Account Executive

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August 14

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Exponent Partners

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As a Premium Salesforce.org implementation partner, we build technology for social change so that nonprofits can better manage their program outcomes. As a B Corp and a California Benefit Corporation, we pursue our mission to make the social sector more effective through insights that drive impact.

51 - 200 employees

📋 Description

• Manage the entire sales process to ensure delivery against key performance metrics, with a strong emphasis on new business sales while expanding existing accounts. • Prospecting and relationship development within the assigned territory in order to seed the future sales pipeline. • Manage pipeline development through direct execution of outbound prospecting and coordination with the prospecting and marketing activities of Marketing, Market & Portfolio Directors and Client Leads. • Create and maintain a robust sales pipeline at sufficient pipeline-to-quota ratios to ensure over-achievement of sales targets. • Engage with prospect organizations to position Salesforce solutions and our ongoing services based on a whole-organization, outcomes-focused theory of change. • Act as a client-focused team “quarterback” by managing the end-to-end sales process through engagement of appropriate resources such as the Solution Engineer, Market & Portfolio Director, Professional Services experts, executives, partners, etc. • Maintains focus of the team on meeting the unique needs and value drivers of the client, while communicating consistently in a timely and meaningful manner. • Develop winning professional, customized written proposals and presentations appropriate to various stages of the sales cycle and key buyer audiences. • Provide an accurate weekly, monthly and quarterly forecast with updated opportunity details. • Consistently meet quarterly sales quotas through disciplined execution of a territory-based sales plan with sufficient sales activities to deliver results. • Travel as required to prospects, customers, or marketing events (approximately 25%).

🎯 Requirements

• 2+ years of experience positioning and selling and/or implementing complex technology and/or software solutions. • Proven ability to cultivate a consistent pipeline and meet quarterly quotas by managing sales opportunities that vary from basic projects to complex RFP responses. • Superior communication skills with the ability to propose clear, compelling, and value-focused solutions. • Demonstration of in-depth knowledge of enterprise technology prospect qualification methodologies and sales cycle management. • Solution selling experience that focuses on solving client problems and delivering defined business value. • History of working with nonprofit organizations and/or educational institutions. • Experience working in diverse communities and across social, economic, and cultural differences. • Excellent time-management skills with the discipline to handle multiple tasks and adapt quickly to change in a fast-paced environment. • Experience with Salesforce and a variety of 3rd party applications, either as an end-user or as a systems administrator. • Google business apps experience preferred.