Senior Account Executive at UserGems

Job description

UserGems is the AI Command Center for outbound and ABM. Think of us as the ‘brain’ behind your go-to-market. We capture account & contact data and buying signals to help companies know who to target, when, and why. Then, take the next actions via humans or AI agents to run personalized outbound and ABM at scale. UserGems has generated billions in pipeline and revenue for hundreds of start-ups and public companies. Companies like Hubspot, Workday, Crowdstrike, Mimecast, UserTesting, SAP, Outreach see more than 15X ROI in closed-won revenue from UserGems. We are looking for a full-cycle Senior Account Executive to accelerate UserGems' growth by prospecting and acquiring new customers in the mid-market space. This is a great opportunity for someone who thrives in a high growth environment and is self-motivated with an entrepreneurial spirit. As a Sr. Account Executive: You will manage the sales cycle from prospecting to close, focusing on the mid-market space You will be expected to source 20%- 30% of your own revenue by focusing on outbound sourcing efforts You will be able to clearly articulate, present and demonstrate our value proposition to prospects and customers You'll sell to buyers that are just like you - sales and marketers and position yourself as a trusted advisor You'll partner with the marketing team to effectively target accounts - top, middle, bottom of the funnel - to close deals quicker. Sales and marketing get along very well here - both are measured by revenue. How you'll ramp: ...within your first week... You'll get familiar with our product, sales process and tools You'll shadow on all sales calls You'll practice a few mock demos and product Q&A's with our team ...day 30... You'll run a few sales calls independently You'll multi-thread open opportunities via email, calls, LinkedIn, etc. You are familiar with our product, competition, common Q&A ...day 60... You’ll be actively managing an opportunity pipeline You'll be collaborating with marketing on campaigns, processes to accelerate the pipeline You'll close your first sale and ring the (virtual) closing bell! ...day 90... You'll be an integral part of our revenue team and success You'll provide ongoing feedback to the marketing and engineering teams based on prospect and customer feedback You'll recommend ways to improve our sales and success processes based on industry best practices What you've accomplished so far: At least 3-6 years as a full cycle SaaS account executive in the B2B space You have a firm grasp on SaaS sales best practices Selling into sales, marketing, or RevOps leaders is a plus Must have success in and enjoy the outbounding motion Can demonstrate a consistent track record of success in hitting quota You’ve become a trusted resource for your prospects, customers, and teammates Demonstrated ability to influence buying decisions by approaching prospects and customers in a consultative manner You’ve demonstrated the ability to communicate across various channels You are comfortable leading “business value” and “ROI” conversations Comfortable selling to VP and above, and comfortable navigating through multiple decision makers in an organization Compensation information- target OTE for this role is $192,000 annually, with a 50/50 base/ variable split. Final compensation package will be determined based on commensurate experience, qualifications, and demonstrated ability to perform in the role. Why you should join: You’ll be part of a fast-growing startup as it scales from 70 to hundreds of employees Customers love us! (see our Customers & Hall of Gems pages) Employees love working here (see Repvue & Glassdoor reviews) and stay a long time. Median tenure for Director+ is 5 years and median tenure for all employees is 3+ years. We just had our best quarter ever (by >2X) and signed our first 7 digit contract. We will be cash-flow positive by the end of the year and can create our own destiny. We're a remote-first company with employees across the Americas and Europe We have company & department-wide in-person off-sites around the world so that everyone stays connected We believe strongly in being customer-focused and data-driven in everything we do We value individual differences in the workforce and strive to make everyone feel welcomed and accepted, regardless of their skin color, gender or sexual orientation Health benefits & competitive salary

Requirements

Must-haves

You will manage the sales cycle from prospecting to close, focusing on the mid-market space
You will be expected to source 20%- 30% of your own revenue by focusing on outbound sourcing efforts
You will be able to clearly articulate, present and demonstrate our value proposition to prospects and customers
You'll sell to buyers that are just like you - sales and marketers and position yourself as a trusted advisor
You'll partner with the marketing team to effectively target accounts - top, middle, bottom of the funnel - to close deals quicker. Sales and marketing get along very well here - both are measured by revenue.
...within your first week...
You'll get familiar with our product, sales process and tools
You'll shadow on all sales calls
You'll practice a few mock demos and product Q&A's with our team
...day 30...
You'll run a few sales calls independently
You'll multi-thread open opportunities via email, calls, LinkedIn, etc.
You are familiar with our product, competition, common Q&A
...day 60...
You’ll be actively managing an opportunity pipeline
You'll be collaborating with marketing on campaigns, processes to accelerate the pipeline
You'll close your first sale and ring the (virtual) closing bell!
...day 90...
You'll be an integral part of our revenue team and success
You'll provide ongoing feedback to the marketing and engineering teams based on prospect and customer feedback
You'll recommend ways to improve our sales and success processes based on industry best practices
At least 3-6 years as a full cycle SaaS account executive in the B2B space
You have a firm grasp on SaaS sales best practices

Nice-to-haves

Selling into sales, marketing, or RevOps leaders is a plus

Application prep

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

Keywords to mirror

aigo

Platform: greenhouse
Effort: quick