Your impact

Handshake is hiringan Enterprise Account Executive to join our Employer Sales Team - showcasing Handshake as the premier way for top brands to recruit emerging college talent. You will be responsible for developing and delivering a stable book of business: prospecting, cultivating, and closing new accounts while growing existing customer relationships and helping Handshake hit growth and attainment targets. You will maximize revenue while producing value and brand awareness for hundreds of current and prospective clients across the country.

Your role

• Develop and cultivate deep relationships with senior executives at the Director, SVP, and VP levels

• Actively source and provide valuable market research, including industry-specific information and trends for prospects and teammates

• Run effective discovery to understand business needs, conceive and pitch creative recruiting solutions that align to organizations' strategic priorities

• Command, report and forecast sales activity - from prospecting target accounts and contacts to closing deals

• Update and create sales proposals, leading complex relationships with recruiting teams around the country

• Work closely with the Employer, Student, and University Product teams to gather, analyze, and understand change to "market"  requirements to guide product enhancements

• Generate scalable revenue and hit target quota on a quarterly and annual basis

• Build new customer relationships by enabling prospects to effectively evaluate Handshake, develop a business case and close new business deals.

Your experience

• 7+ years of SaaS sales closing experience with 3+ years of enterprise SaaS sales closing experience

• Experience operating in a high-growth business environment like Handshake

• A strong history of quota attainment and excellent performance on a high-reaching team

• Travel up to 25%

• Pre-sales experience: prioritization and outreach including scalable email communication and 1:1 customization

• Sales Experience: discovery including 2nd and 3rd level pain, demonstrating and explaining ROI and bridging, and having the ability to hold customers to deadlines and generate urgency to drive deals forward in the sales cycle

• Demonstrates enthusiasm for working outside of scope to enrich processes and have an impact on larger business objectives

Bonus areas of expertise

• Experience preparing sales proposals, forecasting, and account planning

• Knowledge of how online recruiting technology works - and the ability to explain it in ordinary terms

• Possess relationships with key HR decision makers at national Fortune 1000 companies and other top brands.

• Ability to successfully drive revenue and growth through the development of long-term strategic relationships with existing customers

Compensation range

• $260,00 - $280,000 OTE 50/50 Split

LivePerson (NASDAQ: LPSN) is the global leader in enterprise conversations. Hundreds of the world’s leading brands — including HSBC, Chipotle, and Virgin Media — use our award-winning Conversational Cloud platform to connect with millions of consumers. We power nearly a billion conversational interactions every month, providing a uniquely rich data set and safety tools to unlock the power of Conversational AI for better customer experiences.  

At LivePerson, we foster an inclusive workplace culture that encourages meaningful connection, collaboration, and innovation. Everyone is invited to ask questions, actively seek new ways to achieve success, and reach their full potential. We are continually looking for ways to improve our products and make things better. This means spotting opportunities, solving ambiguities, and seeking effective solutions to the problems our customers care about. 

Overview:

You will be responsible for driving new business pipeline that will see focused growth from both existing accounts and new markets and lines of business. You will cultivate customer relationships at all levels that strengthen, broaden and deepen LivePerson's reach and coverage as measured by increased profit, client satisfaction, and recognition from customers that LivePerson is a trusted strategic partner. We are specifically looking for candidates based in Atlanta, Chicago, Minneapolis, Texas, Los Angeles, San Diego, Toronto Canada, Seattle, and Florida.

