Senior Account Executive (Germany)

Huble; United States; A distancia; USD 75.000 - 120.000; Jornada completa

Ventajas ofrecidas por este puesto de trabajo

Work from anywhere within US

Quarterly team events

Home office budget

Device choice (Mac/Windows)

Vacation 28 days + extra day

Flexible hours

Huble swag

Descripción de la vacante

Huble, HubSpot’s 2024 global partner of the year, is seeking an experienced Account Executive to manage new business opportunities from inbound, outbound, referrals and vendor relationships through to close.

The role combines B2B consultative sales, discovery, proposals and negotiations, with reporting on pipeline and forecasts. You will build trusted partnerships across HubSpot teams to win new customers.

Formación

• Experience and success in a B2B sales role, ideally in a digital consultancy or CRM software.
• Ability to conduct discovery meetings without a sales engineer.
• Experience in negotiating with C-level executives from mid-market to large companies.
• Capability to build commercial solutions and proposals using a consultative approach.
• Strong presentation, communication and stakeholder management skills.

Responsabilidades

• Manage all new business opportunities from multiple sources through to close.
• Conduct discovery, scope technical deliverables and build proposals.
• Deliver presentations and commercials to prospective customers.
• Respond to RFPs and tenders; negotiate terms and contracts.
• Report on pipeline, forecasts and activity; coordinate with HubSpot teams.
• Develop outbound campaigns and leverage referrals to create qualified opportunities.

Conocimientos

B2B sales

Consultative selling

Discovery meetings

Proposal development

Negotiation

Presentations

CRM proficiency

Herramientas

HubSpot CRM

CRM software

Descripción del empleo

Welcome to Huble, HubSpot’s 2024 global partner of the year! We are a global HubSpot, AI, marketing & creative consultancy enabling mid-market and enterprise businesses move faster, adapt smarter, and innovate freely—by building their business around HubSpot’s CRM. We believe in striking a balance between professionalism and being human.

Who we’re looking for:

An experienced person to manage all new business opportunities from multiple sources (inbound, self sourced, outbound, vendor relationships, referrals) from initial connect through to close including managing the discovery of requirements, building a proposal and commercial/contractual negotiations.

The ideal candidate will be an experienced marketing/digital consultant or a consultative sales executive, familiar with common B2B consultative sales processes having operated in digital marketing, digital transformation and CRM or MarTech industries. The Account Executive will also be responsible for day-to-day reporting on pipeline and forecasts.

The goal is to grow revenue through:

• Qualifying inbound leads and managing them through the sales process.
• Identifying target companies and running outbound sales cadences to decision makers and influencers, managing the relationship and spotting opportunities to move into the sales process.
• Maintain and grow relationships with HubSpot sales and customer success employees in order to become a trusted partner to help close new customers and retain existing customers together.

Key Performance Areas:

• Taking a prospect or customer from expressed interest though the Huble sales process, following all the identified steps and adapting where necessary to close the deal including:
  • Conducting Discovery Meetings
  • Coordinating a consultative approach and participating in proposition, commercial and proposal development
  • Building presentations and presenting solutions and commercials to prospective customers
  • Responding to RFP’s and Tenders
  • Negotiating commercial and contractual terms
• Conducting demonstrations of the HubSpot platform.
• Developing a plan to reach and exceed sales targets set.

Reporting on Sales Process

• Recording and keeping all data related to your sales activities in Huble systems such as HubSpot and spreadsheets.
• Submitting accurate forecast reports.
• Report on levels of activity and plan to reach sales targets.

Sourcing of Leads

• Working closely with the Huble marketing team to ensure inbound leads are being generated in your territory.
• Responsible for identifying prospects (matching our ICP) from alternative sources that result in qualified opportunities.
• Manage outreach programs to decision makers and influencers from prospects identified from above exercise, on successful connect built relationships.
• Through relationships with target accounts, identify opportunities that can move into the sales process outlined in areas of responsibility #1.
• Build relationships with the HubSpot Sales Team, Channel Team and Customer Success Teams so that they come to you and Huble for assistance in closing new customers together and retaining and growing existing customers together.
• Use your personal network and existing customers to gain referrals to new potential customers.

To excel in this role, you should have the following:

• Proven experience and success in a B2B sales role in a digital consultancy or agency or CRM software company. Or a team leader of a marketing/digital/CRM consultancy who wants to focus their career on solution design instead of delivery.
• Technically minded with ability to conduct discovery meetings without the need for a sales engineer.
• Tech-savvy strategist experienced in leading the pre-sales process and accurately scoping technical deliverables for high-complexity projects.
• Ability to conduct software demonstrations.
• Experience in negotiating with C-level executives from mid-market to large companies.
• Confident in using the telephone.
• Ability to build commercial solutions and proposals using a consultative approach (not only a set product list).
• Ability to present your work and articulate succinctly.
• Ability to drive and manage multiple internal stakeholders during sales engagements.

These personal qualities are key to your success:

• Always questioning and naturally curious
• Coachability
• Prior Success in Sales
• Intelligence and high emotional intelligence
• High Work Ethic
• Domain Expertise - digital and CRM
• Rapport Building
• Objection Handling and Negotiation Skills
• Ability to prioritise and work autonomously
• Able to work in a deadline-driven environment
• Excellent time and self-management skills
• Excellent communication, influential and interpersonal skills with people at all levels, internally and externally

Huble Values:

• We are Human
• We embrace Change
• We are Innovative
• We solve for the Customer
• We are Team Players

Das bieten wir dir

• Work from anywhere – Genieße die Freiheit des Remote-Arbeitens innerhalb deines Beschäftigungslandes
• Quarterly Social Events – Tausche dich bei unseren vierteljährlichen Team-Events mit deinen Kolleg:innen aus
• Gestalte deinen idealen Arbeitsplatz – Du erhältst ein Budget für die Ausstattung des Homeoffice mit deinem bevorzugten Schreibtisch und Stuhl
• Freie Gerätewahl – Entscheide dich zwischen einem MacBook oder Windows-Laptop inklusive Monitor und Maus
• Großzügige Urlaubsregelung – Erhalte 28 Urlaubstage zusätzlich zu gesetzlichen Feiertagen sowie einen zusätzlichen freien Tag für besondere Anlässe, z. B. deinen Geburtstag
• Flexible Arbeitszeiten – Profitiere von flexiblen Arbeitszeiten, die sich an deine persönlichen Bedürfnisse, Freizeit oder familiäre Verpflichtungen anpassen lassen
• Zeige deinen Huble-Spirit – Erhalte Huble-Swag

Bewerbungsprozess

• Intro Call/Video Interview (20 Min.)
• Interview (30 Min.)
• Take-Home Assessment [2 Tage Bearbeitungszeit]
  • Interview (45 Min.) – Präsentation deines Ansatzes zur Bearbeitung des Assessments
• Finales Interview (30 Min.)

NB - Please note that candidates must have the legal right to work and current residency in Munich, Germany.