Enterprise Account Executive

Auctane; Chicago (IL); Remote; USD 60,000 - 100,000; Full time

Job summary

Join a forward-thinking company dedicated to enhancing commerce through exceptional delivery solutions. As an Account Executive for ShipEngine, you'll play a pivotal role in driving sales by engaging with enterprise-level clients and showcasing the value of our API solutions. This remote position offers the chance to work with a dynamic team, where your contributions will directly impact the growth of our innovative services. With a strong focus on customer satisfaction and a commitment to excellence, you'll be empowered to build relationships and achieve ambitious sales targets. If you're passionate about technology and eager to make a difference in the e-commerce landscape, this role is for you.

Benefits

Fully Paid Annual International President's Club Trip

Annual Global Revenue Kick Off Week

401k employer matching program

Health and Wellness plans

Education reimbursement

Employee Referral Program

Gym discounts

Flex Time Off policy

12 paid holidays

Mental health sessions

Qualifications

• 5+ years in a customer-facing outbound sales role.
• Strong understanding of e-commerce and B2B SaaS products.

Responsibilities

• Achieve sales goals to increase ShipEngine users and revenue.
• Build a pipeline of prospects through email and cold calling.

Skills

Customer facing outbound sales

Negotiation skills

Relationship building

Critical thinking

Outside sales expertise

Education

Bachelor's degree

Tools

Salesforce.com CRM

Microsoft Office

Google Suite

Outbound/SalesLoft

LinkedIn Sales Navigator

Job description

1 day ago Be among the first 25 applicants

About Us
At Auctane, we are united by a passion to help sellers — wherever they are, however they operate — fulfill the promises they make to consumers. The Auctane mission is to fuel commerce through exceptional delivery. We make it possible for businesses to meet the ever rising expectations of their customers, and we make the world smaller and more accessible to consumers everywhere. Auctane brands enable hundreds of thousands of merchants to annually deliver billions of products — over $200 billion worth — to customers around the globe. And Auctane is just getting started.

Auctane is a team of shipping and software experts with a passion for helping merchants move their ideas, dreams and innovations around the globe. The Auctane family includes ShipStation, Stamps.com, ShipEngine, Endicia, Metapack, GlobalPost, Packlink, and Return Rabbit. Our partners include Amazon, UPS, USPS, eBay, BigCommerce, Shopify, WooCommerce, and Walmart.

Our values:
Win as One. Delight Customers. Deliver Great Outcomes.

About The Role
The primary goal of this individual contributor position is to successfully increase the sales and adoption of the ShipEngine API solutions by sourcing, negotiating with and signing up enterprise-level corporate accounts. The Account Executive, Enterprise will work closely with the Solutions Architect to ensure the prospective client understands what they are purchasing and, upon contract signatures, is introduced to the Implementation Project Manager and Customer Success Manager for seamless onboarding.

This position is remote and is based in Atlanta, GA, Charlotte, NC, or Chicago, IL.

Travel Requirements: 25-50% annually

Sales Perks:

• Fully Paid Annual International President's Club Trip (Auctane Employee Plus One)
• Exciting and Motivating Annual Global Revenue Kick Off Week at HQ in Austin, TX
• Competitive Compensation Packages

About The Team
The Account Executive, Enterprise on the ShipEngine sales team directly engages with our biggest prospective accounts on a daily basis to identify the value of ShipEngine for their business, resolve user concerns and convert them to ShipEngine committed-use paid subscribers. This position is responsible for managing relationships with C-level and technical decision makers.

What will you be doing?

• Achieve sales goals to increase ShipEngine Users, usage, shipments volume and revenue.
• Build a pipeline of prospects of at least 4x the expected sales results through email and cold calling.
• Set meetings with and conduct on-site visits with qualified prospects who require face to face sales to close.
• Work complex opportunities for ShipEngine with varying sales cycles.
• Close business to exceed quarterly metrics.
• Challenge, compete, and innovate to maintain the highest levels of performance to ensure sales targets are achieved.
• Prepare and execute the sales strategy for companies shipping in excess of 500,000 annual shipments to exceed ShipEngine sales targets.
• Work with Solutions Architect, Business Development and other departments to determine the best strategy to bring prospects onto the ShipEngine platform.
• Create a sales strategy for named and targeted accounts.
• Minimum of 50% of pipeline is "Account Executive-sourced".
• Forecast revenue and course-correct what's not working.
• Proactively engage with prospective ShipEngine Users to identify value for their business and seamless migration to the ShipEngine platform.
• Use the internal based "MEDDPICC" sales methodology.
• Qualify leads based on the ShipEngine sales methodology.
• Identify customer business needs and tailor ShipEngine value to those needs.
• Achieve expert skills on the ShipEngine platform in order to represent ShipEngine at industry events and on-site account visits as needed.
• Attend ShipEngine conferences and events.
• Utilize multiple trainings and review in-house internal documents to maintain full knowledge of the ShipEngine offering.
• Maintain existing relationships and identify additional opportunities to grow accounts.

What are we looking for?

• Bachelor's degree preferred or equivalent years of experience.
• Five or more (5+) years in a Customer facing outbound sales role.
• At least Three (3) years SaaS software or equivalent sales experience required.
• Two or more (2+) years ecommerce experience preferred.

What will make you stand out?

• Strong understanding of e-commerce, shipping, and/or B2B SaaS products
• API understanding preferred.
• Ability to think critically and identify a problem's most fundamental elements.
• Outside Sales Expertise.
• Ability to self-manage your time and responsibilities.
• Strong negotiation and closing skills.
• Strong relationship building skills.

The Tech

• Proficient in Microsoft Office, Google Suite
• Proficient with the Salesforce.com CRM
• Proficient with prospecting tools (Outbound/SalesLoft; LinkedIn Sales Navigator, etc)

What do we offer?

• Take the reins of your time off with our Flex Time Off policy – because work-life balance should always be in your hands!
• We offer 12 paid holidays for all of our US employees!
• 401k employer matching program – because your future deserves a friendly boost!
• ️We conduct annual merit reviews to recognize and reward your hard work and achievements.
• Health and Wellness: The well-being of our team is super important to us. Choose from different options that include medical, dental, and vision plans.
• Employee Assistance Program. We offer up to 8 free mental health sessions.
• We offer gym discounts to help you stay fit and healthy!
• We offer education reimbursement to all employees, ensuring that you can pursue your educational goals while excelling in your career with us. Invest in your future and let us support your growth every step of the way.
• Employee Referral Program! We reward employees helping us find top talent!
• An inclusive and upbeat work environment. The personality and opinions of each of our team members are important and valid; we aim to offer all employees a safe environment where they can be themselves and thrive.
• Attractive HQ in the heart of central Austin, Texas.

Additional Position Duties: (The following is a list of what all employees, except those with medical accommodation, may be regularly required to do.)

• Sit for prolonged periods of time
• Utilize wrist and hands for a prolonged period of time
• Walk short distances
• Stand for short periods
• Speaking and conversing with others
• Lift up to 25lbs without assistance up to chest height

Equal Opportunity Employer/Veterans/Disabled
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Seniority level

• Mid-Senior level

Employment type

• Full-time

Job function

• Sales and Business Development
• Technology, Information and Internet