You will: 

• Establish and drive a new business pipeline that will see focused growth predominantly from existing clients and entering into new markets and lines of business.
• Be responsible and accountable for managing the customer P&L's (within LivePerson) ensuring it consistently meets/exceeds LivePerson revenue and EBIT objectives. This includes driving continuous improvement efforts to ensure LivePerson is supporting the customers in the most efficient and cost-effective manner while ensuring contractual commitments and SLA's are met.
• Lead weekly business and strategy updates with his/her manager and team
• Maintain subject matter expertise on LivePerson technology, all supporting services, and best practices and communicate all offerings and product enhancements to customers
• Participate in strategic cross-functional innovation projects and operating plans to drive innovation, growth, and operational excellence across LivePerson and with the customers.
• Advocate industry and customer needs, feature requests, and goals within the LivePerson organization to support and enable the prioritization and timely investment in innovation that keeps Liveperson ahead of the market
• Own, manage and drive customer contracts, amendments, and contract renewals
• Help establish monitor, report, and analyze customer volumes, forecasts, and order conversion
• Own all customer communication, new solution awareness, solution adoption, and best practice expertise
• Become an expert on the customer's industry and business to ensure we are bringing to our customers the best solutions and programs
• Liaise with internal departments to ensure that customer issues are dealt with in a timely and efficient manner

You have:

• 8+ years of experience of account executive and management experience, preferably in the SaaS, management consulting, software, or technology environment
• Significant experience working with C-level Client executives regularly
• Excellent client relationship, team leadership, and delivery skills with the demonstrated ability to communicate effectively throughout all levels of an organization.
• Excellent business data analysis and modeling expertise
• Excellent computer, presentation, communication, and time management skills
• Motivated, goal-oriented, persistent, and a skilled negotiator with a proven track record of driving change with clients
• Strong analytical, assessment, and problem-solving skills

Benefits: 

The salary range for this role will be between $135,000 to $165,000, with a 50/50 base and commission split. Final compensation will be determined by a variety of factors, including, but not limited to your location, skills, experience, education, and/or professional certifications. During the phone screening, your recruiter will provide the location-specific salary range for this role. Regardless of your personal situation or where you are in the world, LivePerson offers comprehensive and great benefits programs to meet your needs:

• Health: medical, dental, and vision insurance and wellbeing resources and programs
• Time away: Public holidays and discretionary PTO package for flexible days off with manager approval
• Financial: 401K, ESPP, Basic life and AD&D insurance, long-term and short-term disability
• Family: parental leave, maternity support, fertility services
• Development: tuition reimbursement and access to internal professional development resources.
• Additional: 24/7 access to professional counselors, voluntary insurance coverage, exclusive perks and discounts

Why you’ll love working here: 

LivePerson is a hub for the ever-curious and proactive, offering a flexible work-life balance tailored to individual needs. With offices and WeWork locations worldwide, our flexible work policy provides our teams the freedom to work from their preferred environment. We're very proud to have earned recognition from Fast Company, Newsweek, and BuiltIn for being a top innovative, beloved, and remote-friendly workplace. 

Belonging at LivePerson

We are proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. We also consider qualified applicants with criminal histories, consistent with applicable federal, state, and local law.

We are committed to the accessibility needs of applicants and employees. We provide reasonable accommodations to job applicants with physical or mental disabilities. Applicants with a disability who require reasonable accommodation for any part of the application or hiring process should inform their recruiting contact upon initial connection.

#LI-Remote

LivePerson (NASDAQ: LPSN) is the global leader in enterprise conversations. Hundreds of the world’s leading brands — including HSBC, Chipotle, and Virgin Media — use our award-winning Conversational Cloud platform to connect with millions of consumers. We power nearly a billion conversational interactions every month, providing a uniquely rich data set and safety tools to unlock the power of Conversational AI for better customer experiences.  

At LivePerson, we foster an inclusive workplace culture that encourages meaningful connection, collaboration, and innovation. Everyone is invited to ask questions, actively seek new ways to achieve success and reach their full potential. We are continually looking for ways to improve our products and make things better. This means spotting opportunities, solving ambiguities, and seeking effective solutions to the problems our customers care about.  

Overview:

We are seeking a dynamic and results-driven  Mid Marker Account Executive with the SaaS background to join our team. This role is focused on the challenge of acquiring new large enterprise customers and building successful and ongoing relationships with them. With a growth mindset and a proven track record in sales, the ideal candidate will play a leadership role in expanding our customer base and driving our company's growth.

