Account Executive, Mid-Market (Remote)

American Express Global Business Travel; Richmond (VA); Remote; USD 88,000 - 164,000; Full time

Benefits offered by this job

Flexible benefits

Travel perks

Skills development

Job summary

Amex GBT in Chicago, IL is seeking an Account Executive to drive new SaaS-based travel management sales to SME clients. This is an individual contributor role focusing on prospecting, executive relationship management, and pipeline development.

You’ll conduct deep discovery with CFOs and travel leaders, articulate ROI, present tailored solutions, and close new business within a territory with up to 50% travel.

Qualifications

• At least three years of experience exceeding sales targets in a SaaS and/or Travel consultative environment.
• Strong ability to conduct deep discovery with CFOs, Procurement Leaders & Corporate Travel Managers to tailor solutions.
• Proven capability to articulate ROI and present compelling proposals to senior executives.

Responsibilities

• Aggressive prospecting and pipeline development to meet targets.
• Executive presence and relationship management with C-Level executives.
• Conduct deep Discovery and present customized solutions and demos.
• Articulate cost benefits and ROI of proposed travel management programs.
• Manage pipeline and coordinate with internal partners to drive growth.
• Sell core GBT products with a strong value proposition to prospects.
• Track and secure commitments through the first 13 months of activation.
• Build and expand client networks and referrals.

Skills

SaaS sales

Executive relationship mgmt

CRM proficiency

Prospecting/lead gen

Tools

Salesforce

Job description

Chicago, Illinois, United States

Arizona, United States

New Jersey, United States

Florida, United States

Utah, United States

Texas, United States

California, United States

United States

Full time

J-85251

Amex GBT is a place where colleagues find inspiration in travel as a force for good and – through their work – can make an impact on our industry. We’re here to help our colleagues achieve success and offer an inclusive and collaborative culture where your voice is valued.

Account Executives are responsible for the generation of new sales acquisition of SME businesses. This is an individual contributor role. The successful candidate must have knowledge in technology tools and a keen ability to deliver client specific solutions. Responsible for delivering integrated, customized travel management to help corporations manage and improve their travel investment. You will be responsible for building and maintaining relationships with key internal stakeholders, partners, along with building and developing senior-level client contacts.

What You\'ll Do

• Aggressive prospecting and documentation




• Executive presence and exceptional relationship management and consultative sales to C-Level executives




• Ability to conduct deep Discovery with CFOs, Procurement Leaders & Corporate Travel Managers to provide customized solutions, proposals, presentations and technology demos that articulate how GBT can meet the prospect’s long‑term travel management needs.




• Understanding a P & L, financial acumen in order to articulate cost of program benefits




• Active development and management of pipeline to achieve goals and targets, and the ability to articulate needs and solutions to internal partners and leaders to grow your business.




• A strong understanding of the travel management landscape and deep knowledge and delivery of the power of the GBT value proposition.




• Effectively identifies client needs to configure solutions that address client requirements and deliver value.




• Develop deep knowledge of and sell core GBT products and solutions by crafting and delivering compelling and relevant presentations, demonstrating the value of partnering with GBT LLC, and highlighting key pillars of the value proposition aligned to the prospects goals.

What We're Looking For

• At least three years experience exceeding sales targets in a SaaS and/or Travel consultative environment.




• Drive new sales from prospective clients within a given territory and spend segment, ability to achieve new monthly sales, transaction and Key Performance Indicator targets.




• Advanced proficiency with pipeline management, with CRM experience, preferably Salesforce




• Demonstrates a competitive, positive, driven attitude, quickly adapts to different situations, and recovers from setbacks.




• Razor-sharp focus on prospecting, presenting, contracting, and ensuring implementation of accounts, and tracking new signings through the first 13 months of activation




• Tenaciously networks to establish, maintain, and expand business relationships and referral sources, including cold contacts




• Documents and communicates the Return On Investment (ROI) of proposed solutions, identifying unanticipated positive outcomes or benefit




• Gains a commitment from the prospect to move forward by asking for the business and successfully managing objections.




• Overcomes objections and resistance to proposed solutions with key prospect decision makers and mobilizes them to action




• Applies innovative and compelling rationale to overcome complex prospect barriers, enabling mutually‑beneficial outcomes




• Sell with integrity and appropriately track prospect data to ensure a coordinated and consistent client experience, in alignment with compliance and internal partner business requirements.




• Up to 50% travel required within territory.

Location

Chicago, Illinois, United States

The US national base salary range for this position is from

$88,200.00 - $163,800.00

The national range provided includes the base salary that Amex GBT expects to pay for the role. Actual base salary will be based on factors including the scope and complexity of the role and the successful candidate’s relevant experience, skills, knowledge, and work location.

In addition to base salary, the anticipated range of which is posted above, this role is eligible for a sales incentive plan based on specific sales' roles.

For information about our comprehensive US benefits programs and eligibility, please review our Benefits-at-a-Glance document.

Benefits at a glance (https://experience100.ehr.com/LinkClick.aspx?fileticket=CjACTXO3wMk%3d&portalid=66)

The #TeamGBT Experience

Work and life: Find your happy medium at Amex GBT.

• Flexible benefits are tailored to each country and start the day you do. These include health and welfare insurance plans, retirement programs, parental leave, adoption assistance, and wellbeing resources to support you and your immediate family.




• Travel perks: get a choice of deals each week from major travel providers on everything from flights to hotels to cruises and car rentals.




• Develop the skills you want when the time is right for you, with access to over 20,000 courses on our learning platform, leadership courses, and new job openings available to internal candidates first.




• We strive to champion Inclusion in every aspect of our business at Amex GBT. You can connect with colleagues through our global INclusion Groups, centered around common identities or initiatives, to discuss challenges, obstacles, achievements, and drive company awareness and action.




• And much more!

All applicants will receive equal consideration for employment without regard to age, sex, gender (and characteristics related to sex and gender), pregnancy (and related medical conditions), race, color, citizenship, religion, disability, or any other class or characteristic protected by law.

What if I don’t meet every requirement?

If you’re passionate about our mission and believe you’d be a phenomenal addition to our team, don’t worry about “checking every box;