Description

• Drive revenue growth and achieve sales targets for municipalities.
• Identify and prioritize markets and maximize sales opportunities.
• Collaborate with other senior leaders to align sales efforts with overall company objectives.
• Develop and implement strategic plans and objectives in alignment with corporate strategy.

• Recruit, develop, mentor, and motivate a high-performing sales team.
• Provide mentorship and guidance to the sales team, continuing to strengthen their sales abilities, passion for the mission and sales methodologies.
• Set clear performance expectations and goals for the team and provide ongoing coaching and feedback.
• Foster a culture of collaboration, accountability, and continuous improvement within the sales organization and with the rest of the leadership team.
• Travel as needed and required dictated by business needs, anticipated ~30% of the time.

• Develop and maintain team forecasts.
• Build and maintain strong relationships with key customers, partners, and internal and external stakeholders.
• Drive customer acquisition efforts by identifying and pursuing new business opportunities.
• Work closely with sales team to develop detailed sales plans and strategies to drive revenue growth.
• Develop close partnerships with municipality leadership to gain trust and build a better understanding of the use of Schneider products in their environment.
• Monitor market trends, competitive landscape, and customer needs to identify areas for business expansion.

• Continuously evaluate and refine sales processes, methodologies, and tools to improve efficiency and effectiveness.
• Implement and maintain sales metrics using KPI’s and reporting systems to track performance and provide actionable insights.
• Consistently drive performance and necessary activities to meet bookings targets for month, quarter, and year.
• Collaborate with cross-functional teams, including but not exhaustive; marketing, product, and customer success, to ensure alignment and maximize customer satisfaction.

• Champion a customer-first mindset within the sales organization, focusing on building long-term customer relationships and delivering value.
• Work closely with the customer success and implementation teams to ensure smooth handoffs and seamless customer experiences throughout the sales lifecycle.

• Coaching Mindset: Lead from the front lines, willing to be highly visible and engaged with team and market.
• Market Expertise: Proven record of success in SaaS sales into municipalities as well as experienced record in the GovTech space, with preferred involvement in the areas of permitting & licensing, and/or asset management being highly attractive.
• Communication & Collaboration: Need to be able to clearly communicate ideas and plans to cross-functional teams and stakeholders.
• Client Centric: Ability to understand the client’s needs and present viable solutions in a straightforward way for both present needs and potential long-term outlook.
• Analytical: Leverage data sets to analyze, identify patterns and trends, and draw actionable insights. Make data-driven decisions and continuously optimize revenue-generating processes.

• At least 6 years in sales with relevant experience in sales leadership roles (3+ years direct leadership experience), with a demonstrated ability to build and scale high-performing sales teams that includes a deep understanding of account management, new logo sales, and sales development reps.
• Experience working within Salesforce suite of tools
• Experience with Salesloft.
• Strong comfort level with cloud-based collaboration tools, Office365 preferred.
• Preferable experience in a company that has a demonstrated history of successful scale-ups, coupled with PE-backed experience. 
• Proven experience with managing a distributed team throughout multiple geographies with the ability to create specific plans for each team member.
• Understand how strong marketing/lead generation activities help drive top of the funnel activities and lower customer acquisition costs and partner with marketing on initiatives.
• Strong strategic thinking and business acumen, with the ability to translate market insights into actionable sales strategies.
• Exceptional communication, negotiation, and presentation skills.
• Results-oriented mindset with a focus on driving revenue growth and exceeding sales targets, and that you are comfortable in contract negotiation and have deal forecasting experience.
• Deep understanding of CRM systems, sales process, methodologies, and best practices.
• Deep understanding with significant usage of ways to further establish and maintain sales processes (e.g. MEDDIC, SPICED).
• Ability to thrive in a fast-paced, dynamic environment and navigate ambiguity.

• Competitive compensation income earning opportunities based on self-performance.
• Continuous professional development and career pathing.
•  Generous benefit package designed to support you in work and in life.
• Flexible work environment, including access to multiple physical office locations to facilitate collaboration across the organization and key stakeholders.

• Parcel management tools for local governments: Upgraded workflows by combining existing GIS, CAMA, Tax Administration, document management, and payment system data from existing systems into a robust and modern user-friendly platform; all without changing current providers.
• Permitting and licensing tools for local governments: Process management tools for managing and enforcing permits and registrations into a fast, efficient workflow.

• Asset management tools for local governments: Efficiency improvement tools to improve the effectiveness of your operations, with an integrated, digital platform for managing water, sewer, fleet, streets, and more.

Description

Our Account Executives are a vital component of our future growth and the success of our clients and, as a result, this position comes with high income potential. In this position you will own your clients and territory, filled with a wealth of opportunity. Following are a few other things this position provides:

• Generous compensation plan – in addition to a base salary, if you bring a passion to deliver results, you have the potential to significantly increase your salary through our commission program.
• Ladder of success – Schneider promotes talent from within, particularly if you’re an all-star performer.
• Weekly sales meetings – focused on sales excellence, networking with your peers and strategizing on ways to win opportunities and secure new business.
• Recognition – we live by a culture of recognition and work tirelessly to ensure your efforts are recognized and shared across the company.

What you can expect in this role.

• Own your clients and territory.  This position will work with an established sales support & marketing team to develop new business.
• After you get to know us, we will assist you in creating a plan to identify your top opportunities, important relationships, and how you will secure new business each year.
• Diagnose problems, suggest solutions, negotiate, and close the deal. You will be a significant contributor in the entire sales process.
• Position Schneider as the industry expert.  You will do this by understanding your clients’ unique needs and providing strategies that capitalize on Schneider’s strengths and maximize value for your client.
• Collaborate with peers to develop best practices, winning strategies, and sustained success. You’ll also drive the proposal process by coordinating input from a variety of sources.
• Drive new business by establishing key relationships, being a thought leader, and developing new opportunities by identifying and solving clients’ problems.
• Use the world leading CRM (Salesforce) and email marketing (Active Campaign) to manage your contacts, leads, opportunities and the sales pipeline. 

Qualifications that make a perfect fit.

• Bachelor’s degree
• 2+ years of experience with geospatial technologies or SaaS
• Understanding of local government workflow and practices
• An incredible track record of success, aggressive business growth and exceeded sales quotas
• A hunter sales mentality with tenacity and confidence
• Experience in negotiating and closing contracts
• Tech savviness and strong presentation skills
• Ability to travel on a regular basis
• A valid driver’s license and good driving record

We are an Equal Opportunity Employer. M/F/D/V