You will: 

• Devise and execute a robust sales strategy to acquire new customers by conducting research, identifying key stakeholders building new business relationships, driving first deals, and growing value-added relationships with key decision-makers by becoming a trusted advisor.
• Achieve and surpass monthly, quarterly, and annual sales targets to drive revenue growth.
• Engage with prospect organizations to position LivePerson products through value-based selling, business case definition, return on investment analysis, references, and analyst data.
• Understand how to build and present a LivePerson sales story using data and insights. Craft compelling presentations and business cases to demonstrate added value to customers.
• Identify and pursue new business opportunities by analyzing high-value needs across various functions and business segments.
• Navigate complex sales processes involving multiple stakeholders and buyer groups, providing comprehensive organizational recommendations.
• Develop detailed account plans for prospects and existing customers within assigned territory.
• Utilize strategic account management techniques to nurture existing customer relationships, ensuring retention and expansion of account spending.
• Collaborate effectively with internal teams and subject matter experts to facilitate the sales process.
• Negotiate financially sound agreements that align with the objectives of LivePerson and its customers.

You have:

• 5+ years of experience in Enterprise B2B SaaS sales;
• 3+ years of experience selling complex business applications/technology 
• Experience generating pipeline and closing new business
• Demonstrated track record of consistently exceeding sales targets.
• Demonstrated ability to build and execute disciplined and comprehensive account strategies.
• Strong sales acumen with a creative problem-solving approach.
• Proficiency in forecasting, reporting, and communication.
• Exceptional presentation and interpersonal skills, with the ability to engage with senior executives and foster productive relationships.
• Proactive territory management and prospecting skills.
• Experience in co-selling with partners is a plus.
• Able to travel to customer locations as needed.

Skills and attributes:

• Highly organized, self-motivated, adaptable, and collaborative team player.
• Demonstrated intellectual curiosity and a drive to contribute to business growth.
• Experience working in a fast-growing company selling innovative products.
• Familiarity with sales tools such as Salesforce, Gong, and Docusign.
• Knowledge of MEDDICC framework is advantageous.

Benefits: 

The salary range for this role will be between $88,000 to $110,000, with 50/50 commission structure. Final compensation will be determined by a variety of factors, including, but not limited to your location, skills, experience, education, and/or professional certifications. During the phone screening, your recruiter will provide the location-specific salary range for this role. Regardless of your personal situation or where you are in the world, LivePerson offers comprehensive and great benefits programs to meet your needs:

• Health: medical, dental, and vision insurance and wellbeing resources and programs
• Time away: Public holidays and discretionary PTO package for flexible days off with manager approval
• Financial: 401K, ESPP, Basic life and AD&D insurance, long-term and short-term disability
• Family: parental leave, maternity support, fertility services
• Development: tuition reimbursement and access to internal professional development resources.
• Additional: 24/7 access to professional counselors, voluntary insurance coverage, exclusive perks and discounts
• #LI-Remote

We are a remote-first organization that places great importance on gathering our teams for company events, collaborative projects, and training sessions. We are specifically looking for candidates based in  San Diego, and  Los Angeles Candidates should be comfortable working from home with the expectation of occasionally meeting in person for the activities mentioned above. This role will also involve traveling primarily within your region to visit customers, providing a unique opportunity for those who prefer proximity-based travel. If you are located in any of the designated locations and your background fits the qualifications, we encourage you to apply. This position is ideal for those who align with our dynamic work setup and travel requirements.

Why you’ll love working here: 

LivePerson is a hub for the ever-curious and proactive, offering a flexible work-life balance tailored to individual needs. With offices and WeWork locations worldwide, our flexible work policy provides our teams the freedom to work from their preferred environment. We're very proud to have earned recognition from Fast Company, Newsweek, and BuiltIn for being a top innovative, beloved, and remote-friendly workplace. 

Belonging at LivePerson

We are proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. We also consider qualified applicants with criminal histories, consistent with applicable federal, state, and local law.

