Senior Account Executive (Remote)

Nitro Software; United States; Hybrid; USD 120,000 - 180,000; Full time

Benefits offered by this job

Flex Time Off

Hybrid Work

Health insurance

Dental and Vision

Wellness perks

Pension/401k matching

Job summary

Nitro Software is seeking an experienced Senior Account Executive to drive incremental revenue within our sales organization. You will prospect, close net-new business, and manage opportunities from prospecting through to close with a focus on delivering Nitro's differentiated value to decision makers.

You will leverage channel partners, manage a territory, and forecast revenue in Salesforce, aiming to exceed quotas and build a robust partner-led pipeline across multiple industries.

Qualifications

• BA/BS or equivalent.
• 5+ years of SaaS sales experience.
• Proven experience selling through channel partners (VARs/distributors).
• Work within assigned territory to close opportunities with key accounts.
• Track record of overachieving quota in past roles.
• Net-new business hunter with ability to fill 50% of pipeline.
• Clear understanding of pipeline management to ensure 3X coverage.

Responsibilities

• Hunting, prospecting and developing a network within your territory to acquire net-new logos.
• Engage and empower channel partners to build partner-led pipeline within your territory.
• Develop pipeline understanding and diversify coverage to maximize on-target success.
• Apply time and intelligence to move prospects through Nitro's sales cycle from prospecting to close.
• Navigate political structures and run Mutual Action Plans to drive outcomes.
• Develop business cases showing productivity gains by verticals.
• Maintain calls, emails and InMails to drive engagement and move conversations forward.
• Manage all sales activity and monthly revenue forecasting in Salesforce.

Skills

SaaS sales

Channel partner sales

Territory management

Pipeline development

Sales forecasting

Education

BA/BS or equivalent

Job description

About Us:

A global SaaS leader for seamless digital document workflows, Nitro offers a suite of solutions for PDF, eSigning, identity verification and analytics supported by a best-in-class customer success and change management team.With more than 3 million licensed users and 13,000+ business customers across 157 countries, we serve 67% of the Fortune 500.

How We Work:

We aim to create an environment where talented individuals are empowered to excel. How we collaborate, innovate, and engage with one another is important to us. Our work is driven by 5 key principles:

• One team, One mission Our collective dedication to Nitro's mission defines us. Together, we are building an environment where everyone feels like a valued part of something bigger than themselves.
• Own it We take full ownership of our actions and decisions. We empower one another to lead with confidence, creativity, and a solutions-focused mindset.
• Accountable to our customers We are dedicated to our customers and take our commitments seriously. We do what we say we are going to do.
• Excellence in execution Driven by passion and precision, we exemplify excellence in our delivery with innovative, top-quality results.
• Be bold, fail fast, learn faster We learn as we grow, dare to try, and bravely question. We are not chasing perfection but forever iterating towards it.

These guiding values shape our approach to work, fostering a culture where everyone is inspired to contribute their best.

The Role

We're looking for an experienced Senior Account Executive to play a pivotal role in producing incremental sales revenue within the sales department. In this role, you will actively and consistently attain Nitro quarterly and annual sales targets. Your ability to prospect and close your own net-new business is imperative to your success and over achievement at Nitro.

The Senior Account Executive role is expected to deliver Nitro's differentiated message to key decision makers, demonstrating how the knowledge worker adoption of Nitro drives productivity, increases information security and resource sustainability. The Enterprise Account Executive is expected to manage their time and customer engagement effectively to deliver the highest revenue return by activity type. Nitro's Account Executives shall be a trusted adviser to assist prospects and customers during this transformative process.

What You'll Be Doing:

• Hunting, prospecting and developing a network within your set territory to acquire net-new logos
• Engage and empower channel partners to build partner led pipeline within your territory
• Developing a deep understanding of pipeline development and pipeline diversification with the ability to answer questions including: what pipeline coverage do I require to maximize on target success? What is my gap and what activities do I need to undertake to fill them? What are the sources that contribute to my pipeline and how do I ensure I have a good mix of large and small opportunities?
• Applying time and intelligence to move prospects through Nitro's sales cycle - from prospecting to close
• Navigating political structures and creating and running Mutual Action Plans to drive desired outcomes
• Developing business cases and a clear understanding of the impact in productivity gains for businesses by vertical
• Maintaining an appropriate and sustained level of calls, emails and InMails to ensure engagement and drive each sales conversation to the next stage of the sales cycle
• Manage all sales activity and monthly forecasting of revenue in Salesforce

What We're Looking For:

• BA/BS or equivalent.
• 5+ years of SaaS sales experience
• Proven experience selling through channel partners, including VARs and distributors, with a track record of building partner pipeline alongside direct sales
• Work within your assigned territory to establish and develop a strategy for identifying and closing opportunities directly with key commercial accounts and net new commercial prospects across multiple industry verticals
• Track record of overachieving quota in past roles
• Net-new business "hunter" background with demonstrated ability to fill 50% of your own pipeline
• Clear understanding of pipeline management to ensure consistent 3X coverage

Why Nitro?

Along With Our Regular Benefits And Programs (including Health, Dental, Vision, And Retirement As Standard), We Are Also Very Proud To Offer a Few Additional Initiatives To Future Nitronauts:

Flex Time Off

Work-life balance is important at Nitro, and we understand that there are events that we cannot plan for. We are proud to offer Flex Time Off to be used for holidays, spending days with your family, or appointments.

Hybrid Work

Our team embraces the hybrid work model, appreciating its blend of flexibility and structure. We combine three days of in-person collaboration at our global offices in Toronto, Dublin, Antwerp, Porto, and Melbourne with the convenience of two days of remote work each week.

Benefits:

Nitro provides all employees with a comprehensive benefits package that includes health insurance, dental and vision coverage, and wellness perks. We also offer pension/401k matching, along with many other country-specific benefits.

Nitro strongly encourages applications from everyone regardless of race, religion, colour, national origin, gender, sexual orientation, age, marital status or disability status. We provide an accessible candidate experience and invite you to request any accommodations or adjustments throughout the interview process and beyond.