Account Executive

Description

The role of Account Executive at K12itc (a Menlo Company) is responsible for growing our client base, developing upsell opportunities with current clients, and supporting the revenue and growth goals of our ever-scaling organization.

The Account Executive is responsible for owning the growth of their sales pipeline in direct correlation with their focus on reaching expected sales targets. You will prospect efficiently and constantly, move deals through the pipeline consistently, and finalize business in a thorough manner, all while keeping accurate records via our company CRM (HubSpot).

In all aspects of your work, an Account Executive works to better the organization through their own personal business growth. You are expected to be a team player, an excellent communicator, and a project manager. Developing and maintaining new clients requires a healthy process even after a customer is signed. The Account Executive oversees that relationship and operates in lockstep with our internal teams to ensure a smooth transition for the customer.

You Will:

• Generate sales through a focused process leveraging customer interactions and solving their respective challenges
• Create, sustain, and implement a territory strategy aimed at meeting performance goals
• Prospect new customers using multiple modalities to achieve pipeline growth expectations
• Conduct in-person meetings and on-site visits with prospective and existing clients to build relationships, assess needs, and close business opportunities within assigned territories.
• Attend industry-specific events and conferences to stay current with industry trends, monitor competition, and prospect for new business
• Serve as the lead point of contact for all customer account matters, including contract negotiations, internal handoffs, and initial follow-ups
• Collaborate with sales colleagues to identify and grow opportunities within various territories
• Contribute to a positive team and organizational culture
• Maintain a healthy and collaborative relationship with the sales manager to support reaching individual and organizational goals
• Forecast effectively to support individual and organizational goals
• Perform other duties as assigned

Requirements

Key Performance Outcomes:

• 100% quota achievement following a ramp-up period
• 3-4x pipeline growth year over year
• Contribute positively to individual, team, and organizational goals

You Have:

• 5+ years of sales experience
• 2+ years experience in selling managed services and IT support solutions; an understanding of the specific needs and pain points faced by K-12 organizations is a plus
• Proven ability to consistently generate 3-4x pipeline coverage to support sustained revenue growth and exceed sales targets
• Proven ability to convert a high percentage of sales calls into qualified opportunities, driving pipeline growth
• A track record of success in developing untapped "greenfield" territories, with a primary focus on identifying and securing new business opportunities to drive growth
• Ability to self-manage with minimal oversight while meeting all KPIs and organizational expectations
• Experience with CRM software (HubSpot is a plus)
• History of success with varying prospecting practices
• Willingness to travel up to 50% of the time