We are committed to the accessibility needs of applicants and employees. We provide reasonable accommodations to job applicants with physical or mental disabilities. Applicants with a disability who require reasonable accommodation for any part of the application or hiring process should inform their recruiting contact upon initial connection.

About the Department

Business Development Representatives, Account Executives, Solution Engineers, and Customer Success - all working together help our customers adopt Cloudflare and create great Internet-enabled experiences. The sales team at Cloudflare helps customers solve real, technical problems while creating the revenue streams that help the company provide free service to millions in our community.

What you'll do

We are looking for amazing people to join our rapidly growing Asia Pacific sales team. Based in Sydney, you will drive sales for Cloudflare services into the commercial accounts across Australia & New Zealand to achieve revenue targets. The person in this role will also assist in creating and articulating compelling value propositions for Cloudflare services.

The ideal candidate will possess both a sales and technical background that enables them to drive engagement with junior through senior levels within network operations, development, security and technical infrastructure teams.

Reporting to the Sales Manager, you will need to be highly motivated, energetic with a can-do attitude to exceed business targets and execute strategies to grow market share.

Additional responsibilities will include:

• Manage contract negotiations.
• Maintain a robust sales pipeline.
• Develop long-term strategic relationships with key accounts.
• Ensure customer satisfaction.
• Work with partners to extend reach & drive adoption.
• < 50% travel.

Examples of desirable skills, knowledge and experience

• Bachelor's degree required.
• Experience dealing with the assigned territory.
• Direct experience selling network security or CDN services to commercial accounts will be beneficial
• 8 - 10years direct experience selling to commercial accounts acting as lead seller and relationship owner.
• Technical background in engineering, computer science, or MIS a plus.
• Basic understanding of computer networking and “how the internet works”.
• Strong presentation and interpersonal communication skills (verbal and written) as well as organizational skills.

The Opportunity

As our Enterprise Account Executive, you'll target strategic prospects (companies with 1500+ employees and above) and recruit them as UserTesting customers. You'll work closely with a solution consultant to form the hub of a team which accelerates the User Testing development in key EMEA regions.  This sales role will be selling to large companies and clients focused on connecting to their customers and business partners for real human insights across a full range of experiences.  Here are some areas you'll focus on:

• Execute a complex, solution-based consultative sales process encompassing multiple groups within a large enterprise located in the region
• Develop new business opportunities by analyzing and proactively targeting high-potential departments within a large enterprise
• Articulate and demonstrate UserTesting’s unique business and technical value
• Execute end-to-end sales activities, including lead follow up, opportunity qualification, sales process, subscriber acquisition, and retention
• Proactively develop unsolicited proposals that justify the expanded use of UserTesting throughout the enterprise
• Effectively forecast sales opportunities, while tracking and using critical metrics that predict sales success
• Track all relevant sales activity using the company's CRM platform (SFDC).
• Build a plan to optimise the resources and growth in the region
• Direct and communicate feedback for the company and support future solution development

The Team

Our sales team in EMEA is diverse and high-performing.  It includes BDRs, SMB and Mid Market Account Executives, as well as our Enterprise and Global teams.  You are also supported by our solution consultants who provide best-in-class, expert guidance to prospects.

What We’re Looking For

• Significant experience selling enterprise SaaS solutions and ademonstrated, successful track record of exceeding new-business quotas... If you've been in a presidents or sales club, we want to know!
• You'll need the flexibility to travel (approx. 30% of the time)
• You're experience will be in building relationships with Global 1000 senior Executive, Line-of-Business and Digital Marketing, Product Management, Mobile, and Market Research executives
• You'll need a passion for working with emerging technologies and a desire to deeply understand and demonstrate UserTesting’s functionality, use cases, as well as business and technical elements
• You'll have experience of successfully working with and executing a complex, solution-based enterprise sales process
• Importantly, you'll know the difference between activity and results and have a solid work ethic
• Ideally, you'll have experience using a structure value based sales approach (we use MEDDICC so it's a plus if you've already used that)

Don’t meet every single requirement but excited about the role? We encourage you to apply! Research show us that certain demographics are less likely to apply unless they meet 100% of the requirements, but you may be just the right candidate for this or other roles.We know that diverse perspectives foster the innovation we need to be successful, and we are committed to building a team that encompasses a variety of backgrounds, experiences, and skills.

