SMB New Logo Account Executive

Procore; Carpinteria (CA); On-site; USD 110,000 - 151,800; Full time

Benefits offered by this job

Equity compensation

Bonus incentive compensation

Job summary

Procore is seeking an SMB New Logo Account Executive to join our sales team in a role focused on new account acquisition for the construction industry. You will source, qualify, present, negotiate, and close deals, building revenue with new product sales to mid-size prospects across multiple offices.

You’ll identify target accounts, develop prospecting plans, and maintain accurate Salesforce records while pursuing repeat business and referrals. Immediate start in Carpinteria, CA or other offices.

Qualifications

• BA/BS or equivalent experience preferred.
• 2+ years of demonstrated successful software sales, preferably B2B.
• Experience using a consultative, solution-based sales methodology.
• Proven track record in inside or outside sales.
• Proficient in pipeline management and forecasting.
• Excellent communication via phone, virtual meetings, and email.

Responsibilities

• Identify target accounts to source new business opportunities via cold calling, LinkedIn, email, etc.
• Develop and execute prospecting plans for territory development to establish rapport and create opportunities.
• Research accounts, identify key players, generate interest and conduct discovery calls to map business outcomes.
• Follow up on inbound leads and qualification.
• Maintain accurate information in Salesforce as the source of truth.
• Maintain forecasts and provide reports on sales activities.
• Study competitors to refine value messaging.
• Meet or exceed monthly and quarterly sales targets.
• Pursue repeat business, referrals, and references by understanding prospect requirements.

Job description

We're looking for an SMB New Logo Account Executive 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‑size 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 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.io.

Base Pay Ranges: $27‑$36

On Target Earnings Range: $110,400‑$151,800

Additional Information

Procore may also offer equity compensation and/or bonus incentive compensation. Compensation is based on job‑related skills, experience, education or training, and location.

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 affect certain responsibilities, potentially resulting in withdrawal of a conditional offer of employment.