Account Executive, Strategic Enterprise

Description

Sprout Social is looking to hire an Account Executive, Strategic Enterprise to the Sales & Success team.

Why join Sprout’s Sales & Success team?

Joining the Sales and Success team is an opportunity to accelerate your career. We’re a winning team selling and supporting the leading social media management platform for businesses. Not only do you get to work alongside some of the sharpest minds in the industry, you also get to work with some of the biggest brands in the world ​​including Kroger, Reebok, Salesforce, and Canva. And the real kicker? You get to design your own career and follow the path that’s best for you. Wherever you want to go, we’re committed to helping you get there. 

What you’ll do

• Develop an account growth strategy with a select subset of named customer accounts, while working to develop net new pipeline that translates to revenue in assigned prospect accounts
• Manage the enterprise purchasing process in a global organization by working with partners across procurement, legal, security, etc.
• Own your numbers - consistently meet and exceed your quota
• Establish deep relationships within your book of business through multi-threading, achieving both executive or VP level and end user engagement

What you’ll bring

Sprout Social is looking for a highly driven and tech-savvy Account Executive with strong business acumen to join our expanding Strategic Enterprise sales team. Ideally, you will be equally driven by a customer-centric mentality to grow customer accounts.

The minimum qualifications for this role include:

• 8+ years of software sales experience, with the majority in a closing role
• Proven success selling complex enterprise solutions
• Consistent overperformance in previous roles (top 5% of company)

Preferred qualifications for this role include:

• Experience establishing deep relationships, presenting and selling to C-suite level decision makers across multiple functions
• Experience working in a ‘team selling’ environment and managing a team of supporting account resources 
• Accurately forecasts and manages pipeline on a monthly and quarterly basis 
• Fiercely passionate about the impact social media can have on a large enterprise

How you’ll grow

Within 1 month, you’ll plant your roots, including:

• Complete Sprout Social’s 3-week new hire training & onboarding program alongside other new Sprout team members. You’ll gain a broader understanding of our products and how your role fits into the organization
• Partner with the Director of Enterprise to define key success metrics for your role and how you will measure against them
• Meet with current members of the Enterprise Sales team individually to understand what’s working, what’s not, and gather learnings to implement into your role
• Shadow Account Executives on calls to learn sales strategies and positioning
• Dive right into our platform to learn about what makes our platform unique and why customers love our solutions
• Learn Sprout’s go-to-market messaging, key differentiators, develop and personalize segment-specific value propositions
• Learn the relevant customer stories and case studies to justify your value propositions with real ROI examples from the field
• Complete a demo and written certification to ensure comprehension
• Learn Sprout’s existing customer sales process by shadowing your peers

Within 3 months, you’ll start hitting your stride by:

• Meet with your entire book of business and begin the process of building relationships with key strategic stakeholders
• Understand the contractual language of all your customers and where we can expand our offerings by expansion into new business units or increasing utilization of our platform with existing customers
• Own your numbers - consistently meet and exceed your activity  goals to build a fruitful pipeline that will provide consistent quota attainment
• Co-build account & territory plans with your BDR, Professional Services & Customer Success teammates
• Regularly meet with your BDR to define a relationship that ensures seamless communication and coordination on all net new business generation and expansion opportunities
• Conduct active research leveraging all available tools and data sources to understand your customers’ brand, culture, KPIs, partners, and success metrics so you can add value throughout your interactions and become a trusted advisor
• Gain a solid understanding of your customer’s internal transitions and mitigate the risk of churn

Within 6 months, you’ll be making a clear impact through:

• H