Account Executive - Virtual Data Room Sales

$75,000 - $150,000/Yr

Donnelley Financial Solutions - San Francisco, CA

Full-time - Mid Level

San Francisco, CA

Printing and Related Support Activities

About the position

Donnelley Financial Solutions (DFIN) is seeking a Venue Account Executive to join our team, focusing on our virtual data room (VDR) solution. This role is pivotal in driving revenue growth by engaging with target accounts, including investment banks, private equity firms, law firms, accounting advisors, and corporations. As a trusted adviser, you will be responsible for managing the entire sales process from qualification to close, ensuring that clients receive the highest level of service and support throughout their engagement with our products. In this position, you will develop and execute a strategic territory plan aimed at maximizing revenue potential. Establishing a strong and consistent cadence of in-person meetings, organizing networking events, and attending conferences will be essential to enhance brand visibility and client exposure to the Venue product. You will also be tasked with fostering new relationships through proactive outreach and building positive connections with senior executives and decision-makers. Collaboration is key in this role; you will work closely with financial print representatives to leverage existing relationships and ensure that all appropriate Donnelley services are presented to target clients. Additionally, you will collaborate with various internal teams, including Product, Marketing, Service Delivery, and Business Development, to ensure client satisfaction and act as the voice of the customer. Daily updates in Salesforce will be required to track your activities, client insights, account coverage, and sales pipeline, ensuring that you maintain a disciplined approach to planning and prioritizing your time effectively.

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.