SaaS Account Executive
This position is located at our headquarters in Santa Barbara, CA or Remote in Continental US.
About ShipHawk
We are on a mission to become THE operating system for eCommerce operations and our vision is to do it without thrashing workers, the environment, or the bottom line. Our advanced shipping software and WMS help retail, wholesale and eCommerce companies solve the most pressing problems in today’s distribution centers.
Come join us as we transform one of the last massive old-school industries.
What We’re Looking For In You
If you are someone who settles for mediocrity or likes the status quo, you won't like it here. But if you are driven to build and are looking for a company and a team to support those efforts, you will thrive with us.
This is an opportunity to not only create great financial success for our clients, but also for yourself. We are completely focused on supporting candidates who are willing to do the work and we foster an environment that supports and celebrates the success of our team.
More than the usual skills, we are looking for candidates who push do not accept the mundane. Those who push for a higher standard. Those who are proactive. those who are open to new ideas and desiring personal feedback. Those who try stuff, fail and learn from it. 5% of business leaders are 20 times more effective than 95% of business leaders. We are looking for the 5%.
NOTE: You should only apply if you are truly a sales Hunter! This means that you are motivated and willing to consistently perform sales activities and invest in improving the effectiveness of those activities.
This is an opportunity for outstanding career success and personal financial success.
About the Opportunity
Department: Sales
Reports to: Director of Sales
Salary Range: $65,000- $130,000 Base + OTE + equity + benefits
Position Overview
- You’ll be working in a collaborative environment, empowered to sell business applications solutions and related services to prospective new mid-market or small business customers.
- Manage full-cycle sales through prospecting, lead qualification, forecasting, resource allocation, account strategy, and planning.
- Selling on value vs. technical functionality, partnering with internal resources in order to drive additional value and expertise
- Participate in the creation, presentation and sale of a complete value proposition via the telephone, internet, and customer meetings.
- Generating pipeline that leads to closed revenue and quota attainment.
The ShipHawk Account Executive (AE) is responsible for selling business applications software/solutions and related services to prospective customers. This is a quota-carrying position that requires a strong focus on new business development. You’ll manage sales through full-cycle consultative selling, including outbound prospecting, cold calling, building rapport and trust, consultative discovery to identify customer needs, educate prospects on ShipHawk’s product offerings, present persuasively, answer objections, negotiate pricing and contractual agreement to close the sale, and generate referrals.
The AE has the desire and commitment to do what it takes to be successful in sales, is a highly motivated self-starter, eager to learn, open to feedback, determined to adapt quickly, and is comfortable with some ambiguity. The job duties of the AE are varied and complex, requiring independent judgment, highly developed selling, customer relations, and negotiation skills. The AE is a team player who is coachable and thrives in a fast-paced work environment. The AE has excellent written, verbal, and interpersonal skills. Travel may be required.
The ideal candidate has a background in Sales or Business Development with a proven track record of exceeding revenue targets, strong organizational and influencing skills, and a high level of personal accountability.
Responsibilities
Account Executive Sales
- Exceeds defined sales quota through strategic account planning, networking, use of company resources, and execution of a full-cycle sale process
- Engages in proactive, outbound business development, including cold calling, to develop new business opportunities
- Manages the sales process from initial contact through agreement, signature, and transition to the Implementation team
- Maintains a thorough understanding of ShipHawk’s product offerings and industry trends to tailor presentations to meet the needs of different types of organizations
- Assists customers in developing the business case and value proposition for proposed solutions when necessary
- Collaborates with internal teams in executing the company’s sales process including proposal development
- Tracks and maintains all prospect and client activity in Salesforce.com, the goal being that management can quickly understand the status of customer relationships and the sales pipeline
- Has a positive outlook and the ability to take responsibility for their successes and failures; goal oriented with a belief that daily, weekly, and monthly activities will help achieve desired results
- Engages in accurate sales forecasting and sales pipeline management activities
Product
- Becomes an expert on ShipHawk’s platform and markets. Maintains a deep understanding of the product and speaks with customers about the most relevant features/functionality for their specific business needs
Leadership & Development
- Sales Leadership – Takes a strategic sales approach, creates value for clients and adds to the company’s capabilities and reputation
- People Development – Contributes to the growth, development and positive experience of the sales team
- Proactive Contribution – Works with leadership to develop strategies that drive revenue
Systems and Process
- Executes repeatable, reliable, scalable processes
- Leverages internal tools to manage, track, and report on key customer information
Desired Attributes
- Willing to do the work
- Driven
- Strategic thinking
- Organized
- Consistent
- Listens
- Professional
- Self-starter
- Prepares
- Customer focused
- Strong execution
- Tremendous urgency
- Persistent
- High Accountability and ownership
- Understands the DC
- Self-aware
- Team player
- Excellent communicator, oral and written
Position Requirements
- A technology sales person with 3+ years experience in a quota bearing direct sales roles in a SaaS environment, with a successful track record of selling to both technical and non-technical buyers
- A BS/BA degree or equivalent practical experience
- Experience managing technical sales cycles from beginning to end by using your domain experience, sales skills, and leveraging company Solution Architects, Solution Consultants, or Sales Engineers
- Demonstrated experience in managing monthly or quarterly quota assignments and being able to forecast sales activity accurately
- Strong command of key business issues and how connectivity and integration solutions affect business outcomes
- Excellent communication and presentation skills (written, verbal, phone, video conferencing skills)
- Experience building a pipeline and qualifying and identifying deals that the individual or others can close (managing inbound opportunities and hunting for new opportunities)
- Experience working with partners, ISVs, and iPasS solutions in the Netsuite, Acumatica, BrightPearl, or Microsoft Dynamics ecosystems a plus
- Experience working with sales technologies including Salesforce.com and Outreach.io
- Ability to adapt and work efficiently in a rapidly changing dynamic team environment
- Passion for customer experience and customer success
ShipHawk provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.