Account Executive

Full-time - Entry Level

Newton, MA

Professional, Scientific, and Technical Services

About the position

Kognitiv Inc. seeks to be the best in the Workday ecosystem in both customer and employee satisfaction. We believe happy employees go hand-in-hand with happy customers. We truly believe that if our employees feel engaged, challenged, and empowered every day, they will provide top-notch service for our customers. We encourage our employees to "act like an owner" each and every day in the work they do and their contributions to our fast growing organization. The Account Executive is responsible for all aspects of sales functions within an assigned territory to increase software and services revenue. The role focuses on building strong relationships which build a foundation for long-term, continuous partnerships with new clients. This role is a fit for a highly-motivated, full-cycle seller with software and services sales experience, and provides a high growth, high energy team serving the booming HR and Finance SaaS market.

Responsibilities

• Manage the end to end, full sales process while consistently meeting assigned revenue targets.
• Own all new business development functions for a large number of named accounts in your geography.
• Facilitate new business development and leads utilizing diverse sales strategies including, but not limited to, face-to-face meetings, marketing, and focused cold-calling and lead qualification.
• Develop sales presentations; lead on-site presentations, negotiations, and the contracting process.
• Build, forecast, update, and manage your sales pipeline and activity. Build pipeline via qualification of inbound and self-generated leads.
• Develop and deliver insightful solutions that address client issues; intake feedback from customers and prospects and funnel it into the product development process.
• Collaborate across internal functional areas (engineering, marketing, sales, consulting, etc) as well as external partners and customers. Identify and coordinate the right resources to bring into the sale at the right time.
• Lead and develop proposals to ensure actionable, on-target, and timely proposals are provided to prospects.
• Maintain a high volume of activity including outbound calls, emails, & social selling.
• Create formal networks and build relationships with key decision makers, including VP and C-Suite to enhance pipelines.
• Work in a fast-paced environment that requires tasks to be completed quickly and accurately.
• Demonstrate Kognitiv's core value, "act like an owner", in all aspects of work.

Requirements

• 3+ years' experience in SaaS/Cloud based ERP sales; Services/HCM/Financial sales experience is a plus.
• Proven ability to influence a wide variety of audiences and stakeholders across all levels of organizations (employees to C-Suite).
• Demonstrated success with transformational and consultative selling, strategy and running sophisticated negotiations.
• Strong initiative and independence, needing limited oversight and direction during critical decision points or issues in the sales process.
• Impeccable customer focus and commitment to client satisfaction; proven ability to understand client needs, build relationships, and position yourself as a trusted leader.
• Excellent communication and presentation skills, both verbal and written. Ability to communicate clearly and effectively with customers and colleagues in a remote working environment.
• Ability to think strategically and recognize and communicate new opportunities and deliver results.
• Ability to handle multiple opportunities simultaneously at various stages of the buying process.
• Willingness and ability to generate, qualify and cultivate sales leads and a track record for meeting regional sales quotas.
• Active understanding and awareness of HR and Finance market trends, innovations, and the competitive landscape; ability to understand and communicate the company's competitive advantage and point of view.
• Familiarity with Miller Heiman Conceptual and Strategic Sales methodologies is preferred.
• Ability and desire to drive process improvement and throughout the sales organization.
• Ability to work in a fast-paced, entrepreneurial environment and to adapt to frequent change.
• Ability to meet travel requirements (<10% a year).

Nice-to-haves

• Familiarity with Miller Heiman Conceptual and Strategic Sales methodologies is preferred.

Benefits

• Comprehensive benefits package including health insurance, retirement plans, and performance bonuses.
• Transparent and equitable compensation structure with estimated OTE Year 1: $150K-$200K.