Enterprise Account Executive

🕒 Maio 27

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Dodge Construction Network

SiteLinkedInTodas as Vagas

501 - 1000 funcionários

Fundada em 1891

🤝 B2B

☁️ SaaS

🏪 Marketplace

B2B • SaaS • Marketplace

A Dodge Construction Network é uma fornecedora de inteligência de mercado de construção e ferramentas de conexão digital que ajudam empreiteiros, arquitetos, engenheiros, fabricantes e fornecedores a encontrar projetos, gerenciar propostas e se conectar com tomadores de decisão. A empresa oferece um diretório pesquisável de projetos, planos, especificações, dados de produtos/fabricantes e objetos BIM, leads de RFP/RFQ verificados, previsão e análises, além de serviços de consultoria através de plataformas SaaS e soluções baseadas em dados para apoiar o crescimento dos negócios nos mercados de construção comercial e residencial.

Descrição

• Build and maintain a self-sourced pipeline of 3-4x quota coverage through targeted outbound • Execute multi-channel prospecting across email, phone, LinkedIn, and industry events • Research and prioritize named accounts using firmographic and intent data • Consistently generate 10-14 net-new first meetings per month • Map the full buying committee-economic buyer, champion, technical evaluators, and blockers • Uncover the quantified business problem, not just surface-level pain • Apply a formal qualification methodology (MEDDIC) consistently across your pipeline • Disqualify fast-protect your time for high-probability opportunities • Establish compelling events and decision timelines early in every cycle • Build account-specific ROI models tied to project cost, schedule risk, and labor efficiency • Tailor presentations to each stakeholder's priorities • Connect product capabilities to measurable outcomes • Build and execute mutual close plans with shared milestones and accountability • Maintain multi-threaded executive relationships-never single-threaded into one champion • Manage procurement, legal, and security review processes without losing deal velocity • Navigate RFP processes and competitive bake-offs strategically • Negotiate commercial terms and close on time, every quarter • Open and develop relationships at the VP and C-suite level independently, without SDR support • Run executive briefings that move strategic initiatives forward, not just demos • Convert executive sponsors into internal champions who advocate through procurement • Coordinate Solutions, CS, legal, and leadership efficiently without over-escalating • Lead internal deal reviews with accurate forecasting and a clear ask of leadership • Scope pilots and POCs without letting them become free consulting engagements • Update opportunity records in real time: stage, close date, next step, and risk flags • Submit weekly forecast with committed, best case, and pipeline breakdowns • Flag deal risk proactively-no surprises in the final week of a quarter • Log competitive win/loss data consistently and contribute to battle card updates • Surface recurring objections and buyer language back to product marketing • Share deal insights in team meetings that raise the floor for the whole team

🎯 Requisitos

• 5+ years successful track record of consultative and solution selling skills to successfully represent products and services to prospects through online demonstrations of our software solutions • Demonstrated ability to self-source pipeline-you don't rely on inbound or SDRs to build your book • Experience running multi-stakeholder deals with 2-6 month cycles in the $50K–$200K+ ACV range • Comfort engaging VP and C-suite buyers as a peer, not a vendor • Familiarity with a formal sales methodology (MEDDIC, MEDDPICC, Challenger, or similar) • Strong CRM discipline-Salesforce proficiency required • Genuine curiosity about how construction businesses operate • Proficiency in desktop software programs (Word, Excel, PowerPoint) • Ability to learn SaaS products • Tech-savvy • Superior personal integrity and ownership of outcomes • Exceptional communication skills, both verbal and written • Client-centric with strong relationship-building skills • Ability to coach customers on best practices and uncover pain points and solutions • Empathetic small business growth mindset • Strong interpersonal skills including team building, conflict resolution, influence, and persuasion • Self-starter with an intuitive, curious, confident, and tenacious attitude towards pursuing opportunities and growing revenue • Superior change-management skills • Ability to work independently • Business development strength and the ability to accurately forecast sales revenue in Salesforce.com • Proficient with MS Office products • Experience using Teams, WebEx, and other webinar tools • Experience with e-business transactions