Account Executive - Virtual Data Room Sales

Donnelley Financial Solutions - Washington, DC

Full-time - Mid Level

Washington, DC

Printing and Related Support Activities

About the position

The Venue Account Executive at Donnelley Financial Solutions (DFIN) is responsible for driving revenue growth through the sale of the Venue virtual data room solution. This role involves managing the entire sales process, from prospecting to closing deals, while establishing strong relationships with key decision-makers in target accounts such as investment banks, private equity firms, and law firms. The Account Executive will collaborate with various teams to ensure client satisfaction and will utilize Salesforce to track sales activities and insights.

Responsibilities

• Grow revenue from Venue by prospecting directly among target accounts such as investment banks, private equity firms, law firms, accounting advisors, and corporations.
• Own the entire sales process from qualification to close.
• Develop and execute a strategic territory plan to deliver maximum revenue potential.
• Establish a strong and consistent cadence of in-person meetings, organize networking events, and attend conferences to improve brand and client exposure to the Venue product.
• Foster new relationships through outbound efforts and establish positive relationships with senior executives and decision-makers.
• Develop a discipline in planning and prioritizing time to provide the highest yield from a large set of accounts.
• Collaborate/team-sell with financial print reps (GCMs) to leverage existing relationships and ensure that all appropriate Donnelley services are presented to target clients.
• Work closely with Product, Marketing, Service Delivery, Business Development, and both the Venue and GCM sales team to ensure client happiness by serving as the voice of the customer.
• Update Salesforce daily to track activity, client and product insights, account coverage, and sales pipeline.

Requirements

• Bachelor's degree or equivalent experience required.
• 3+ years of sales experience in B2B software/technology-enabled sales or 3-5 years of meaningful financial services industry experience.
• Track record of navigating within large and mid-market organizations.
• Ability to develop senior-level relationships quickly and effectively.
• Strong written, verbal, and formal presentation skills required.
• Ability to effectively present solutions and overcome client objections.
• Proven negotiation and closing skills with an ability to adjust approach to fit different buyer motivators.
• Success within fast transactional sales cycles of exceeding sales quotas.
• Savvy with social selling techniques and channels such as LinkedIn.
• Ability to use insights and data-driven decisions in the sales process.
• Familiarity and knowledge of M&A, IPOs, Corporate Governance & Corporate Finance.