The strategic customer segment presents the biggest potential for Siteimprove as we drive towards hyper-growth. Siteimprove has found success with the SMB and MidMarket as we’ve continuously improved our platform and suite of products.

Siteimprove already has a number of strategic customers realizing tremendous value from our platform. It is the primary objective of the Strategic Sales teams at Siteimprove to acquire and cultivate relationships with our most strategic customers (typically $5B annual revenue ) through proactive targeted efforts by effectively aligning internal resources to their needs.

As a Strategic Account Executive, you will formulate and execute sales strategies for each of your assigned prospects and customers. You will manage all aspects of the sales process including lead management, qualification, evaluation, close, and account care. We look for business athletes who are aggressive team players – hungry, nimble, and intelligent – with the ability and willingness to close large and complex strategic deals. This is a quota-carrying position.

What you will be doing

• Focus on strategic customers and prospects with a Company Revenue Band $5B
• Responsible for net ARR (annual recurring revenue) through prospects 
• Responsible for expansion revenue through existing strategic customers
• Strategically own the accounts you’ve been assigned
• Develop multi-level sales strategies for targeted account penetration plans
• Define and execute account plans for your specified list of named accounts
• Drive revenue and own the full cycle sales process including prospecting new leads, navigating the C-suite and business line owners, negotiating contracts, and closing new and expansion business with customers
• Researching and qualifying potential business opportunities within your assigned list of named accounts
• Understand the business direction and goals of each account
• Collaborate with marketing to develop account-based marketing campaigns
• Generate business opportunities through professional networking, tradeshows, industry conferences, etc
• Educating customers on the value of our products in a consultative way
• Positioning and selling on value and return on investment vs. technical functionality
• Building credibility and trust while influencing buying decisions
• Uncovering business initiatives and pain points to map back our solutions across multiple lines of business
• Create demand by uncovering business problems and matching them to our solution
• Meet and exceed sales goals (quotas) each month and quarter
• Develop and manage a healthy sales pipeline
• Add value to the customer long-term by becoming a subject matter expert in their vertical to be a trusted advisor who understands business value – industry knowledge, competitive landscape, and core business model for that vertical
• Help design field sales campaigns against targeted verticals and/or markets 
• Develop and present value-based proposal 
• Maintain account and opportunity forecasting within our internal CRM (Salesforce) system
• Create an executive network within assigned accounts
• Develop and manage partner relationships to better understand your customers’ business and broaden your network and influence
• Work with internal departments to coordinate resources to make account successful, including solution engineering, value engineering, and Customer First
• Manage legal/procurement process to create scalable, global agreements
• Partner with our executive leadership team to gain sales techniques and learn best practices
• Collaborate and work with different members of the virtual account team to build strategic adoption plans for the customer
• Keep abreast of competition, competitive issues, and products
• Practice effective, excellent communication with management, customers, and support staff
• Participate in team-building, company growth, and professional development activities including strategy workshops, positioning and messaging discussions, marketing efforts, sales training, and customer care
• Perform other related duties as assigned

• 6 years of strategic/enterprise software sales
• A proven sales hunter and closer
• Experience selling to particular industry verticals (High Tech, Financial Services, MFG, Retail, Health Care, Pharma and other Commercial industries)

• Digital Marketing Technology sales experience
• Superior professional presence and business acumen
• Experience selling a C-level – CMO or CDO is a plus
• Possess a deep understanding of the way businesses operate and the priorities that drive decisions from the C-level
• Consistent overachievement of sales goals with complex, strategic customers
• Complex sales cycle and 7-figure deal experience, engaging multiple stakeholders throughout the sales cycle
• Expertise at the transactional and strategic level of sales
• You lead prospects and customers as opposed to reacting to customer requests
• You know how to “drive a deal”
• You know what to say, and more importantly, how to say it
• Highly driven individual with an execution focus and a strong sense of urgency
• You can go beyond relationship management
• Be able to work independently and as part of a team in a fast-paced, rapid-change environment
• You are an expert storyteller

• Rest and relaxation: Open Paid Time Off (OPTO) program for vacation, personal illness, mental health, or to care for a family member, 11 paid holidays, and two Give Back Days
• Comprehensive benefits: National medical plan, dental, vision, paid maternity leave, paid paternity leave, HSA, Flex, employer-sponsored short-term, long-term disability, discounts to volunteer plans to meet your family needs, and more!
• Prepare for the future: 401(k) with a company match to provide a better future in your retirement years.

Siteimprove is an equal opportunity employer

All qualified applicants will receive consideration for employment without regard to race, color, sex, sexual orientation, gender identity, religion, national origin, disability, veteran status, age, marital status, pregnancy, genetic information, or other legally protected status.

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