Senior Account Executive - Capital Markets

Overview:

The Senior Account Executive - Capital Markets will report directly to the SVP of Capital Markets and focus exclusively on growing Measurabl’s Real Estate ESG Data business, serving the Capital Markets segment. We are seeking a polished individual contributor and self-starter with a successful sales track record in financial services, sustainable finance, or ESG and an established institutional investor network, to help us achieve our ambitious sales targets for this early growth stage part of the business. This person will have the opportunity to grow our Capital Markets customer base—developing the pipeline, owning new and expansion opportunities, educating prospects, and bringing Measurabl brand awareness to this customer segment.

Essential Functions & Responsibilities:

The essential functions and responsibilities for this position include but are not limited to, the following. Other duties may be assigned as needed. 

Sales Activities:

• Build the pipeline, manage the prospect list, and conduct discovery and demonstration conversations to identify prospects’ pain points, challenges, and their vision for a solution
• Develop and execute sales strategies for solutioning prospects’ needs
• Own upsell and cross-sell opportunities within existing accounts
• Exceed monthly, quarterly, and annual revenue targets  
• Continuously grow your knowledge of products, industry, and competition
• Represent Measurabl at conferences and events

Client Engagement:

• Approach prospects and customers consultatively and educate where needed to build trust and fully understand their unique business challenges and goals 
• Develop and deliver customer presentations and demonstrations via online web conferencing tools
• Deliver SME-level knowledge and support to drive enterprise-level accounts through the sales process
• Partner with Customer Success to ensure a smooth client handoff experience and participate in client onboarding as well as ongoing monitoring of client health, as needed

Deliverables:

• Draft responses to RFIs and RFPs
• Manage the full sales cycle, including contract generation and other deliverables for closing
• Prepare quotes and pricing proposals for prospective clients
• Partner with our Legal Department to review and redline contracts

Administrative Acumen:

• Effective use of Mac iOS, Google Suite products, Zoom, Salesforce, Slack, Netsuite, and other applications
• Maintain accurate CRM (Salesforce) contacts, accounts, opportunities, forecast, and activities

Education & Experience:

We have identified the following programs, experience, and knowledge that have helped others find success in this role at Measurabl. We understand though that knowledge comes from many forms of learning and experiences. Above all, we consider a person’s potential impact in the role and value their unique path to this point in their career.

• Must be located in the Eastern time zone
• Bachelor’s degree in finance, economics, sustainability, or related area; MBA or Master’s degree, preferred
• 5+ years of quota-carrying sales experience within ESG, sustainable finance, and/or financial services, with a successful sales track record
• Experience selling globally and $100k+ ACV, preferred 
• Understanding of ESG integration, sustainability, financed emissions, and/or risk analysis within our target markets (banks, insurance companies, fund managers, asset managers, and asset owners)
• Knowledge of real estate and/or real estate finance is a plus
• Ability to quickly assess customer needs, identify solutions, and align with customer’s use case(s)
• Ability to navigate large financial institutions, identify the full range of opportunities across an organization, and holistically solution, even if in phases, over time  
• Strong presentation, negotiation, and client relationship management skills 
• Ability to influence key decision makers throughout the sales lifecycle 
• Experience with Salesforce, CPQ, and NetSuite, is preferred
• Proven ability to work collaboratively and cross-functionally to achieve business goals
• Comfortable with change and track record of taking initiative 
• Experience with Salesforce, CPQ, and NetSuite, is preferred
• A combination of professional or educational experience (whether formal or informal) that affords you with the knowledge, skills, and abilities above

Supervisory Responsibility:

This job has no supervisory responsibilities

Perks and Benefits: 

• Unlimited PTO
• Health and