Account Executive, Enterprise

Little Ferry, NJ, United States

Account Executive - Enterprise (Remote USA)

About Drift

Drift, the Conversation Cloud company, helps businesses connect with people at the right time, in the right place with the right conversation. Using the Drift Conversation Cloud, businesses can personalize experiences that lead to more quality pipeline, revenue and lifelong customers. Drift brings Conversational Marketing, Conversational Sales and Conversational Service into a single platform that integrates chat, email and video and powers personalized experiences with artificial intelligence (AI) at all stages of the customer journey. More than 5,000 customers use Drift to deliver a more enjoyable and more human buying experience that builds trust and accelerates revenue. Representing less than 1% of unicorns led by Latino founders, Drift is building an equitable, enduring company to transform the way businesses buy from businesses.

What You’ll Be Doing On The Team

Drive revenue by meeting and/or exceeding sales quota on a monthly, quarterly and annual basis

Develop and execute sales strategy with an emphasis on hunting for net new logos

Develop new business opportunities by analyzing and proactively targeting high-value needs across multiple functions and business lines

Experience strategically farming for opportunities within a customer base and working with post sales account teams to manage retention and expand spend of accounts.

Execute a complex, value-based sales process encompassing multiple stakeholders and buyer groups and formulate highly impactful organization-wide recommendations

Experience selling into Marketing, Sales, Operations, and building relationships with C-Level executives

Build strong account plans for prospects and customers within your territory

Comfortable team-selling and leveraging internal resources and Subject Matter Experts to close business

Partner with Solution Consultant team to scope solutions for our clients

Create high impact presentations and Business Cases designed to highlight additional value to clients

Negotiate sound financial agreements which are solid business solutions for Drift and our clients

Follow a well-adapted approach to maintaining a rolling 4Q pipeline. Keep pipeline current and quickly qualify opportunities

Experience co-selling with partners is a plus

Travel as needed

In one month you'll

Attend comprehensive organization training and learn the Drift solutions and value provided to our Enterprise customers

Complete our in-depth product training, including learning how to use the product for your own business

Develop a regular meeting cadence with your Sr. Sales Director

Meet with key players in the Customer Success, Marketing, Product and Sales Operations teams

Shadow a minimum of 10 prospect meetings with Enterprise sales colleagues

Build out your strategic quarterly and annual territory plan

Identify and target prospects similar to our most successful customers

Draft your plan of attack for hitting your first quarterly quota

By month 3 you'll

Master Drift product and have a good understanding of the industry and competition

Fully understand our internal ecosystem and be able to collaborate cross-functionally to provide a best in class sales process

Conduct deep research on priority accounts identified in your territory

Build pipeline through well-crafted prospecting messages and videos

Determine your "Sales Math", your activity needed to generate the right amount of pipeline to hit or exceed your quota

Determine you inbound and outbound prospecting mix strategy

Work with you Solutions Consultant to and present software demos and successfully guide prospects through the buying process

Close your first deal

By month 6 you'll

Build and manage a strong pipeline of prospective customers and provide accurate sales forecast through Salesforce

Drive complex, enterprise deals from initial contact through close within a fast paced environment

Review Top Account close plans with Sales Director and identify potential gaps

Exceed or on track of quarterly quota

Work with your manager to identify a plan of continued growth

Bring your thinking, strategy and ideas to the team to advance our unique culture and vision for the future

Set up time with your Sales Director to discuss your professional development interests

About you and what type of skills you’ll need:

6+ years of Enterprise B2B SaaS sales experience

3+ years of experience selling complex solutions to C-level Marketing and Sales professionals

Demonstrable track record of above target performance

Sales Excellence and a creative, problem-solving mindset

Excellent forecasting, reporting, and communication skills

Extraordinary presentation and interpersonal skills, and an ability to interface to senior levels of an organization and develop productive C-level relationships

Proven ability to lead an effective sales process and close new business

Proactive territory management, prospecting, and ‘trailblazing’

Smart, organized, self-motivated, flexible and team player

Intellectual curiosity and a desire to grow a business

Experience with working in a growing company selling a product for a category creator; products not budgeted for already

Experience with Sales tools such as Salesforce, Clari, Gong, and Docusign

Familiar in MEDDPICC and Force Management Methodology

Drift is committed to being an equal opportunity employer.

We know that applying for a new job can be intimidating. But guess what? At Drift, there is no such thing as an “ideal candidate.” We believe in the power of teamwork -- and in the desire to learn something new every day. We believe in hiring people, not just skills. Take it from our Founder.

If this sounds like a company you would like to join and a role you would thrive in, please don’t hold back from applying! Whatever skills you bring to the table or background you’re coming from, we welcome you to start a conversation with us. We need your unique perspective for our continued innovation and success. We’re looking forward to learning more about you!

Drift is committed to providing reasonable accommodations for candidates with disabilities in our recruiting process. If you need any assistance or accommodations due to a disability, please let us know at [email protected].

For US residents: The base salary range for this role’s listed level is currently $240,000 to $260,000. Through a review of equity with other team members, market data, experience, knowledge, skills and the abilities of the applicant, the level and salary ranges may change. Sales roles are also eligible for incentive pay targeted at a percentage of the base salary.

For California candidates, attached is the link to Drift's Candidate Privacy Notice.

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