays

Flexible Time Off

Free product access

Job summary

Peaksware, the parent company behind MakeMusic, is seeking an Account Executive to accelerate revenue in the music education space. You will identify K-12 schools and districts, develop the sales pipeline, perform product demos, and build relationships with teachers and arts stakeholders to convert prospects into paying customers.

This role sits with the Sales team and collaborates with Customer Support, Success, Marketing, and Product.

Qualifications

• 1-3 years experience in a SAAS sales capacity.
• Experience as a music educator, or equivalent experience in music SAAS sales
• Proficient problem solving and critical thinking skills with a bias toward making data-driven decisions
• Strong negotiation and influencing skills and results drive
• Strong communication and interpersonal skills in both written and verbal mediums
• Strong organizational skills, able to prioritize tasks appropriately and manage multiple projects simultaneously
• Self-starter, with a proven ability to take ownership of assignments while working closely with others in a fast-paced, time-sensitive environment
• Growth-mindset: track record of learning from mistakes, finding opportunity among challenges, and dedication to continuous improvement

Responsibilities

• Identify and prioritize target K-12 schools and districts with music programs
• Work closely with the Business Development Team to develop sales pipeline from prospective new accounts
• Make outbound calls, conduct product demos, and make proactive visits to pre-selected strategic target customers resulting in increased sales
• Initiate and maintain contact with prospects through phone calls, emails, meetings, and other communication channels
• Educate prospects on our products, services, and the specific benefits
• Handle objections and identify opportunities to demonstrate value to prospects
• Manage the full sales cycle from lead generating and cold prospecting efforts, to managing and staying on top of your pipeline to deal negotiations and close
• Meet or exceed monthly, quarterly, and annual sales quotas and targets
• Provide clear and accurate visibility into pipeline performance resulting in increased accuracy of revenue forecasts
• Develop and maintain strong product knowledge, proactively learning new features, and product updates translating changes to value propositions and refining talk tracks
• Gather and take feedback from prospects internally, advocating for changes that reflect the needs of our customers and prospects
• Effectively manage your sales pipeline by keeping detailed records of customer information and interactions, sales activities, and progress toward sales goals in CRM
• Seamlessly transition paying customers to Customer Success

Skills

SAAS sales

Music educator

Negotiation

Communication

Organization

Self-starter

Growth mindset

Data-driven decisions

Tools

CRM tools

Google Suite

Job description

Peaksware is the parent company for industry-leading brands MakeMusic, Alfred Music, and formerly TrainingPeaks and TrainHeroic. Our software platforms maximize the potential of expert instructors to reach and impact the lives of the world’s committed performers. We empower athletes and musicians to achieve their peak potential through data-driven software, robust analytics, and expert-led content.

General Summary

As an Account Executive, you will play a crucial role in accelerating revenue and business growth. Leveraging your knowledge of the music education marketplace, you will identify potential customers, Music Teachers & Fine Arts Stakeholders, and seek to build meaningful relationships with them. You will develop a deep understanding of their needs and desired outcomes and utilize your product expertise to successfully overcome doubts and obstacles, converting prospects into paying customers. This position will sit directly with the Sales team, work in close collaboration with the Customer Support and Customer Success Teams, Marketing Teams, and Product Teams, and report to the Manager of Sales, MakeMusic.

About You

You care about making authentic, human connections with prospective customers and supporting them throughout the decision-making process. You are relentless and goal oriented, creative and confident, and you work well in a fast paced, ever-changing environment. Your ability to discern the needs and motivations of others makes you an excellent influencer, which ultimately converts these built relationships into paying customers.

