Senior Enterprise Account Executive

TLDR; Location: 3 days a week in the office (NYC) or at a client site. This role is expected to include national & international travel. Reporting to: CRO Annual Salary: $130,000k-$200,000k + double OTE. Please Note : If your salary expectations look a little different to that outlined, we'd still be keen to hear from you if this is a role that excites you and one that you think you could really excel in. Sales at hyperexponential The hyperexponential Sales team has experienced remarkable success. Since establishing our Sales and Marketing teams in 2021, we've accomplished so much in just two years, and our journey continues. In 2023, we doubled our revenue, and we are thrilled to have recently secured our Series B funding of $73M, putting us on the path to achieving unicorn status. Our goal is to reach $100M in revenue over the next 2-3 years-ambitious yet attainable together. Our client base features some of the largest and most respected insurers and reinsurers globally, including Sompo, Markel, Beazley, Aspen, Ascot, Aviva, Convex, Canopius, Aegis, Inigo, and one of the "Big 5" US insurers. This reflects the quality of our product and its capability to address the most pressing challenges in the industry. Sales at hyperexponential are high-touch, emphasizing the importance of nurturing relationships with multiple stakeholders over time. We focus on clients with >$100M in revenue and deals that generate $150K - $1M+ in annual recurring revenue (ARR). The Strategic Team works with some of the largest and most esteemed companies in hx and across the insurance sector. We are looking for Senior Enterprise Account Executives who possess solid sales acumen and a proven track record of meeting and exceeding their targets. If you want to help create something revolutionary, we'd love to hear from you! Reputation is essential in this industry, so we need individuals who can build trust throughout the sales process and take pride in their technical and industry expertise, winning the hearts and minds of actuaries, underwriters, IT professionals, and C-Suite executives. Your Mission Join us in our mission to achieve hx's goal of unicorn status and become a $100M revenue company! As the first US hire in the Enterprise AE team, you will play a crucial role in establishing best-practice sales in the US market while helping us demonstrate and scale our go-to-market fit. This journey will grant you access to senior levels of hx and a network of industry executives, all while contributing to the transformation of the insurance industry. Our risk modeling SaaS platform, hx Renew, empowers (re)insurers to make informed pricing decisions based on data. These pricing decisions are vital for the growth, profitability, and sustainability of their organizations. By insuring risks, companies and individuals can take bold steps-like constructing skyscrapers or launching rockets to the moon. The insurance industry has seen limited innovation until recently, presenting us with unparalleled opportunities. Having already validated our solution in the market with large enterprise accounts and secured multi-year, seven-figure partnerships, your role will be pivotal in helping hx grow into a billion-dollar software company through new client acquisition and expansion in the US. You won't be alone on this journey. Our Chief Revenue Officer is relocating to the US, and we have begun assembling a technical team in New York, all focused on the same shared objective. While the work will be demanding, it will also be deeply rewarding! Key Responsibilities Develop a collaborative sales plan to prospect, build, manage, and close deals, ensuring comprehensive coverage and penetration of your assigned territory. Strategically cultivate relationships with multiple senior stakeholders, including C-Suite contacts such as CUO, COO, CFO, and CIO. Engage internal resources at the appropriate stages in the sales cycle to advance opportunities, including pre-sales engineers, professional services, and leadership as needed. Collaborate with a Sales Development Representative on lead generation, coverage planning, and expanding existing accounts. Generate a robust pipeline into your list of named accounts. Foster strong relationships with system integrators and resale partners. Work closely with our Marketing team to build a world-class demand-generation machine. Collaborate with our Head of Learning to build a community around our product, Renew, and introduce industry-first Training & Certification services. Participate in marketing events to engage prospects and showcase hyperexponential's value. Initial Deliverables Build a solid understanding of our product-Renew-and the insurance sector through our thoughtfully designed onboarding process and with our full support. Establish relationships within hx with core teams critical to your success, including Customer and Product teams. Create a plan to meet your targets and begin executing it, including delivering corporate presentations and articulating the value hx has brought to our customers and prospects. Familiarize yourself with our internal systems, including CRM, to build out territory plans and track sales activities. Persona If you're the right fit for this role, you will demonstrate clear evidence of: Being a self-starter who takes initiative and drives your own territory and success. Independence and a proactive mindset. A commitment to delivering on your promises, setting ambitious goals, and achieving them. A data-driven and results-oriented approach. Intrinsically high standards, setting the benchmark for your team. Unwavering enthusiasm, as being a pioneer in this industry can be challenging! A collaborative spirit, working with the wider hyperexponential team-celebrating both our wins and lessons learned together. Active listening skills, allowing you to take feedback and respond to the audience's needs. Strong organizational and planning abilities to manage engagements with multiple stakeholders simultaneously. Persistence and confidence in your approach-always with humility. Experience and Skills 7-10 years of successful experience in B2B SaaS solution selling, with a focus on acquiring new business. Strong communication skills, particularly in presenting software product demonstrations. Proven ability to meet and exceed a $1 million+ sales quota while creating client-centric strategies. A track record of sales performance and consistently exceeding sales targets throughout your career. Preferred experience selling into line-of-business functions and navigating complex client environments. Experience using Salesforce and other tools to accurately track and forecast all activities and opportunities. Familiarity with strong sales methodologies and a structured approach to driving results, ideally including MEDDICC, Sandler, Challenger, and Value-Based Selling. Interview Process Initial call with our Talent team to kick things off Manager Interview with our CRO Territory Management & Pipeline Generation Deep-dive: Sales Director Presentation stage: Sales closing presentation: Panel interview Values Interview (ideally in person) Coffee chat with our CEO & Co-Founder We offer!

Created: 2024-10-30