ACCOUNT EXECUTIVE - VIRTUAL DATA ROOM SALES

$75,000 - $150,000/Yr

Dfin - Chicago, IL

Full-time - Mid Level

Chicago, IL

About the position

Donnelley Financial Solutions (DFIN) is a leader in risk and compliance solutions, providing insightful technology, industry expertise, and data insights to clients across the globe. The Venue Account Executive will play a crucial role in driving revenue growth for Venue, DFIN's virtual data room (VDR) solution, which is designed to facilitate due diligence during critical business transactions such as mergers and acquisitions (M&A), initial public offerings (IPOs), and capital raising efforts. This position requires a proactive approach to sales, with a focus on building relationships and closing deals within the Northwest territory, including the San Francisco Bay area. As a Venue Account Executive, you will be responsible for managing the entire sales process from qualification to close. This includes developing and executing a strategic territory plan to maximize revenue potential, establishing a consistent cadence of in-person meetings, organizing networking events, and attending conferences to enhance brand visibility and client engagement. You will also be expected to foster new relationships through outbound efforts and maintain positive connections with senior executives and decision-makers in target accounts such as investment banks, private equity firms, law firms, and corporations. Collaboration is key in this role, as you will work closely with financial print representatives and various internal teams, including Product, Marketing, Service Delivery, and Business Development, to ensure client satisfaction and effectively present all relevant Donnelley services. Daily updates in Salesforce will be required to track your activities, client insights, account coverage, and sales pipeline, ensuring that you remain organized and focused on achieving your sales goals.

Responsibilities

• Growing revenue from Venue by prospecting directly among target accounts such as investment banks, private equity firms, law firms, accounting advisors, and corporations.
• Owning the entire sales process from qualification to close.
• Developing and executing a strategic territory plan to deliver maximum revenue potential.
• Establishing a strong and consistent cadence of in-person meetings, organizing networking events, and attending conferences to improve brand and client exposure to the Venue product.
• Fostering new relationships through outbound efforts and establishing positive relationships with senior executives and decision-makers.
• Developing a discipline in planning and prioritizing time and focus to provide the highest yield from a large set of accounts.
• Collaborating/team-selling with financial print reps (GCMs) to leverage existing relationships and ensure that all appropriate Donnelley services are presented to target clients.
• Working closely and collaborating 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.
• Updating 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 to build groundswell within a company.
• 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 in order 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.