This SaaS Enterprise Development Executive will be a seasoned sales hunter, responsible for finding, qualifying, and closing deals within our Electronic Content Management (ECM) business. This individual will be focused on bringing in larger key accounts, with deals ranging from $2,500 to $10,000 in recurring monthly revenue and project related deals ranging from $100,000 to $1,000,000+. This individual will have a deep track record of successfully selling SaaS solutions to corporates across diverse industry verticals.

This individual will be in the unique position of spearheading a strategic initiative to bring in more large, key accounts to dramatically boost our already strong growth trajectory (the company has had three straight years of YOY growth via a successful sales organization selling a higher volume of mid-size to smaller deals, complimenting inorganic growth via strategic acquisitions).

Key Responsibilities

• Generating new sales leads with potential customers, focusing on corporates (in diverse industries) who have revenue of $100m and beyond and the budget to sign off on deals in which their monthly costs would range as defined above.
• Ensuring that all deals won are structured to maximize profitability and that contracts are in line with out standards and norms.
• Provide realistic sales forecasts in a timely manner and meet or exceed monthly, quarterly, and yearly quotas consistently. Provide additional documentation, reports and packages as needed for executive-level presentations, whether for internal leadership meetings or to our private equity partner.
• Utilize marketing and sales materials compellingly in pitch situations. Augment existing best-in-class materials with content that will speak more specifically to these larger deals and the needs and concerns of your own target clientele. Run technical demonstrations with enough understanding of the technology to be able to anticipate and answer client questions, address their concerns, etc.
• Cultivate reference accounts who are willing to share their positive experiences with our solutions to prospective customers.
• Keep up-to-date on the Electronic Content Management (ECM) industry, specifically, and on the trends driving the SaaS industry, generally.
• Development strong relationships within our technical teams to ensure that any customization of services are achievable and implemented according to the client’s unique asks.
• Work with Customer Care team to ensure that strong relationships are established, onboarding/roll-outs go smoothly, and to ensure customer satisfaction on an ongoing basis so that – ultimately – customer retention is impacted positively.

Qualifications

• Bachelor’s degree (required).
• Minimum of 7 years of experience selling SaaS deals in the relevant size range, meeting or exceeding quotas regularly.
• A thorough understanding of consultative sales and building key relationships to understand, advise on, and provide solutions to unique customer problems and challenges.
• A track record of successful price negotiations and ensuring that contracts are set-up profitably via a focus on value-based selling.
• Excellent communication, interpersonal, problem-solving, presentation, and organizational skills.
• Ability to present compelling to C-Suite, other upper-level management, and investors.
• Ability and willingness to travel, as appropriate, to customers, relevant industry events, and off-sites.
• An unwavering commitment to doing business with the utmost integrity and commitment to ensuring customer satisfaction.