Your impact

At Handshake, we create opportunities for all students and recent graduates to have equal access to meaningful jobs and internships. We’re looking for a seasoned Account Executive with a proven track record of success selling into State & Local Government to join our team - working with employers in the federal sector nationwide to influence and expand their early talent recruiting strategy. We are dedicated to providing innovative solutions to our clients and maintaining a strong presence in the federal sector. As we expand, we seek a motivated and results-driven Account Executive to join our dynamic sales team.

Job Description

As an Account Executive for State & Local Government Accounts, you will be crucial in building and closing deals within the SLG sector. You will develop and nurture relationships with key stakeholders, identify opportunities, and drive the sales process from lead generation to deal closure across your accounts. This role requires in-depth knowledge of the hiring needs and challenges of large and small SLG agencies and an acute understanding of how they function. It will also require strategic thinking, relationship building, and a strong focus on achieving revenue targets.

Responsibilities

• Develop and cultivate deep relationships with senior executives at executive levels
• Meet or exceed annual quota by generating high volume of meetings with SLG and its large departments and agencies
• Understand a department or agencies’ business drivers, challenges and pain points
• Navigate SLG acquisition processes and contracting
• Schedule, manage and run large department meetings with senior economic buyers within large SLG Departments
• Create proposals, executive briefings, and conduct executive roundtables for HR and business leaders at SLG agencies
• Generate scalable pipeline and revenue to achieve 100% of annual quota attainment
• Lead participation in industry events to drive new business development
• Coordinate large-scale efforts across various departments to drive enterprise-wide agreements
• Utilize Salesforce.com on a daily basis to manage activity, leads, follow-up and pipeline
• Execute new sales activities in support of our market pursuit when requested

Qualifications

• Proven knowledge of US government acquisition process and contracting 
• 3-5+ years of Account Executive experience selling Saas based solutions into the SLG space
• Success in pitching and closing six-figure deals
• Experience navigating and building relationships within large departments and agencies within the SLG
• Proven ability to negotiate large government contracts while developing off-cycle pipeline and new lead generation
• Proven success selling enterprise-wide solutions
• Excellent customer-facing skills and ability to manage a room of senior government officials
• Ability to navigate complex contract structures
• A strong history of quota attainment and excellent performance
• Experience preparing account plans and business value narratives
• Proven ability to collaborate successfully with a go-to-market team

Compensation range

• $260,000 - $280,000 OTE

ABOUT THE ROLE

The Expansion Account Executive is responsible for maintaining present client accounts and upselling existing business through the internet, phone communications, client site visits, and industry trade shows. In this role, you will work closely with A-LIGN’s partner group and the service delivery team to ensure strong relationships are built with the client base. As the Expansion Account Executive, you will be responsible for exemplary communication between the client and A-LIGN to assist with furthering existing business. You will also exhibit strong performance and use best practices to create strong client relationships. 

REPORTS TO: Director of Sales, Expansion

PAY CLASSIFICATION: Full-Time, Exempt

RESPONSIBILITIES

• Re-sign assigned book of business annually or as required
• Generate additional revenue from assigned book of business through increased fees and additional services
• Scope all of A-LIGN’s services lines with excellent understanding and ability
• Maintain accurate and consistent forecast of monthly sales projections
• Complete daily Salesforce tasks on time
• Communicate needs of the client to the service delivery team
• Build a strong partner relationship with current clients

MINIMUM QUALIFICATIONS

EXPERIENCE

• Experience with customer account expansion, preferable prior president club or full annual quota attainment
• Work experience in cybersecurity, software (SaaS), or professional services sales