Core Functions

• Identify and prioritize target K-12 schools and districts with music programs, leveraging market research and industry insights
• Work closely with the Business Development Team to develop sales pipeline from prospective new accounts
• Make outbound calls, conduct product demos, and make proactive visits to pre-selected strategic target customers resulting in increased sales
• Initiate and maintain contact with prospects through phone calls, emails, meetings, and other communication channels
• Educate prospects on our products, services, and the specific benefits
• Handle objections and identify opportunities to demonstrate value to prospects
• Manage the full sales cycle from lead generating and cold prospecting efforts, to managing and staying on top of your pipeline to deal negotiations and close

Other Responsibilities

• Meet or exceed monthly, quarterly, and annual sales quotas and targets
• Provide clear and accurate visibility into pipeline performance resulting in increased accuracy of revenue forecasts
• Develop and maintain strong product knowledge, proactively learning new features, and product updates translating changes to value propositions and refining talk tracks
• Gather and take feedback from prospects internally, advocating for changes that reflect the needs of our customers and prospects
• Effectively manage your sales pipeline by keeping detailed records of customer information and interactions, sales activities, and progress toward sales goals in CRM
• Seamlessly transition paying customers to Customer Success

The work characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Requirements

Required Qualifications

• 1-3 years experience in a SAAS sales capacity
• Experience as a music educator, or equivalent experience in music SAAS sales
• Proficient problem solving and critical thinking skills with a bias toward making data-driven decisions
• Strong negotiation and influencing skills and results drive
• Strong communication and interpersonal skills in both written and verbal mediums
• Strong organizational skills, able to prioritize tasks appropriately and manage multiple projects simultaneously
• Self-starter, with a proven ability to take ownership of assignments while working closely with others in a fast-paced, time-sensitive environment
• Growth-mindset: track record of learning from mistakes, finding opportunity among challenges, and dedication to continuous improvement

Desired Qualifications

• Familiarity with our products - MakeMusic Cloud (formerly SmartMusic)
• Working Knowledge of CRM tools
• Familiarity with Google Suite tools

All applicants will receive equal consideration for employment regardless of race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, status as a protected veteran, or length of time spent unemployed.

Physical Demands

While performing the duties of this job, the employee is regularly required to sit and move about the facility; use hands to handle, or feel; talk by expressing ideas by means of the spoken word; and hear by perceiving the nature of sounds. The employee is occasionally required to stand, walk, and reach with hands and arms. The employee must occasionally lift and/or move up to 10 pounds. Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception, and ability to adjust focus.

Travel

Willingness and ability to travel up to 15% of the time. Anticipated travel to include internal company events, meetings and training as well as customer events, trade shows and customer visits.

Compensation

In addition to base salary this position will be eligible for an attractive performance based variable compensation plan.

Benefits

We are committed to fair and equitable compensation practices. The annual salary range for this role is $40,548-$80,914. We typically hire at the lower to mid-point of the range, with the top end reserved for internal growth and exceptional performance. Final compensation for this role will be determined by various factors such as a candidate’s relevant work experience, skills, certifications, and geographic location. In addition to base salary this position will be eligible for an attractive performance based variable compensation plan.

Benefits And Perks

Health

• We offer comprehensive health benefits including medical, dental, and vision insurance; health savings and flexible spending accounts, paid parental leave; and an employee assistance program.
• Additional coverage options including Accident & Critical Illness insurance as well as Hospital Indemnity are also available.

Disability and Life

• We offer several company paid options including Short Term Disability, Long Term Disability, as well as Basic Life Insurance and AD&D.
• Additional coverage options including Employee-paid Supplemental Life Insurance for Employee, Spouse, and/or Child are also available.

Additional

• We offer a 401(K) including a company match.
• We observe 12 paid holidays annually and provide discretionary Flexible Time Off. Employees also receive free access to our products, corporate discounts, and professional development resources.
• Access to the Performance and Recovery Center (PARC), our on-site fitness facility, as well as employee only access to on-site locker rooms and showers.
• Employee only access to secure, indoor bike storage and access to e-bikes exclusively to Peaksware employees.
• Access to our onsite Music and Podcast Studio.

Peaksware adheres to the FLSA Exemption Threshold for minimum wage in all states.