Enterprise Sales Executive

Description

About us 

Intellum is the leader in corporate education technology and powers the largest, most successful customer, partner, and employee learning programs in the world. Large brands and fast-moving companies like Google, Meta, Amazon, Walmart, Xero, Atlassian, Mailchimp, Airbnb, Stripe, and TikTok rely on Intellum to engage and educate the audiences they touch. 

We have always been a “remote first” company and are proud to have team members located all over the world. We value Curiosity, Creativity, Perseverance, and Kindness and strive to demonstrate these core values every day. Our culture is very important to us. We invest in our people in fun and exciting ways, including personal development budgets and an annual all-company retreat that is focused less on work and more on human connections. We are in growth mode, and our “smart growth” approach ensures that we will continue to scale our company effectively.

Summary 

  

As a key member of the Intellum Sales Team, the Enterprise Account Executive will be responsible for identifying, penetrating, and closing opportunities with key strategic accounts (Fortune 500, Medium-to-Large Enterprise, High-Tech, Fast-Moving Companies) within an assigned territory.

The Enterprise Account Executive must be able to navigate through large, complex organizations to access Senior Management/C-Suite individuals. This individual will do so by introducing new, innovative, and disruptive concepts in the Customer & Employee Education, Customer Success, and Sales arenas, ultimately positioning Intellum’s products and services as the catalyst for implementing these concepts.

Responsibilities    

• Rapidly develop an understanding of the challenges our buyers face and the unique ways in which Intellum solves them.
• Master the tools and the ability to deliver relevant “use-case” demos on your own or through partnership with a Sales Engineer.
• Create, Qualify, Develop, Manage, and Close business from within your own pipeline.
• Work qualified leads from marketing and customer success to identify and assess the feasibility of potential opportunities.
• Identify stakeholders and decision makers and develop trust-based relationships that help convert opportunities to wins.
• Develop opportunity timelines and ensure that deal milestones and deadlines are met.
• Work closely with marketing to develop competitive analyses that improve the win ratio.
• Work closely with the Intellum leadership team to develop strategies for meeting sales goals.
• Manage multiple complex sales processes.
• Track daily sales activity and client interactions.
• Report on key success criteria to senior management.
• Performs other duties as assigned.

Required Skills    

• Minimum 7+ years of selling complex SaaS/Software solutions into the B2B space.
• Proven sales success of achieving and/or over-achieving aggressive quotas.
• Experience selling into Fortune 500 and/or High Tech/High Growth Organizations.
• Experience working in a Saas environment.
• The ability to build relationships at all levels of the organization, especially C-Level.
• A solution & value selling approach to sales and an entrepreneurial approach in all aspects of your career.
• Willingness and ability to travel (25-40%).
• Knowledge of Salesforce CRM and/or other SaaS applications.
• A mastery of sales methodologies like Solution Selling, Value Selling, SPIN, or similar.
• Experience selling into Customer Success, Sales, Marketing, and/or Customer Support organizations.
• Experience with enterprise learning, talent management, or human capital management (HCM) systems. (preferred, not required).

Preferred Qualifications   

• Proficient in Google Suite.
• Professional license or certifications.

Education  

• Bachelor’s degree in a related field or equivalent experience

Metrics  

• How many qualified leads (in the realm of success and company size) become opportunities? 30% (typically 5).
• How many qualified opportunities become sales? 30%.
• Contribution to revenue (comp plan).

Physical Requirements/Work Environment:

• Occasional irregular work hours
• Dexterity of hands and fingers to operate a computer keyboard, mouse, etc.
• Extended time viewing a computer monitor
• Sitting or standing for extended periods of time

Requirements

 BENEFITS

• Medical - 100% of employee premiums for selected individual plans
• Dental - 100