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Transaction management technology that you adopt in minutes

SMB Account Executive

$65k – $75k • No equity
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Life of an SMB Account Executive at ProDeal:
ProDeal is on a mission to secure and streamline transactions across the globe. As an Account Executive, you will partner with organizations to listen to their challenges and align our incredible platform to deliver positive business outcomes.

The Account Executive is a true “hunter” and “challenger” sales role, focused on closing sales and winning new business within a named account list. In this role you will be hunting new logos, building strong relationships, and working in a fast-paced team environment. You will have an opportunity to showcase your entrepreneurial spirit and a continual desire to learn new skills, win big and lead by example. You will be a “challenger” and a “trusted advisor” to both your customers and peers.

You will have an opportunity to source leads through networking events, trade shows, customer referrals, partner channel relationships, but more importantly through the virility of the ProDeal platform.

ProDeal is a uniquely viral platform, where license-holding hosts invite on average of 6-10 guests to the platform on each deal (think of a conference bridge, you may be the license holder of webex, but when you invite a third-parties to a conference call, you are exposing them to the webex platform, thus showcasing its functionality and value).

As an AE you have an opportunity to derive leads through converting “Happy Guests to Paying Hosts” leveraging courtesy “Check up” calls to transition to discovery and then identify future use cases and close for next steps.

In an effort to ensure new ProDeal users are engaged and comfortable with the platform (understanding the basic features and functionality that is most pertinent to them in their respective role in the deal lifecycle), we have our mid-market sales team “checkin-in” on the new user’s experience. The purpose of these calls are two-fold:
1) Remove any technical barriers to adoption/consumption and assist them to expedite their learning curve; ultimately leading to a good experience and business outcome, which aids in customer retention.
2) Subtly guiding ProDeal guests through our sales motion, in an under-the-radar manner. In other words, If they like ProDeal you will ask what features they specifically like and why (these are their “anchors” “drivers” or “hooks”, which we will use as a mechanism to win their business). These stated benefits or ah-ha moment, as well as understanding their upcoming pipeline, can be leveraged to convert them from guests to license-holding hosts.

Having empowered the new user with a more streamlined and less cumbersome way to close the deal, you will now segue the conversation from this deal (where they are serving as a counterparty “guest”) to future opportunities or use cases to leverage the PD platform.
This ultimately happens through a series of conversational/non-invasive discovery questions to understand their business, workflow (including existing tools used) and associated pain points.
Discovery calls, demos and new user “check up” calls is how you’ll spend half of your time.
The other portion of your time you will represent the company as spokesperson and subject matter expert at panels or trade shows, or events. Your goal is not only leveraging these platforms for business development purposes, but ultimately you will position yourself as an influencer and thought leader, leveraging your unique background to grow the ProDeal brand in the CRE/Finance community. You will serve as a ProDeal evangelist, speaking on panels, attending trade shows, writing articles and leading webinars to bridge the critical gap between business and technology.

Minimum Responsibilities:
- Drive adoption and consumption of the ProDeal Platform in named accounts
- Meet or exceed sales quota, successfully managing the deal from start to finish
- Uncover new business and creative ways in which to evangelize the ProDeal vision and story with both prospects and existing customers
- Effectively demonstrate challenger sales approach in customer conversations to shift from vendor to trusted advisor; educating the customer and taking control of the conversation
- Accurately forecast sales activity, pipeline management and revenue achievement through proper use of sales tools
- Qualify sales opportunities based on ProDeal’s sales methodology: ideal customer fit, needs/requirements and success criteria
- Build and execute strategic account plans for each target account
- Effectively leverage internal resources in sales campaigns to ensure sales success
- Work effectively with your peers and ProDeal partners to deliver joint value propositions for prospects
- Develop strong, long-lasting relationships with key customers and executives
- Represent the company as spokesperson and subject matter expert at panels or trade shows, or events
- Ability to close lower value sales opportunities, while at the same time driving and managing larger, complex deals
- Develop and deliver customized sales presentations, platform demonstrations and contract negotiations via phone, web or in-person
- Willingness and ability to travel, typically about 25%

Total Compensation and Benefits Package:
- Base Salary
- Uncapped commissions
- Full Benefits (Health, Dental, Vision, Disability, Life Insurance)
- PTO and Holidays
- Performance bonus eligible

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