Job description

Cavallo is actively seeking a results-driven Account Executive to join our team, focusing on driving new revenue through strategic sales efforts. The ideal candidate is a motivated self-starter with exceptional analytical and communication skills, dedicated to building lasting relationships with clients and actively contributing to the growth of Cavallo’s market share. The Account Executive will meet sales objectives and targets, move prospects through the discovery and proof-of-concept phases, and meet established sales goals and quota per the annual plan objectives. They will establish and execute a holistic territory plan that will include strategies and tactics in the following areas: territory planning, outbound lead generation, customer and partner relationship development, and target account segmentation. You will be required to diligently track all information in our CRM system and maintain a disciplined sales process and forecast hygiene. As an Account Executive, your key responsibilities will include: Prospect and develop a pipeline that is 3-5x assigned quota; Maintain a high level of daily/weekly activity including customer calls, partners calls, discovery, and pipeline generations; Learn the Cavallo product portfolio and value drivers in order to hone your authentic message; Collaborating closely with our technical sales engineers to present and demonstrate value to prospective new clients; Qualify, drive, negotiate, and close business over the phone, via virtual meeting, and in-person; Establish access and maintain relationships with key decision makers (typically at the C-Level) to drive all pertinent items related to sales strategy and goal execution; Maintaining records of all interactions, sales activities, and tasks in Salesforce; Providing activity and sales results reports to Sales Leadership; Collaborate with cross-functional teams (SDR, Channel, Marketing, Sales Engineering, Rev Ops, Product & Development, etc.) to create visibility with targets and drive engagement of target prospects at both the individual contributor level and executive level. This is the job for you if: You have 5-7 years of quota-carrying field sales experience in a fast-paced and competitive market with a focus on closing net new logos; You demonstrate the ability to open new accounts and run a complex sales process; You are skilled in building business champions; You have excellent negotiation, presentation and closing skills; You work closely with ecosystem partners, ISV/Alliances, and reseller partners to maximize and expedite deals; You have previous sales methodology training, specifically preferred in MEDDICC and Command of the Message; You possess strong verbal and written communication skills to effectively convey technical concepts to non-technical audiences; You can effectively collaborate with cross-functional teams, including sales, engineering, marketing, finance, product, and senior leadership; You are proficient in Salesforce and are able to track leads, opportunities, and manage sales pipeline. Even better if you can bring: A strong technology background with knowledge of ERP and distribution focused enterprises; Experience in the Microsoft ecosystem, VARs, and resellers. Why should you apply? Become a member of a #PeopleFirst organization that believes in instilling excellence in the people who make up our team; Sell exciting, innovative solutions that make a profound impact on customers’ business operations; Work with collaborative colleagues who seek out and value each other’s input and feedback; Strong leadership who believe in creating enormous and measurable value for our Customers. Key Benefits: Competitive Salary Package Medical, Dental, Vision, Life and STD Insurance Generous PTO and Work/Life Synergy Learning and Career Development Opportunities About Cavallo Cavallo is at the forefront of developing cutting-edge profit technologies for product centric brands and wholesale distributors. . We’re seeking the self-motivated, the hard-working, the problem solvers, and the dedicated to join our team of experts. We're focused on helping businesses grow, expand, or reshape how they do things by approaching each and every problem with energy, creativity, and confidence. Ingenuity, adaptation, and evolution are at the core for us at Cavallo. Our Grand Rapids based headquarters is focused on helping change the way organizations do business through our software products, customizations, expertise, and support. Our enterprise software solutions work with leading business applications, including multiple leading ERP platforms, and integrate with a wide range of apps and other technologies. Cavallo has been in the business of helping manufacturing and distribution companies increase productivity and efficiency since 2003. We got our start when a small business owner tasked a software developer with transforming a pile of clipboards and legal pads into a streamlined, efficient inventory management system. We have been sharing ideas and innovating ever since. Join Cavallo and help shape the next generation of data-driven enterprise solutions. If you are a visionary leader passionate about innovation, execution, and scaling world-class products, we’d love to hear from you!

Requirements

Must-haves

As an Account Executive, your key responsibilities will include:
Prospect and develop a pipeline that is 3-5x assigned quota;
Maintain a high level of daily/weekly activity including customer calls, partners calls, discovery, and pipeline generations;
Learn the Cavallo product portfolio and value drivers in order to hone your authentic message;
Collaborating closely with our technical sales engineers to present and demonstrate value to prospective new clients;
Qualify, drive, negotiate, and close business over the phone, via virtual meeting, and in-person;
Establish access and maintain relationships with key decision makers (typically at the C-Level) to drive all pertinent items related to sales strategy and goal execution;
Maintaining records of all interactions, sales activities, and tasks in Salesforce;
Providing activity and sales results reports to Sales Leadership;
You have 5-7 years of quota-carrying field sales experience in a fast-paced and competitive market with a focus on closing net new logos;
You demonstrate the ability to open new accounts and run a complex sales process;
You are skilled in building business champions;
You have excellent negotiation, presentation and closing skills;
You work closely with ecosystem partners, ISV/Alliances, and reseller partners to maximize and expedite deals;
You possess strong verbal and written communication skills to effectively convey technical concepts to non-technical audiences;
You can effectively collaborate with cross-functional teams, including sales, engineering, marketing, finance, product, and senior leadership;
You are proficient in Salesforce and are able to track leads, opportunities, and manage sales pipeline.
A strong technology background with knowledge of ERP and distribution focused enterprises;
Experience in the Microsoft ecosystem, VARs, and resellers.
Why should you apply?
Become a member of a #PeopleFirst organization that believes in instilling excellence in the people who make up our team;
Sell exciting, innovative solutions that make a profound impact on customers’ business operations;
Work with collaborative colleagues who seek out and value each other’s input and feedback;

Nice-to-haves

You have previous sales methodology training, specifically preferred in MEDDICC and Command of the Message;

Application prep

Use the role’s language and application details while tailoring your materials.

Platform: bamboohr
Effort: medium

Benefits

Benefits detected in the listing.

Dental

Vision

Pto