Senior Account Executive

Job Description

We are currently hiring for a Senior Account Executive to join our Commercial Sales Team. The successful candidate will thrive in a flexible and diverse environment and will accelerate the success we are achieving in the Built segment. In this exciting role, you will be responsible for Mid-market Opportunities in the Built sub-vertical, focused on making first contact, selling to new customers by inspiring their ability to use aerial imaging to make their work processes more effective, and negotiating deals with a keen strategic eye. You will also be responsible for growing existing customer accounts within the predefined territory through additional products or expanded usage and adoption.

Key Responsibilities

Hunt for New Opportunities by Prospecting for new logo's and upsell current customers

Understand and embrace the company adopted Sales Methodology

Understand Built use cases and personas within AEC

Quickly manage and address any/all leads that come in from Marketing's efforts, most of which will be direct handoffs from the Inbound SDR team

Partner with assigned Outbound BDR in weekly, monthly, and quarterly objectives, including strategic territory planning, prospecting efforts, and New Opportunity Creation (NOCs).

Develop and plan account strategies and activities for specified accounts such as: managing accounts, selecting products for calls, identifying buyer influences, overcoming objections, introducing new products, making sales presentations and negotiating discount points

Analyze multiple market factors to both anticipate/identify customer problems/needs and recommend appropriate solutions, and plan and implement strategic marketing plans

Conduct technical training and demos for existing and potential clients on how products or services can benefit them financially and professionally

Develop and maintain a sales forecast to help analyze market conditions and/or changes in assigned territory for maximum productivity and sales growth

Research and monitor industry competitors, new products, and market conditions to understand a customer's specific needs and report to Sales Leadership

Build and maintain contact with prospective customers to secure new business opportunities

Leverage phone, email, and social media to engage with leads and opportunities

Create proposals and negotiate contract terms, including payment, discounts, product inclusions/exclusions, etc.

Respond to inbound web enquiries and increase revenue by matching client needs with Nearmap's suite of products

Successfully manage the sales process: qualifying customer needs and budget, presenting appropriate solutions, negotiating and closing new business

Achieve weekly, monthly and quarterly revenue targets

Provide timely and accurate forecasts to Nearmap stakeholders and clear visibility on sales performance by ensuring accuracy and timeliness of data use and entry into CRM (Salesforce)

Respond quickly and professionally to internal communications from fellow Nearmap employees

Embrace constructive feedback from your manager and peers

Be an active contributor in sales team meetings, vertical team meetings, sub-vertical team meetings and other internal meetings and trainings