Account Executive, Media

What You’ll Do:

• Drive revenue for AvidXchange, owning the entire sales cycle through close.
• Develop strategies for closing opportunities within your assigned territory.
• Leverage sales methodologies to uncover customer needs and pain points.
• Articulate AvidXchange’s value proposition by using the appropriate sales qualification standards.
• Own sales activity and weekly revenue forecasting in Salesforce.
• Collaborate with product, operations, and engineering teams to incorporate customer feedback.
• Exceed monthly revenue objectives focused on customer segment execution.
• Provide a great buying experience for prospects, customers.
• Utilize Salesforce.com to manage leads, activity, and opportunities to close revenue and provide insight to leadership.
• Professionally represent AvidXchange and its offerings.
• Create customer excitement by showing customers how to use AvidXchange solutions.
• Support a team environment by sharing best practices and maintaining a winning mindset.
• Effectively prioritize and maximize call time and appointments to generate leads, advance the decision-making process, and close sales.
• Meet minimum productivity requirements and service levels set forth by the company.

What You'll Need:

• Minimum 4 years of quota-carrying direct SaaS sales experience in a full cycle closing role with strong prospecting, qualifying, negotiating, and closing skills.
• Experience closing 5-10 deals a quarter.
• Managing and maintaining a pipeline to meet at exceed monthly goals.
• Ability to discuss AvidXchange's value proposition with C-level executives, finance teams, and decision makers.
• Experience with outbound prospecting and conducting product demonstrations.
• Consultative sales approach and comfortable leveraging analytical and quantitative skills.
• Consistent track record of hitting or exceeding sales targets in a fast-paced environment.
• High adaptability and understanding of change within the evolution of a startup.
• Excellent verbal and written communication skills.
• Highly skilled at building relationships with senior decision makers in mid-market to enterprise companies; AP Manager, Controller, CFO, Procurement & IT.
• Ability to understand strategic priorities, business needs, and pain points.
• Identify opportunities and make recommendations to leadership regarding ways to sell AvidXchange solutions.
• Ability to utilize a “solutions selling approach” to advance new customers through the decision-making process.
• Results-oriented and able to thrive by self-motivation.
• Effective in creating a compelling reason to buy through defined marketing messaging and the presentation of AvidXchange value propositions.
• Ability to remove objections, both business and competitive, to advance and win the opportunity.
• Ability to effectively manage time resulting in maximized productivity.
• Technically capable of using and demonstrating AvidXchange solutions.
• Thoughtful on pricing, negotiation skills.
• Proactive and self-driven learning style.
• Ability to learn and adapt to change and new technologies quickly.

Preferred Experience, Qualifications, and Skills:

• Typically requires a University Degree or equivalent experience and a minimum of 3 years of prior relevant experience.
• Bachelor’s degree in finance, business, economics, marketing, accounting, computer science, or a related field.
• 3+ years’ specific vertical experience in the media and advertising industry.
• Experience in both inside and outside sales, preferably with a financial services firm, software and/or technology firm, or related.
• Knowledge of accounting (AR/AP), accounting systems, Credit/Treasury, wealth management.
• Success in selling solutions to C-level executives in mid-market companies, especially the CFO.
• Experience with automated accounts payable solutions and/or selling utilities solutions (preferred).
• Competitive knowledge of the AP landscape (preferred).
• Working knowledge of the media & advertising supplier and tech landscape.
• Experience with Salesforce.com or other similar contact management solutions.
• Proven track record of meeting or exceeding sales quotas.

About AvidXchange

AvidXchange is a leading provider of accounts payable (“AP”) automation software and payment solutions for middle-market businesses and their suppliers. By trade, we are a technology company, but if you ask anyone who works here, they’ll tell you our people are at the core of who we are. We focus on creating a culture of Diversity, Inclusion & Belonging, and are proud to be a safe place where teammates can bring