Senior Account Executive

2 weeks ago

London, UK, United Kingdom Sisense Full time

At Sisense, we are on a mission to empower modern data teams to deliver insights to everyone inside and outside their organizations. Sisense delivers insights to everyone by enabling our customers to answer complex questions with data and drive the best business outcomes possible. As an Account Executive, you will identify business needs and demonstrate the value of our product to future Sisense customers.


Why you should join our team:

This is a strategic role in which you will manage complex mid-sized accounts while enhancing and creating new relationships, opportunities and partnerships to increase and drive revenue growth. You will influence our GTM Strategy and work closely with our Sales Engineers to communicate complex concepts in a clear and professional manner.


The EMEA sales team is one of our most energetic, experienced and desired teams. We’re scaling in one of the fastest growing markets and we are looking for sales professionals to grow their careers.

This position will work remotely, based in the Greater London Area. Some travel to clients and events is expected.


EXPECTATIONS:

  • Identify companies that have a high likelihood of needing our services.
  • Build a repeatable prospecting process that uses the phone, Outreach, LinkedIn, etc. to book meetings with prospects to qualify an opportunity
  • When you find a real problem, navigate your way through the organization to get to people who own the problem and cultivate them into a champion for our company.
  • Continuously attempt to qualify out of deals throughout the sales cycle by asking the difficult questions early and often
  • Collaborate with sales engineers and our partner team to address technical requirements of our platform and to build a success plan for implementation
  • Tailor and communicate the company value proposition, including the development of a business case and competitive analysis
  • Negotiate favorable licensing and terms by selling value and return on investment.
  • Close opportunities with the guidance and assistance from your colleagues across the organization
  • Manage multiple deals through the sales process at the same time
  • Make daily updates on the status of your opportunity progress to Salesforce and Boost to provide visibility to leadership
  • Accurately forecast monthly and quarterly revenue to within +/-10% of your week 9 commit
  • Meet and exceed monthly Sales KPIs (key performance indicators) and monthly quota
  • Persuade people over whom you have no direct authority
  • You must be respectful, positive, energetic, persistent, very curious, prepared, creative, and have a sense of urgency
  • Fully proficient in English. German or French is a plus


HOW YOU’LL RAMP:

By Day 30…

  • You’ll have completed our self-guided online learning curriculum that will guide you through your first eight weeks.
  • You’ll attend our week long sales boot camp training in which you will provide you with the foundational knowledge you need to be successful in your role.
  • You’ll gain an understanding of our offering, the competition, and the transformational outcomes we help customers across ALL industries achieve.

Day 60...

  • You’ll be actively managing an opportunity pipeline.
  • You’ll receive a handful of existing customer accounts to upsell and partner on with Customer Success.
  • You’ll be collaborating with your Account Development Representative to accelerate your pipeline and with Sales Engineers to begin formal software POCs.
  • You’ll strengthen your skills and technical knowledge with weekly one-on-one coaching.

Day 90...

  • You’ll be an integral part of the sales team and its revenue success.
  • You’ll become an expert in the current Business Intelligence space, trends, etc.
  • You’ll be actively tracking activity and forecasts in the CRM system.
  • You’ll close your first deal if you haven’t already


WHAT YOU’VE ACCOMPLISHED... SO FAR:

  • You are an advanced seller and take pride in being an industry expert in Analytics.
  • You bring at least 3+ years of experience of full sales cycle experience in a SaaS or relevant company.
  • You have a track record of success in consistently closing business at SaaS companies with an emphasis on database, SaaS and business applications, and BI/Analytics technologies.
  • You have consistently exceeded a $1M+ quota of ARR per year while managing multi-threaded complex accounts.
  • You’ve applied various sales methodologies (Challenger, Force, MEDDIC, Sandler, etc).
  • You’ve closed at least eight 6-figure deals YoY into organizations with interesting business problems that data can solve selling into both business and technical buyers.
  • You are an influencer and expert with in-depth technical knowledge and seek to share your expertise with your customers and colleagues.
  • Proven ability to independently manage, expand, and create meaningful new client relationships.
  • You have a solutions-based approach to selling and possess excellent presentation and listening skills.
  • You’ve demonstrated the ability to communicate effectively across several business units during the sales process through various channels (phone, e-mail, social selling, etc.).
  • You are experienced in selling software or cloud based applications and comfortable having “business value” and “ROI” conversations with potential buyers and key stakeholders.
  • You are data-driven and a proactive thinker with a strong desire to bring new customers to Sisense


About Sisense:

Sisense stands as a beacon of light in the embedded analytics landscape, recognized globally for pioneering solutions that infuse intelligence into every facet of business. As we continue on our journey and explore the vast opportunities of the API economy, we're positioning ourselves for unprecedented growth.


Our vision is bold and transformative: a future where analytics and insights underpin every decision, every process, and every interaction. Our team, an amalgamation of diverse perspectives and unique skills, is our secret weapon. At Sisense, we foster a culture of innovation, collaboration, and inclusivity, powering our relentless drive to redefine what's possible in the world of analytics.


Join us in this ambitious journey. This position offers more than a job; it's a chance to reshape the industry, redefine the future of analytics, and be a part of a team that's pushing boundaries. Let's shape the future of analytics together.

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