Enterprise Account Executive

 

About us

At Auctane, we are united by a passion to help sellers — wherever they are, however they operate — fulfill the promises they make to consumers. The Auctane mission is to fuel commerce through exceptional delivery. We make it possible for businesses to meet the ever rising expectations of their customers, and we make the world smaller and more accessible to consumers everywhere. Auctane brands enable hundreds of thousands of merchants to annually deliver billions of products — over $200 billion worth — to customers around the globe. And Auctane is just getting started.

Auctane is a team of shipping and software experts with a passion for helping merchants move their ideas, dreams and innovations around the globe. The Auctane family includes ShipStation, Stamps.com, ShipEngine, Endicia, Metapack, GlobalPost, Packlink, and Return Rabbit. Our partners include Amazon, UPS, USPS, eBay, BigCommerce, Shopify, WooCommerce, and Walmart.

Our values

Win as One. Delight Customers. Deliver Great Outcomes. 

About the role

The primary goal of this individual contributor position is to successfully increase the sales and adoption of the ShipEngine API solutions by sourcing, negotiating with and signing up enterprise-level corporate accounts. The Account Executive, Enterprise will work closely with the Solutions Architect to ensure the prospective client understands what they are purchasing and, upon contract signatures, is introduced to the Implementation Project Manager and Customer Success Manager for seamless onboarding.

This position is remote and is based in San Francisco or Los Angeles, California.

Travel Requirements: 25-50% annually 

Sales Perks:

• 🌴 Fully Paid Annual International President's Club Trip (Auctane Employee Plus One)
• 🌐 Exciting and Motivating Annual Global Revenue Kick Off Week at HQ in Austin, TX
• 💰Competitive Compensation Packages 

About the team

The Account Executive, Enterprise on the ShipEngine sales team directly engages with our biggest prospective accounts on a daily basis to identify the value of ShipEngine for their business, resolve user concerns and convert them to ShipEngine committed-use paid subscribers. This position is responsible for managing relationships with C-level and technical decision makers.

What will you be doing?

• Achieve sales goals to increase ShipEngine Users, usage, shipments volume and revenue.
• Build a pipeline of prospects of at least 4x the expected sales results through email and cold calling.
• Set meetings with and conduct on-site visits with qualified prospects who require face to face sales to close.
• Work complex opportunities for ShipEngine with varying sales cycles.
• Close business to exceed quarterly metrics.
• Challenge, compete, and innovate to maintain the highest levels of performance to ensure sales targets are achieved.
• Prepare and execute the sales strategy for companies shipping in excess of 500,000 annual shipments to exceed ShipEngine sales targets.
• Work with Solutions Architect, Business Development and other departments to determine the best strategy to bring prospects onto the ShipEngine platform.
• Create a sales strategy for named and targeted accounts.
• Minimum of 50% of pipeline is “Account Executive-sourced”
• Forecast revenue and course-correct what’s not working.
• Proactively engage with prospective ShipEngine Users to identify value for their business and seamless migration to the ShipEngine platform.
• Use the internal based "MEDDPICC" sales methodology.
• Qualify leads based on the ShipEngine sales methodology.
• Identify customer business needs and tailor ShipEngine value to those needs.
• Achieve expert skills on the ShipEngine platform in order to represent ShipEngine at industry events and on-site account visits as needed.
• Attend ShipEngine conferences and events.
• Utilize multiple trainings and review in-house internal documents to maintain full knowledge of the ShipEngine offering.
• Maintain existing relationships and identify additional opportunities to grow accounts.

What are we looking for?

• Bachelor’s degree preferred or equivalent years of experience.
• Five or more (5+) years in a Customer facing outbound sales role.
• At least Three (3) years SaaS software or equivalent sales experience required.
• Two or more (2+) years ecommerce experience preferred.

What will make you stand out?

• Strong understanding of e-commerce, shipping, and/or B2B SaaS products
• API understanding preferred.