THIS IS AN INCREDIBLY UNIQUE OPPORTUNITY AS FAR AS PRODUCT/SOLUTION, SPACE IT IS IN, WHO YOU ARE SELLING TO (ZERO COMPETITION), AND UPSIDE OF THE ROLE.
My client's start-up based in NYC, has raised Series A round already from Tier A VC's, Redpoint Ventures, Bain Capital and Lightspeed Ventures and already has over 200 large companies using their AI SaaS platform and app.
We are seeking an Enterprise AE who actually lives in SF Bay Area to cover bluechip large Fortune 2000 greenfield accts.
This is an AWESOME opp for someone who is experienced, entrepreneurial, and scrappy/humble challenger type Enterprise seller to come in and leverage their experience for a massive upside role and journey with very good people (and amazing cool highly technical and GTM savy Founder who has already sold a company to ADP) where you will sell to the largest Enterprise orgs in the US and sell to Field Event Marketing leaders, CMO's, Finance folks and sometimes Sales Leaders (as stake holders in deals).
If you have ever heard of the very successful tech platform company called "Navan" (formerly TripActions) and what they did for corp travel and expense mgmt .then you would easily understand the analogy of my client's company and how they are doing the same thing BUT for large scale and volume of Dining & Events for large companies that have a minimum of 2k+ internal teams, prospect/customer and field event marketing dinners and events they plan, book and execute on every year.
Think of Sales Leaders, Field Marketing Event leaders, all internal department heads at very large Ent companies that have to plan, book, and execute on dinner events every month, quarter, year and other events they have to plan for internal teams/depts but also mainly for customers and prospects .the manual work is ridiculous to get the "right" restaurant, deal with the calls, the contracts, the expenses, the internal processes, internal expenses compliance and processes with Finance dept, etc., etc. It's a crazy amount of manual work and a ton of inefficent lost time and money trying to execute on 2k+ dinners and events a year.
My client's tech company is an AI SaaS platform (The Navan for Corp Events & Dining) that addresses this corp event/dining business challenge at scale. Again, they address the time-consuming process of sifting through numerous platforms to find that perfect dining venues/spots and avoid endless calls and inquiries at various restaurants and all the manual and time sucking and expensive work large companies have to invest in to pull off thousands of dinners and events a year. They have built cutting-edge AI technology, that streamlines the search process, ensuring the customer/company discovers the finest dining establishments effortlessly that fit their event needs well and automates a lot of the compliance and expense work as well (and AI in the platform integrates with Slack and other internal tools so that it automatically tracks, curates, makes recommendations and provides audit trail of the company's historical venues/events and process of booking the right venue/restaurant for each event. And, the platform transforms restaurant discovery by providing you with curated selections that align with your preferences, eliminating guesswork and delivering personalized dining experiences.
Finally, the inevitable expansion and product roadmap into all kinds of different "events" too that large companies also book and plan all year round at scale is incredibly exciting and dripping with upside for this role.
Responsibilities:
- Successfully sell their AI SaaS Platform & App to large Enterprise companies (greenfield national territory) with 5,000+ employees
- Manage the entire sales cycle from prospecting to closing (and everything in between)
- Work seamlessly with CS & SE team members (and BDR)
- As a young start-up, there will be some inbound leads and DemandGen machine eventually, but this role will require hands-on prospecting, hunting and cold outreach without an extensive support infrastructure (you will have everyones help from Founder and below, but most of sweat equity will come from you)
- Generate pipeline with good discovery, measured identified pain, and value-based selling, building rapport, ROI/TCO analysis, and business cases some of the time
- Land and expand; identifying future expansion opportunities during the sales cycle where necessary
- Apply value-based & solution-selling methodology
- Help us build and evolve the sales funnel playbook to execute flawlessly
- Resourcefulness in finding answers to questions and dealing with objections
- Exceeding quota, ACV north of $75k, sales cycle of 4-6 months, selling to multi-stakeholder sales cycles a lot of the time (the CMO, Head of Field Event Marketing, CRO involved sometimes, and sometimes Finance team involved)
- Keep our CRM up to date and add relevant qualification information using MEDDPIC methodology
Qualifications:
- 5+ years of relevant Enterprise Software Industry Experience, Fortune 2,000 and selling a SaaS solution
- Selling a platform to Marketing teams mostly (CMO, Head of Field Marketing Events Team, Finance too)
- Experience and success selling both 5-figure and 6-figure deals into Fortune 2,000
- Comfortable with at least 3-4 business stakeholders in complex deals sometimes
- Excellent written and verbal communication skills; ability to negotiate
- Strong organizational skills and the ability to manage multiple projects simultaneously
- Ability to learn as well as teach yourself
- Strong Salesforce, PowerPoint, Word, and Excel skills
- Regional, relationship-based experience
What we can offer you:
- Career Growth: Top performers will have an opportunity to help shape the team. Working directly with the founders to drive initiatives and create a structure that scales
- Market-competitive salary + equity
- A once-in-a-lifetime career opportunity to get onboard a fast-growing business that is venture-backed by Redpoint Ventures, Bain Capital, and Lightspeed Ventures
The base salary for this position is $150,000. OTE is $300,000