SKILLS

• Ability to meet deadlines with a high degree of motivation
• Excellent communication skills
• Thrives in a fast-paced environment
• Ability to work individually as well as collaboratively

BENEFITS 

• Health, Vision, Dental Benefits 
• 401 (K) Plan with Employer Matching 
• Competitive Bonus Structure 
• Employer Paid Life Insurance and Disability Insurance 
• Generous Paid Time Off Plan 
• Virtual Employment 
• Home Office Reimbursement
• Vacation Bonus 
• Paid Office Closure December 25-January 1 
• Paid Holidays Schedule 
• Certification Reimbursement 

ABOUT A-LIGN 

A-LIGN is a technology-enabled security and compliance partner trusted by more than 2,400 global organizations to confidently mitigate cybersecurity risks. We work with small businesses to global enterprises with services spanning across SOC, Penetration Testing, PCI DSS, HITRUST, ISO and privacy compliance. Our proprietary compliance management platform is transforming the compliance experience by enabling an anytime, anywhere approach to audits. For more information, visit 
www.A-LIGN.com. 

Come Work for A-LIGN! 

Apply online today at A-LIGN Careers.
A-LIGN is an Equal Opportunity Employer! Minorities, women, disabled, and veterans encouraged to apply! 

Als Account Executive bei Beekeeper,bist du maßgeblich für die Digitalisierung der gewerblichen Arbeit verantwortlich. Obwohl digitale Tools in Bürojobs zum Alltag gehören, sind in Branchen wie der Fertigung und dem Einzelhandel immer noch Stift und Papier angesagt. Für Dich bedeutet das, dass du in einer zukunftsorientierten Branche arbeitest und einen Markt bedienst, der mehr als reif für innovative Lösungen ist. Du deckst Potentiale per Video Call oder vor Ort bei Kunden auf und überzeugst sie von den Möglichkeiten einer vernetzten Belegschaft. 

Deine Mission

Du wirst ein überzeugtes Mitglied des Beekeeper-Teams und setzt dich für unsere innovative Lösung ein, Menschen zu verbinden!

• Du baust unseren Schweizer Markt mit aus
• Du präsentierst unsere Vision den Entscheidungsträgern in verschiedenen Industrien und überzeugst diese von unserem Konzept
• Du sprichst mit den verschiedenen Abteilungen beim Kunden und deckst deren Anforderungen ab
• Du bleibst immer auf dem neuesten Stand der Unternehmenskommunikation – sei es über Blogs, Messen oder Webinare
• Du analysierst kontinuierlich den Markt zur erfolgreichen Umsetzung der Unternehmensziele
• Du wirst zum Gesicht von Beekeeper in der Schweiz
• Du konzipierst neue und optimierst bestehende Vertriebskampagnen
• Du bist Teil eines interdisziplinären Team bestehend aus Marketing, BDRs und CS Managern und steuerst den Erfolg, welchen du verantwortest 

Das bringst du mit

• Du hast mindestens 3 Jahre Erfahrung im Software Sales
• Du bist Muttersprachler/in Deutsch und sprichst fließend Englisch
• Du fühlst Dich im Umgang mit digitalen Technologien wohl
• Du bist bist stark im Netzwerkaufbau und hast ausgezeichnete Kommunikationsfähigkeiten
• Du kannst selbständig arbeiten und hast eine proaktive Persönlichkeit
• Du hast Spaß daran neue Wege zu finden, um Herausforderungen zu meistern
• Du bist motiviert in einem leistungsorientierten Umfeld zu arbeiten
• Du kannst heiße Opps in Deals verwandeln
• Du hast grosse Erfahrungen darin, proaktiv deine eigene Sales-Pipeline zu generieren und in Abschlüsse zu verwandeln (von Cold-Call zum Closed Deal)

Bonus Points

• SaaS Business Development Erfahrung
• Erfahrung in einem schnell wachsenden Unternehmen
• Erfahrung in der Zusammenarbeit mit Kunden in HR, Kommunikation und/oder Geschäftsleitung
• Hochschulabschluss (Bachelor) in Economics, Marketing, o.Ä.
• Du bist verhandlungssicher in Französisch

Was wir bieten.

