SMB New Logo Account Executive

procore; United States; On-site; USD 55,000 - 150,000; Full time

Benefits offered by this job

Equity compensation

Bonus incentive

Job summary

Procore is seeking an SMB New Logo Account Executive to join our sales team. You will use consultative selling to win new mid-sized customers for Procore’s construction project management tool. Based in CA, TX, or FL, you will follow up inbound leads, prospect, qualify, and close deals to grow revenue.

You’ll identify target accounts, develop territory plans, manage pipelines in Salesforce, and strive to exceed monthly and quarterly targets while learning Procore’s value against competitors.

Qualifications

• 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.
• Proficiency in Microsoft Office products and online collaboration tools.
• Experience with CRM and opportunity management systems, preferably Salesforce.com, GONG.io, Outreach.io.

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, build relationships, and create opportunities
• Research accounts and stakeholders to identify business outcomes and alignment with Procore benefits
• Qualify inbound leads from marketing and maintain accurate information in Salesforce.com
• Maintain accurate forecasts and provide reports on sales activities as requested
• Compare and communicate Procore value against competitors to win opportunities
• Achieve or exceed monthly and quarterly sales targets
• Obtain repeat business, referrals, and references from prospects
• Manage relationships and opportunities to drive new product sales to mid-sized customers

Skills

Software sales

B2B sales

Prospecting

Consultative selling

Forecasting

Relationship building

Education

BA/BS or equivalent experience

Tools

Salesforce.com

GONG.io

Outreach.io

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‑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 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

Austin/ Carpinteria Base Pay Ranges: $27-$36

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

Tampa Base Pay Ranges: $24 -$33

Tampa On Target Earnings Range: $99,360- $136,620

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.