Commercial Account Executive

Responsibilities We are seeking a highly motivated and results-driven Account Executive to join our growing Commercial sales team. This team will play a pivotal role in driving new logo acquisition through outbound efforts, as well as leading customer expansion initiatives through strategic engagement and relationship-building. As an Account Executive, you will be responsible for identifying and securing new business opportunities while also expanding our existing customer base by strategically identifying growth opportunities within current accounts. Key Responsibilities: * New Logo Acquisition (Outbound Efforts): * Pipeline Generation: Work closely with marketing, solutions consultants, partners, peers and leadership to generate qualified opportunities and build and maintain healthy ongoing pipeline coverage. * Opportunity Management: Leverage Workato Selling System and MEDDPICC to effectively qualify and manage opportunities to close. * Deal Management: Lead the end-to-end sales process, from initial contact through negotiation and close, ensuring a smooth and successful customer conversion. * Market Research: Stay up to date on industry trends, competitor activity, and customer needs to refine sales messaging and positioning. * CRM Management: Track all activities, opportunities, and progress within salesforce, ensuring accurate forecasting and reporting. * Customer Expansion (Strategic Efforts): * Account Strategy Development: Identify opportunities for growth and cross-sell/up-sell within existing accounts through strategic engagement and collaboration with account management teams. * Relationship Building: Build strong, long-lasting relationships with key stakeholders in current accounts to understand their evolving needs and position solutions to meet those needs. * Renewals & Expansion: Proactively identify opportunities for renewals, upselling, and expanding accounts to drive customer retention and increase overall revenue. * Collaboration: Work closely with customer success, marketing, and product teams to develop tailored solutions that align with customer goals and business outcomes. * Feedback Loop: Collect feedback from customers and provide insights to internal teams to inform product development and overall customer experience strategies. * Performance Metrics: * Meet and exceed monthly, quarterly, and annual sales targets for both new customer acquisition and account expansion. * Maintain a healthy pipeline and track progress toward revenue goals. * Maintain healthy month over month KPIs to drive pipe gen (outreach metrics) * Achieve high levels of customer satisfaction and engagement in expanded accounts. Requirements Qualifications / Experience / Technical Skills * 4+ years of sales experience, with a proven track record in B2B sales, new customer acquisition, and/or account expansion (preferably in a SaaS or integrations technology-related field). Soft Skills / Personal Characteristics * Strong outbound prospecting and lead generation abilities. * Exceptional communication, negotiation, and presentation skills. * Ability to build rapport and trust quickly with both potential customers and internal stakeholders. * Analytical mindset with the ability to leverage data to inform decisions and improve performance. For New York residents, compensation begins at $90,000 base salary, plus commissions, equity, and other perks and benefits.

Created: 2025-02-06