• Ein überdurchschnittliches, incentiviertes OTE (On-Target-Earnings) mit ungedeckelter Provision. 
• Überperformance wird mit Boostern belohnt
• Sehr gute Karrierechance in allen Bereichen
• Ein großartiges Team mit mehr als 20 Nationalitäten
• Ein persönliches Lern- und Entwicklungs Budget von $1’500 pro Jahr , das dir hilft, alle Fähigkeiten zu entwickeln, die du für deinen Erfolg oder nächsten Karriereschritt benötigen
• Monatlicher Zuschuss zu deinen Kosten im Homeoffice (Internet/Telefonie)
• 30 Tage Jahresurlaub, dazu kommen noch 2 Tage für psychische Gesundheit (1 bezahlter Tag pro Halbjahr), also insgesamt 32 bezahlte Urlaubstage pro Jahr haben
• Neues Macbook
• Budget für die Einrichtung deines Home Office 
• Reisen für die Arbeit? Natürlich, die Kosten werden übernommen! 
• Natürlich wirst du auch mit Stock Options beteiligt und trägst die Früchte mit aus unserem Erfolg

Bei Beekeeper legen wir Wert auf Diversität! Alle qualifizierten Bewerbungen werden unabhängig von Herkunft, Hautfarbe, Abstammung, Religion, Nationalität, sexueller Orientierung, Alter, Staatsbürgerschaft, Familienstand, Behinderung oder Genderidentität bei der Einstellung berücksichtigt.

At Beekeeper, we celebrate diversity! All qualified applications will receive consideration for employment regardless of race, colour, ancestry, religion, nationality, sexual orientation, age, citizenship, marital status, disability or gender identity. :)

Principal Account Executive, SLED

Looking for an innovative, high-growth company in one of the hottest segments of the security market?  Look no further than Veracode!

Veracode is recognized as a premier provider of SaaS-based application security solutions, transforming the way companies secure applications in today’s software driven world. We provide our customers with a solid foundation on which to build security into their modern agile development processes. Learn more about us at www.veracode.com!

As Principal Account Executive, SLED you are experienced in working directly with State, Local Government & Education (SLED) accounts, as well as the value-added reseller partners who work specifically in the SLED space.  You will be responsible for managing all aspects of your assigned accounts, from prospecting to implementation of solutions, establishing Veracode and yourself as an IT Security trusted advisor, for State, Local, & EDU clients.  This role will be based in territory and expected to travel as needed. 

Key Aspects of the Role:

• Full sales cycle including outbound prospecting, building pipeline, and closing business with our largest strategic state & local government and education customers
• Creating and executing upon a strategic territory plan to attract and close business with new prospects, leveraging relationships with regional re-sellers, systems integrators, and technology partners when appropriate
• Accurately forecast and deliver a predictable sales cycle, and understand and engage with upper management to move forward at-risk deals
• Challenge, consult with and inspire our customers to think differently and beyond immediate needs while ensuring we deliver on them
• Participate in industry-leading events attended by innovative cutting-edge vendors and thought leaders
• Continuous sales training and Veracademy learning opportunities to further elevate your career

What you’ll need:

• A growth mindset with the curiosity to understand your customers problems and become their trusted advisor
• Goal-oriented, driven to exceed quota and benefit from lucrative accelerators
• Passion and commitment to security, motivated by the peace of mind we provide our customers
• Team player that wants to be part of an innovative, fast-paced company
• 8+ years of enterprise government Saas sales experience, identifying government budget funding, understanding of government contracts, and government go to market sales motions
• Solid understanding of government procurement processes, contracting vehicles, and distributed purchasing models
• Willingness to travel

What we offer you: 

• Outstanding Medical, Dental, and Vision Coverage to meet all your healthcare needs. 
• Wellness benefits to help you focus on what’s most important.
• “Take What You Need” time off policy.
•  Extensive development and training offerings to help you grow your career at Veracode.
• Generous 401k match to help save for your future.
• Amazing community of professionals who take pride in what we do every day.

