Enterprise Account Executive

Certinia Inc.; Austin (TX); Hybrid; USD 100,000 - USD 150,000; Full time

Job summary

A leading software company in Austin, Texas is seeking a motivated sales professional for a Net New sales role. You will focus on selling the Professional Services Automation solution to enterprise accounts in the UK and select European markets. The ideal candidate will have a strong background in B2B SaaS sales, possess excellent communication skills, and thrive in a fast-paced environment. This position offers the opportunity to build a strong customer base and exceed ambitious sales targets.

Qualifications

• Proven success in achieving monthly quota targets in B2B SaaS.
• Experience in major B2B SaaS sales with long sales cycles.
• Strong communication and presentation skills.

Responsibilities

• Achieve monthly quota targets while developing a customer base.
• Manage complex sales cycles and present value to C-level executives.
• Develop strong relationships with partners.

Skills

Sales experience in B2B SaaS

Ability to self-generate new business

Excellent communication skills

Experience selling to C-level

Organisational and time management skills

Tools

Salesforce CRM

Job description

Certinia delivers a Services-as-a-Business platform that powers and connects all aspects of services operations, from services estimation and delivery to customer success management and financial planning and accounting. The company’s Professional Services Automation (PSA), Customer Success (CS), and Financial Management (FM) solutions, delivered on Salesforce’s leading cloud platform, provide the ability to run a connected services business, deliver with intelligence, and achieve business agility. Headquartered in Austin, Texas with presence around the world, Certinia is backed by Haveli Investments, TA Associates, General Atlantic and Salesforce Ventures. For more information, visit www.certinia.com.

THE ROLE

Become an integral part of a rapidly growing team responsible for selling Certinia cloud applications. The successful candidate will play a fundamental role in achieving our ambitious customer acquisition and bookings growth objectives. We are seeking a highly motivated sales professional with a strong focus on selling our Professional Services Automation solution into Enterprise accounts (typically 2000 to 10000 employee organisations) in the UK and selected European markets (currently Nordics, Benelux, and DACH). The ideal candidate will have excelled in a scale-up environment and have a strong understanding of enterprise SaaS/Cloud applications. This is a Net New sales role aimed at acquiring new customers and then growing them over the first 1-2 years of their contract.

WHAT YOU WILL DO IN THIS ROLE

• Achieve / exceed monthly quota targets, while developing and building a strong customer base
• Use the range of market leading tools provided to effectively prospect to uncover new sales opportunities within assigned territory
• Manage complex sales-cycles and effectively present the value of our applications to C-level executives of organisations with 1,000+ employees
• Build strong working relationships with our partners, in particular within the Salesforce ecosystem, to develop go to markets
• Develop a deep understanding of the product offering, customer need, and competitive landscape
• Excellent communications skills - oral, written and presentation
• Forecast accurately and maintain all sales cycle activities within the Salesforce CRM system in accordance with Certinia sales process and methodology

WHAT YOU NEED TO BE SUCCESSFUL IN THIS ROLE

• Proven success in consistently achieving/exceeding monthly quota targets in technology-based salesin the B2B SaaS industry
• Hunter mentality with extensive experience self-generating new business
• Display a Growth Mindset when facing the challenges of scaling a business into new markets, working positively with the wider team to find solutions.
• Working knowledge/experience of selling a major B2B SaaS platform with sales cycles of 6-12 months, and deal values of $100k to $1m+.
• Prior knowledge or experience of the PSA space an advantage.
• Experience of selling into C-Level suite
• Ability to thrive in a fast paced and high growth business environment
• Excellent communication (written, oral) and presentation skills (in-person, virtual)
• Experience working with ROI, cost modelling and other quantitative techniques to educate and persuade potential buyers
• Excellent organisational, prioritisation, and time management skills

WHAT ELSE WOULD BE GREAT

• Strong network within the Salesforce ecosystem