Dana And Associates - Cambridge, MA
posted about 1 month ago
At DANA, we are dedicated to recruiting top-tier Account Executives for SaaS, software, and technology companies, enabling them to grow their revenue both now and in the future. Account Executives are essential to any high-performing sales organization, requiring a blend of tenacity, competitiveness, and extensive product knowledge. They engage with prospective clients and often manage much of the sales process from inception to close. Typically, Account Executives report to the VP of Sales, Player-Coach, or Sales Director/Manager, depending on the company's size and stage. The responsibilities of an Account Executive encompass owning, managing, and driving the full sales cycle, which includes prospecting, direct selling, and closing net-new revenue. They conduct demos and make sales presentations while collaborating with internal teams to provide feedback on solutions or products based on insights from prospects and customers. Achieving and exceeding individual quotas is a critical aspect of their role. Sales teams often differentiate between inside Account Executives, who sell and close deals over the phone and virtually, and outside Account Executives, who primarily engage in in-person sales. However, in today's increasingly virtual environment, the distinction between these roles has become less pronounced. Furthermore, Account Executives may be assigned to prospective clients based on company size, such as small and medium-sized businesses (SMBs), mid-market, and enterprise, or by industry sector, including high tech, finance, e-commerce, or martech. Evaluating candidates for Account Executive roles is crucial. The best candidates for Senior Account Executive positions typically have a proven track record of driving net-new revenue and consistently exceeding individual quotas. In contrast, candidates for Junior Account Executive roles may not have had direct responsibility for closing business but can demonstrate a strong history of lead generation, which can indicate potential success in a more senior role. Beyond achieving quotas, the sales recruiters at DANA focus on uncovering and evaluating essential soft skills and personality traits during rigorous candidate interviews. Key traits include competitiveness, consultative selling, effective communication, relationship-building, and adaptability. High-performing salespeople exhibit grit and resilience, prioritize building rapport with clients, communicate clearly and confidently, develop strong relationships, and adapt to change effectively.