Compensation Transparency

In accordance with U.S. pay transparency laws, Veracode provides compensation transparency for roles based in the United States. Click here to view our compensation ranges by grade. Please note, specific compensation may be influenced by various factors including candidates experience, education, and work location.

Job Grade: Principal

Employment opportunities are available to all applicants without regard to race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.

ABOUT THE ROLE

The Expansion Account Executive is responsible for maintaining present client accounts and upselling existing business through the internet, phone communications, client site visits, and industry trade shows. In this role, you will work closely with A-LIGN’s partner group and the service delivery team to ensure strong relationships are built with the client base. As the Expansion Account Executive, you will be responsible for exemplary communication between the client and A-LIGN to assist with furthering existing business. You will also exhibit strong performance and use best practices to create strong client relationships. 

REPORTS TO: Director of Sales, Expansion

PAY CLASSIFICATION: Full-Time, Exempt

RESPONSIBILITIES

• Re-sign assigned book of business annually or as required
• Generate additional revenue from assigned book of business through increased fees and additional services
• Scope all of A-LIGN’s services lines with excellent understanding and ability
• Maintain accurate and consistent forecast of monthly sales projections
• Complete daily Salesforce tasks on time
• Communicate needs of the client to the service delivery team
• Build a strong partner relationship with current clients

MINIMUM QUALIFICATIONS

EXPERIENCE

• Experience with customer account expansion, preferable prior president club or full annual quota attainment
• Work experience in cybersecurity, software (SaaS), or professional services sales

SKILLS

• Ability to meet deadlines with a high degree of motivation
• Excellent communication skills
• Thrives in a fast-paced environment
• Ability to work individually as well as collaboratively

BENEFITS 

• Health, Vision, Dental Benefits 
• 401 (K) Plan with Employer Matching 
• Competitive Bonus Structure 
• Employer Paid Life Insurance and Disability Insurance 
• Generous Paid Time Off Plan 
• Virtual Employment 
• Home Office Reimbursement
• Vacation Bonus 
• Paid Office Closure December 25-January 1 
• Paid Holidays Schedule 
• Certification Reimbursement 

ABOUT A-LIGN 

A-LIGN is a technology-enabled security and compliance partner trusted by more than 2,400 global organizations to confidently mitigate cybersecurity risks. We work with small businesses to global enterprises with services spanning across SOC, Penetration Testing, PCI DSS, HITRUST, ISO and privacy compliance. Our proprietary compliance management platform is transforming the compliance experience by enabling an anytime, anywhere approach to audits. For more information, visit 
www.A-LIGN.com. 

Come Work for A-LIGN! 

Apply online today at A-LIGN Careers.
A-LIGN is an Equal Opportunity Employer! Minorities, women, disabled, and veterans encouraged to apply! 

???? What We Look For:

• 6+ years of experience in B2B SaaS Sales
• 3+ years of experience selling to companies +1000 employees and an understanding of how to navigate buying process at larger organizations
• Demonstrated understanding of MEDDPICC sales methodology
• Experience working with IT, Security, GRC or similar technical buyers (experience selling cybersecurity is a plus)
• Ability to be nimble and a desire to be in a start-up environment where resources are still being built or refined
• Salesforce.com hygiene and deal management rigor
• Strong communication skills, operate with ethics, adaptability, grit and empathy

???? What We Value

We care about your motivation and vision to rethink and transform the sales experience in our industry, not just your CV. Additionally, we try to find out whether you would be a good fit for Lumos based on the valuesthat define how we achieve outcomes.

????Pay Range

OTE: $260,000 - $325,000 (~50/50 split between base pay and variable earnings). Note that this range is a good faith estimate of likely pay for this role; upon hire, the pay may differ due to skill and/or level of experience.