Regional Account Executive - Western Michigan

Tenna; West (MS); Hybrid; USD 120,000 - 180,000; Full time

Benefits offered by this job

Flexible remote work

Job summary

Tenna is seeking a Regional Account Executive based in Western Michigan, responsible for acquiring new enterprise customers and driving revenue growth across a defined territory. You will hunt new business, conduct product demonstrations, and negotiate contracts, while coordinating with sales leadership to optimize the pipeline.

You should have 3+ years in enterprise software sales for relevant industries, plus 7+ years in end-to-end sales processes.

Qualifications

• 3+ years in enterprise software sales to construction or related industries.
• 7+ years in full sales cycle with prospecting, negotiation and closing.
• Bachelor’s Degree in Marketing, Communications, or related majors preferred.

Responsibilities

• Own acquisition of new business for defined territories and close deals.
• Sell to C-level executives and VPs, tailoring messaging by persona.
• Lead product demos, draft proposals, and negotiate contracts.
• Collaborate with sales leadership and support teams to align strategies.
• Travel up to 70% to engage prospects and close deals.
• Maintain and grow revenue to meet quarterly/annual plans.

Skills

Enterprise SaaS sales

C-level negotiations

Prospecting & pipeline

Executive communication

Quota attainment

Travel upsell strategy

Education

Bachelor’s Degree in Marketing/Business

Tools

Salesforce

HubSpot

WebEx

Zoom

Job description

Position Description

Tenna is searching for a highly motivated and ambitious Regional Account Executive based in Western Michigan. As a Regional Account Executive, you will work within the Sales Team, focused on hunting, selling, and closing new customers that fit Tenna’s defined target profile. Regional Account Executives actively and aggressively hunt new business while facilitating all aspects of the sales cycle (prospecting, leading product demonstrations, negotiations, etc.). If the idea of being responsible for all new business acquisitions in a defined geographic territory excites you – this might be the perfect role for you.

Why Tenna?

At Tenna, we believe the best is right in front of all of us, and that each day holds more potential than the one before. We believe every new discovery can lead to something better than we thought possible. When we boil it down, the top five qualities that define the Tenna Team are quality-obsessed, gritty, continuous learners, collaborative problem solvers, and just plain awesome. Sound like you? as we empower our customers to control their mixed assets on one comprehensive platform anytime, anywhere.

Important – We are only considering candidates who live in, or are willing to relocate to Western Michigan (Allegan, Alger, Alpena, Antrim, Baraga, Barry, Benzie, Cass, Charlevoix, Cheboygan, Chippewa, Clare, Delta, Dickinson, Emmet, Gogebic, Grayling, Houghton, Ionia, Iron, Kalamazoo, Kalkaska, Keweenaw, Kent, Lake, Luce, Mackinac, Manistee, Marquette, Mecosta, Menominee, Missaukee, Montcalm, Muskegon, Newaygo, Ontonagon, Osceola, Ottawa, and Schoolcraft counties).

Your Responsibilities:

• Owns the acquisition of and closes new business for specific assigned geographic territories and/or states.
• Confidently sells to C-level executives, VPs, and Field-Based Employees. Adjusts talking points and strategies depending on the persona.
• Reports to and collaborates with sales leadership and supporting sales teams to align new business acquisition strategies and pipeline.
• Utilizes and understands the “zippered” approach to sales and uses it appropriately.
• Actively and aggressively prospects potential new customers. Follows up on touchpoints in a strategic and diligent manner.
• Initiates and cultivates relationships with prospective customers via phone, email, attending tradeshows, industry-specific events, and conferences.
• Successfully creates and executes an outreach micro-strategy for each potential new customer.
• Strategically plans the cadence of and tracks the number of touch points for each prospect.
• Leads in-person or virtual product demonstrations with prospective customers.
• Drafts proposals, quotes, and contracts in accordance with Tenna’s procedures.
• Negotiates contracts and closes deals by developing a thoughtful micro-strategy for each prospect.
• Creates outbound email communications using CRM software and analyzes results.
• Consistently delivers revenue growth that meets or exceeds quarterly business plans and forecasts.
• Effectively leverages cross-functional internal resources to close new business.
• Understands strategic selling, remains focused, and sticks with Tenna’s sales strategy.
• Understands the product and prospective customer inside and out. Can clearly and concisely articulate the value of the product to prospective customers.
• Uses travel often as a strategic method for prospecting, networking, and selling. Travels to and meets with prospective customers onsite to advance the sales process.
• Stays abreast of all industry-specific trends and market-related shifts by participating in associations, attending webinars, events, etc.

Qualifications:

• 3+ years’ experience selling enterprise software to construction or related industries. Demonstrated success in Enterprise SaaS sales.
• 7+ years’ experience successfully facilitating all aspects of the sales cycle with a specific focus on initiating and cultivating relationships with prospects, contract negotiation and closing.
• 7+ years’ experience conducting targeted searches and queries to fully research, qualify, and convert qualified sales leads.
• Strong experience selling to and speaking with C-level Executives, VPs, and Field-Based Employees.
• Strong experience in quota-carrying roles delivering consistent revenue growth that meets or exceeds quarterly business plans and forecasts is required.
• Strong experience travelling often as a strategic method to prospect, network, and sell - up to 70%.
• Bachelor’s Degree in Marketing, Communications, or other business-related majors is strongly preferred.
• Experience using Salesforce and HubSpot is strongly preferred.
• Experience leading virtual and in-person product demonstrations via WebEx, Zoom, etc.
• Must possess excellent verbal communication skills, specifically around negotiations, public speaking, and presentations.
• Understands prospective customers’ needs within a complex buying organization.
• Strong negotiation skills. Knows how and when to ask for the order.
• Deadline-driven and detail-oriented.

Benefits, Perks, & Additional Information:

• Opportunities for growth and personal development within a highly dynamic team.
• Location: Remote. Candidate must reside in or be willing to relocate to Western Michigan (Allegan, Alger, Alpena, Antrim, Baraga, Barry, Benzie, Cass, Charlevoix, Cheboygan, Chippewa, Clare, Delta, Dickinson, Emmet, Gogebic, Grayling, Houghton, Ionia, Iron, Kalamazoo, Kalkaska, Keweenaw, Kent, Lake, Luce, Mackinac, Manistee, Marquette, Mecosta, Menominee, Missaukee, Montcalm, Muskegon, Newaygo, Ontonagon, Osceola, Ottawa, and Schoolcraft counties).
• Travel is required, up to 70% (within the Western Michigan territory).
• Compensation includes base salary plus commission plan.
• Robust, low-cost benefit packages offered.
• Benefit coverage begins on the first date of employment.
• Paid Time Off and Volunteer Time Off offered.
• 401k match.
• Dependent Care offered.

As an Equal Opportunity Employer, Tenna is committed to building a diverse team. We welcome different perspectives and opinions to foster innovation, authenticity, and excellence across all parts of our company and are committed to providing employees with a work environment free of discrimination and harassment.