SMB Account Executive, Owners

DroneDeploy, Inc.; Austin (TX); On-site; USD 110,000 - 152,000; Full time

Job summary

Procore is seeking an SMB Account Executive, Private Owners, to join our Sales team. You will apply Procore’s product knowledge, sales process, and prospecting techniques to win new mid-sized customers who can benefit from our construction project management platform.

Primary focus is new account acquisition with inbound/outbound leads, qualification, solution selling, negotiation, and closing. Based in Austin, Carpinteria, or Tampa, this role offers the chance to build a robust pipeline, manage

Qualifications

• BA/BS or equivalent experience preferred.
• 2+ years of software sales, preferably B2B.
• Experience using a consultative, solution-based sales methodology.
• Proven record of success in inside/outside sales.
• Proven ability to build and manage pipeline and forecasting.
• Excellent communication via phone, video (Zoom) and email.
• Resilient and able to thrive in a fast-paced sales environment.

Responsibilities

• Source new business opportunities within the Owners vertical via cold calling, LinkedIn, email, etc.
• Develop and execute prospecting plans for territory development to establish rapport and create opportunities.
• Network and research accounts, identify key players, and conduct discovery calls to uncover outcomes.
• Follow up on inbound leads and qualify opportunities.
• Maintain accurate information in Salesforce as the system of record and provide forecasts.
• Report on sales activities and project forecasts to management.
• Pursue knowledge of competitors to articulate our value proposition.
• Achieve or exceed monthly and quarterly sales targets.
• Obtain repeat business and referrals by understanding customer needs.

Skills

Software sales

Consultative selling

Pipeline management

Forecasting

CRM usage

Communication skills

Education

BA/BS or equivalent experience

Tools

Salesforce

GONG.io

Outreach.io

Microsoft Office

Job description

We’re looking for an SMB Account Executive, Private Owners to join Procore’s Sales team. In this role, you’ll apply an understanding of Procore’s products, sales methodology, processes, and prospecting techniques to acquire new strategic mid-sized customers that can benefit from Procore’s world-class project management tool for the construction industry. This position’s primary function is new account acquisition, where you’ll grow revenue with new product sales to our prospective leads. This includes following up on inbound leads, prospecting, qualifying, solution selling, negotiation, and closing.

This position can be based in our Carpinteria, CA, Austin, TX or Tampa, FL offices. We are looking for candidates to join us immediately!

What you'll do:

• Identify target accounts to source new business opportunities within our Owners vertical via cold calling, LinkedIn, email, etc.
• Develop and execute prospecting plans for territory development to establish rapport, build relationships, and create opportunities
• Network and research accounts, identify key players, generate interest and execute discovery calls to identify business outcomes and alignment with Procore benefits
• Timely follow up and qualification with new inbound leads generated by marketing
• Maintain accurate information within leads, opportunities, and accounts in Salesforce.com as your primary source of truth and system of record
• Maintain accurate and up-to-date forecasts; provide sales management with reports on sales activities and projects as requested
• Pursue and increase knowledge of key competitors to ensure that our value proposition is effectively communicated to customers
• Achieve or exceed monthly and quarterly sales targets
• Obtain repeat business, referrals, and references by applying an understanding of the unique requirements of your prospects

What we’re looking for:

• BA/BS or equivalent experience preferred
• 2+ years of demonstrated successful software sales, preferably B2B
• Experience using a consultative, solution-based sales methodology desired
• Proven record of success in an inside sales and or outside sales based selling model
• Proven ability to build and manage pipeline and forecasting
• Excellent communication skills via telephone, virtual (Zoom) meetings and email with customers
• Resilient and able to thrive in a fast-paced sales environment
• Skilled in developing trusted relationships with new prospects and customers
• Proficiency in Microsoft Office products and online collaboration tools
• Experience with CRM and opportunity management systems, preferably Salesforce.com, GONG.io, and Outreach.i

Additional Information

Base Pay Range:

26.54 - 36.49 USD Annual

On Target Earning Range:

110,400.00 - 151,800.00 USD Annual

This role may also be eligible for Equity Compensation and/or Bonus Incentive Compensation. Procore is committed to offering competitive, fair, and commensurate compensation. Actual compensation will be based on a candidate’s job-related skills, experience, education or training, and location.

For Los Angeles County (unincorporated) Candidates:

Procore will consider for employment all qualified applicants, including those with arrest or conviction records, in accordance with the requirements of applicable federal, state, and local laws, including the City of Los Angeles’ Fair Chance Initiative for Hiring Ordinance, the Los Angeles County Fair Chance Ordinance for Employers, and the California Fair Chance Act.

A criminal history may have a direct, adverse, and negative relationship on the following job duties, potentially resulting in the withdrawal of the conditional offer of employment: 1. appropriately managing, accessing, and handling confidential information including proprietary and trade secret information, as well as accessing Procore's information technology systems and platforms; 2. interacting with and occasionally having unsupervised contact with internal/external customers, stakeholders, and/or colleagues; and 3. exercising sound judgment.