The Account Executive will play a pivotal role in converting qualified leads into loyal customers through meaningful engagement, tailored demonstrations, and strategic negotiations. This role is essential in driving revenue growth and maintaining long-term client satisfaction, from initial contact through to contract signing and handover to Client Success.
Key Responsibilities:
1. Client Engagement & Discovery:
- Lead meetings with SQLs to understand their challenges, goals, and expectations.
- Build rapport by actively listening and offering tailored solutions.
2. Product Demonstrations:
- Deliver customized demos to address specific client needs.
- Use storytelling and real-use cases to showcase product value.
3. Proposal & Negotiation Management:
- Prepare targeted proposals with clear solutions and pricing.
- Lead negotiations to secure mutually beneficial deals.
4. Conversion & Deal Closure:
- Guide SQLs through the pipeline from SQO to closed-won deals.
- Track opportunities and resolve any objections efficiently.
5. Handover Process & Internal Coordination:
- Collaborate with teams to finalize SLAs and streamline onboarding.
- Ensure smooth handover to Client Success while maintaining oversight.
6. Relationship Management & Customer Retention:
- Cultivate long-term client relationships for future needs and upselling.
- Monitor satisfaction to ensure a positive post-sale experience and gain referrals.
7. Continuous Feedback & Improvement Loop:
- Provide feedback to improve SQL quality for lead generation.
- Share client insights with content, product, and tech teams for future improvements.
Key Performance Indicators (KPIs):
- SQL to SQO Conversions: Percentage of SQLs successfully converted into SQOs.
- Closed-Won Deals: Number of deals closed with signed contracts.
- Revenue Generation: Total revenue contributed to the company.
- Internal Feedback: Frequency and quality of feedback provided to the lead generation, content, and product teams.
- Client Satisfaction & Retention: Measured through NPS, CSAT scores, and repeat business.
Behavioral Competencies:
- Effective Communication: Ability to convey information clearly and persuasively to clients and internal teams.
- Customer-Centric Mindset: Focus on understanding client needs and delivering value to enhance satisfaction and retention.
- Negotiation & Influence: Skilled in reaching win-win outcomes while handling objections professionally.
- Problem-Solving & Adaptability: Quickly adapt to changing situations and resolve challenges effectively during the sales process.
- Collaboration & Teamwork: Work seamlessly with cross-functional teams (e.g., product, customer success) to ensure client success.
Technical Skills:
- CRM Proficiency: Expertise in using platforms like Salesforce, HubSpot, or other CRMs to manage leads and track pipeline progress.
- Sales Forecasting & Reporting: Ability to analyze data to forecast sales performance and generate insightful reports.
- Product Demonstration Skills: Proficiency in delivering customized product demos tailored to client needs.
- Proposal Writing & Documentation: Skilled in drafting persuasive proposals and service level agreements (SLAs).
- Tech Tools & Platforms: Familiarity with online meeting tools (Zoom, MS Teams) and productivity software (Excel, PowerPoint).
Qualifications & Skills Required:
- Experience: Minimum 3-5 years in sales or account management, Experience in selling software solutions or HR technology
- Education: Bachelor’s degree in Business, Marketing, or a related field (or equivalent experience).
- Prior experience in SaaS or digital learning platforms.
- Sales, Account Management, and Client Relationship Management skills
- Ability to understand and articulate technical concepts to non-technical stakeholders
- Strong negotiation, excellent communication and presentation skills.
- Knowledge of talent management, workforce development, or HR practices