Enterprise Account Executive

Company Description

Nearmap is unique. A global technology company with incredible people; a market-leader with energy and spirit. Nearmap was named as one of the world’s 10 Most Innovative Companies of 2020 by Fast Company magazine – and we are growing!

What we do
We provide easy, instant access to high-resolution aerial imagery, city-scale 3D content, AI datasets and integrated geospatial tools, with wide-scale coverage across the USA, Canada, Australia and New Zealand. At the core of it, we are a location content company, a visual analytics company, and a software as a service company. Innovation is weaved into our DNA.

Job Description

An Enterprise Account Executive will thrive in a flexible and diverse environment and will accelerate the success we are achieving in the Enterprise market. An Enterprise Account Executive will be responsible for our most strategic Opportunities, focused on making first contact, selling to new and existing enterprise customers by inspiring their ability to use aerial imaging to make their work processes more effective, and negotiating deals with a keen strategic eye on driving ARR growth by helping Nearmap customers achieve quantifiable business value from our products.

A typical day for you may look like this...

• Understand and embrace the company adopted Sales Methodology
• Quickly manage and address any/all leads that come in from Marketing’s efforts, most of which will be direct handoffs from the Inbound SDR team
• Partner with assigned Outbound BDR in weekly, monthly, and quarterly objectives, including strategic territory planning, prospecting efforts, and New Opportunity Creation (NOCs).
• Develop and plan account strategies and activities for specified accounts such as: managing accounts, selecting products for calls, identifying buyer influences, overcoming objections, introducing new products, making sales presentations and negotiating pricing
• Analyze multiple market factors to both anticipate/identify customer problems/needs and recommends appropriate solutions, and plan and implement strategic marketing plans
• Conduct technical training and demos for existing and potential clients on how products or services can benefit them financially and professionally
• Develop and maintain a sales forecast to help analyze market conditions and/or changes in assigned territory for maximum productivity and sales growth
• Research and monitor industry competitors, new products, and market conditions to understand a customer's specific needs and report to Sales Leadership
• Build and maintain contact with prospective customers to secure new business opportunities
• Leverage phone, email, and social media to engage with leads and opportunities and log those activities in company’s CRM
• Create proposals and negotiate contracts terms, including payment, discounts, product inclusions/exclusions, etc.
• Be proactive is personal outbounding and Opportunity generation efforts
• Respond to inbound web enquiries and increase revenue by matching client needs with Nearmap’s suite of products
• Successfully manage the sales process: qualifying customer needs and budget, presenting appropriate solutions, building mutual close plans with customers, negotiating and closing new business 
• Achieve weekly, monthly and quarterly revenue targets
• Provide timely and accurate forecasts to Nearmap stakeholders and clear visibility on sales performance by ensuring accuracy and timeliness of data use and entry into CRM (Salesforce)
• Actively engage in team meetings and trainings
• Work collaboratively with SDR, BDR, CSM, SE, Legal functions and all other internal organizations within the business
• Embrace constructive feedback from your manager and peers

Qualifications

What we are looking for

For this particular role we are seeking people with the following experience:

• 5+ year experience in a sales closing role, achieving quota and sales targets in a subscription based SaaS environment
• Working knowledge of AEC, Solar, Real Estate and other vertical markets is preferred.
• Successful quota or KPI/KSO attainment with a demonstrated track record of success
• High levels of personal motivation and professionalism
• The ability to prioritize and work towards deadlines
• Experience in CRM systems such as Salesforce
• Adept at using collaboration systems such as Slack and Microsoft Office 365
• Self-starter who is motivated to get into the weeds to learn the appropriate Use Cases for our customers
• The ability to be very proactive on personal business development and pipeline creation
• Positive self-starter with a results-driven attitude
• Excellent written, verbal and visual communication skills
• P