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:

1. Effective Communication: Ability to convey information clearly and persuasively to clients and internal teams.
2. Customer-Centric Mindset: Focus on understanding client needs and delivering value to enhance satisfaction and retention.
3. Negotiation & Influence: Skilled in reaching win-win outcomes while handling objections professionally.
4. Problem-Solving & Adaptability: Quickly adapt to changing situations and resolve challenges effectively during the sales process.
5. Collaboration & Teamwork: Work seamlessly with cross-functional teams (e.g., product, customer success) to ensure client success.

Technical Skills:

1. CRM Proficiency: Expertise in using platforms like Salesforce, HubSpot, or other CRMs to manage leads and track pipeline progress.
2. Sales Forecasting & Reporting: Ability to analyze data to forecast sales performance and generate insightful reports.
3. Product Demonstration Skills: Proficiency in delivering customized product demos tailored to client needs.
4. Proposal Writing & Documentation: Skilled in drafting persuasive proposals and service level agreements (SLAs).
5. 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