Account Executive
Terminus
Sales & Business Development
Remote
Posted on Thursday, March 7, 2024
About Terminus
Terminus is the platform that unifies your go-to-market success. As a pioneer in the account-based marketing space, their mission is to provide the integrated data and tools that empower GTM teams to make informed decisions and optimize strategies. Customers including Dow Jones, Gainsight and BazaarVoice have used Terminus to build a revenue growth engine through first-party data, best-in-class advertising and multi-channel engagement platform. Terminus is a Forrester Wave Leader in B2B Advertising solutions and has been a G2 leader in ABM for 20 consecutive quarters.
About the Role
Terminus is looking for an Account Executive to join our team. As an Account Executive, you will be helping to drive company revenue by bringing on net new customers who understand the value that Terminus can have on their go-to-market strategy. This means running a value-based sales process, providing advice on strategy and campaign execution, and setting the right expectations for success with the platform. It also requires bringing on these new customers at a fast, efficient pace.
Only candidates currently residing in the following states will be considered for the role; California, Colorado, Connecticut, Florida, Georgia, Illinois, Indiana, Maine, Massachusetts, Michigan, New Jersey, New York, North Carolina, Ohio, Oklahoma, Oregon, Pennsylvania, South Carolina, Tennessee, Texas, Utah, Washington, Wisconsin.
Responsibilities
— Sell the Terminus platform/vision and become the trusted advisor to C-suite, Director, and VP level leaders
— Develop and execute a strategic ‘plan to make plan’ for your territory and accounts
— Engage with clients through strategic prospecting which leads to 60% of your sourced pipeline
— Conduct very thorough and methodical research prior to your first call to formulate a very thoughtful discovery which will continue throughout the sales cycle
— Apply all of your learnings to tailor a highly relevant presentation of value which could happen multiple times in a sales cycle to various stakeholders
— Educate your prospects on the full funnel story that leads to the proper Terminus packages and options that match their business needs
— You are able to run give/get negotiations to structure the best contracts for the business
— Conduct internal knowledge transfers with customer success and see your prospect through implementation
— Ability to work with a variety of internal resources (SolCon, Sales Leadership, CS, Marketing, etc) to engage in your sales process at the right time
— Focus on self-development through training and enablement
— Become an expert in our space to run a predictable business by forecasting within a 10% margin of error your revenue generation for the coming month & quarter
— Participate in team meetings and training on a weekly basisStay up to date on market trends and competitive landscape
Qualifications
— 3-5 years of selling SaaS (preferably in the Martech space)
— Experience withSalesforce.com, Gong, LinkedIn Sales Navigator, Docusign, and other sales technologies
— You have sold in a highly competitive market where value-based and storytelling are critical to winning deals
— You are a highly competitive seller that also is very collaborative with your peers
— You are a closer and have a proven track record of exceeding monthly, quarterly, and annual sales targets
— You are able to work in a work from home environment but can also come to the office/travel when necessary
Benefits and Perks
— Unlimited vacation to unplug and recharge however you choose
— Employer subsidized health, dental, and vision insurance for employee-only coverage
— 100% paid short-term and long-term disability insurance
— 401K with a competitive company match to build your future financial security
— Paid parental leave
— Health and wellness reimbursement
— 2 days paid VTO (volunteer time off) every year to help impact your community
— Culture that emphasizes personal and professional growth
We believe we do our best and most impactful work when we are a diverse, inclusive and equitable organization. We’re proud to recruit and hire talented people from a wide variety of backgrounds and experiences. We do not discriminate on the basis of race, color, national origin, religion, age, sex (including pregnancy, sexual orientation, gender identity or transgender status), marital status, veteran status, or disability.