Enterprise Account Executive

🕒 il y a 15 jours

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Dodge Construction Network

Site WebLinkedInTous les Emplois

501 - 1000 employés

Fondée en 1891

🤝 B2B

☁️ SaaS

🏪 Place de marché

B2B • SaaS • Marketplace

Dodge Construction Network est un fournisseur d'intelligence de marché dans le secteur de la construction et d'outils de connexion numérique qui aident les entrepreneurs, architectes, ingénieurs, fabricants et fournisseurs à trouver des projets, gérer les appels d'offres et se connecter avec les décideurs. L'entreprise offre un annuaire consultable de projets, plans, spécifications, données de produits/fabricants et objets BIM, des pistes de RFP/RFQ vérifiées, des prévisions et analyses, ainsi que des services de conseil via des plateformes SaaS et des solutions basées sur les données pour soutenir la croissance des entreprises sur les marchés de la construction commerciale et résidentielle.

Description

• 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

🎯 Exigences

• 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