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Account Executive (Phoenix, AZ or Remote)

Trainual

Trainual

Sales & Business Development
Phoenix, AZ, USA
Posted on Thursday, June 27, 2024
TL;DR
At Trainual, we're not just building an onboarding and training product; we're shaping how businesses empower their teams. You’ve probably noticed by now, we aren’t your ordinary SaaS startup. We operate with intentionality as we scale and our sales team is no exception. Rather than a churn-and-burn cold calling team, we take a consultative approach to our warm, marketing-generated inbound leads. Our established inbound motion is proven to drive revenue, and we're looking for our next Account Executive to accelerate this success.
So, who are you? You’re passionate and results-oriented. You thrive in fast-paced, entrepreneurial startup environments and love rolling up your sleeves to be the person to tackle problems head-on with value-matching presentations. You enjoy a lil’ friendly competition, but wouldn’t compromise the quality of a deal for a quick buck. Most importantly - you love customers, have a knack for building relationships, and a big appetite for success in your sales career. You’re on a mission to break the “used car salesperson” stereotype by helping businesses thrive through thoughtful, consultative solution selling.

What you will own & improve:

  • Revenue Generation/Acceleration - Bingo! If you haven’t guessed it yet, the primary objective of an Account Executive is to drive revenue growth by effectively leveraging our established inbound motion and to not be afraid of a lot of pivoting and testing to support company goals. This involves proactively qualifying leads, engaging with key decision-makers, and effectively articulating the value proposition of Trainual.
  • Meeting Sales Targets - Growing new business means meeting or exceeding sales targets and revenue goals. This entails effectively managing the sales pipeline, prioritizing prospects, and advancing deals through the various stages of the sales process. With strong negotiation and closing skills, you should consistently convert leads into paying customers and achieve or surpass the set sales quotas.
  • Teamwork and Collaboration - We are a collaborative bunch! You’ll be collaborating effectively with your teammates primarily within revenue driving and retention supporting positions. Whether it’s Customer Success, Marketing, or Product, you’ll be aligning to overall company objectives and working as a team.

What you already know:

  • Consultative & solution selling - Feature sellers need-not apply. You have the ability to adopt a consultative approach, listen to prospects to understand their requirements, and then, align the solution's benefits with their specific needs. You are empathetic and capable of building relationships based on trust and establishing yourself as a trusted advisor to guide customers through the buying process by means of group and individual product demonstrations.
  • Communication skills - Written and verbal communication proficiency is a non-negotiable trade as a Trainual seller. We have a unique, personable brand and we need our sellers to exemplify as such. You are succinct and a creative communicator who effectively gets to the punch line using less “fluff” and formalities. In essence, you “write like you talk”.
  • How to negotiate - This is the most fun part of the sales game! You know when to speak, what pain points to circle back to, and how to get customers to say HECK YES by the end of your interactions. You understand the importance of win-win outcomes and aim for mutually beneficial agreements. Last, but certainly not least - you have a proven ability to identify and address objections or concerns raised by prospects and skillfully overcome them through effective communication and problem-solving.
  • CRM management & technical tool knowledge - You’re data-driven and organized when using a CRM (e.g. HubSpot, Salesforce). You know how to effectively manage a deal through appropriate stages and take pride in your pristine pipeline to support forecasting analytics. You dive in quickly to familiarize yourself with systems and love adding more tools to your tool belt.

How success is measured:

  • We’re speedy and use our own product to provide you everything you need for ramping quickly. You’re up to full productivity within 2-3 weeks of your start date and already beginning to take 1:1 calls with prospects.
  • After 3 months, you’ll be selling toward a fully ramped MRR quota, but you’re not even sweating it because you’re already killin’ it by month 2. *PSA: This is a volume-based position, so expect to sell about 5 deals/week.
  • You’re already feeling into a complete sales rhythm by month 6 - you can navigate answers to questions through the right resources and communication channels, and you’re on path to start hitting consistency bonuses because you take feedback and implement it like a boss.
About the Team:
You’ll be reporting directly to our Sales Manager, Ryan Burhans, and working closely with your fellow established Account Executives.
Compensation:
This is a level 2 role with a base salary of $63k and uncapped OTE $105k. Leveling and associated compensation will be determined by relevant experience to the role, industry, and selling ability.