Enterprise Account Executive

Location

Texas | United States

Job description

Position Purpose and Impact

The Aspira Private and Local Campgrounds (PLG) division Enterprise Account Executive (EAE) for Local Government and Corporate Ownership groups is a pivotal role aimed at driving significant revenue growth through strategic account management and high-value sales initiatives. This position focuses on cultivating deep relationships with large public sector entities and corporate clients, leveraging a consultative approach to address complex challenges in their operations. By coordinating with a specialized team, the EAE oversees the entire sales process, from identifying and engaging key prospects to closing large deals, thereby contributing substantially to the company's strategic objectives and financial targets.

Responsibilities

The Enterprise Account Executive is tasked with spearheading our strategic initiatives within the public sector and high-value corporate groups, specifically targeting Local Government clients as well as corporate or investor-led ownership groups. This role is responsible for:

• Strategic Account Management: Overseeing the growth and development of high-value accounts, which are defined at Company disction, but can be assumed to have a keen focus on those exceeding $50,000 in value and aiming for an average deal size of $100,000, to achieve significant revenue and market share targets.
• High-Level Engagement: Engaging with senior decision-makers and influencers within County and City Governments and Corporate groups to understand their unique needs and challenges, positioning our solutions as key to addressing these.
• Complex Sales Cycles: Navigating complex sales cycles typical of large public sector and corporate accounts, ensuring a consultative approach that aligns with the specific requirements and procurement processes of these entities.
• Pipeline Development: Generating and managing a robust sales pipeline through strategic outreach, leveraging insights and data to identify and engage potential high-value clients.
• CRM and Sales Forecasting: Diligently maintaining our CRM system (HubSpot) with up-to-date information on all engagements, opportunities, and activities, providing accurate sales forecasts that reflect the high-value nature of the pipeline.
• Cross-Departmental Collaboration: Working closely with GTM team to develop targeted campaigns that resonate with the public sector and corporate clients, and with Customer Success to ensure a seamless and positive client experience that fosters long-term relationships.
• Value Proposition Communication: Articulating the unique value of our offerings in solving complex operational challenges faced by County and City Governments and Corporate groups, through tailored presentations and demonstrations.
• Compliance and Representation: Upholding company policies, procedures, and quality standards, representing the line of business and the broader company ethos in every interaction.
• Continuous Learning and Adaptation: Staying abreast of industry trends, government regulations, and corporate governance to adapt strategies and approaches for engaging with high-value accounts effectively.
• Event Participation: Representing the company at select trade shows, conferences, and industry events that are frequented by key stakeholders in the public and corporate sectors, to enhance visibility and engagement opportunities.
• Supports the Private and Local Campgrounds business and sales department by maintaining a work environment and presentation that is pleasant and approachable, fostering teamwork, collaboration, transparent communication, and accountability within all actions.
• Readily facilitates position within a flexible schedule as needed, traveling as needed for success in the role, and completing other duties as assigned. 

Desired Qualifications

•   Strategic Sales Acumen: Demonstrated experience in enterprise-level sales, with a proven track record of closing high-value deals, preferably with an average deal size of $100,000 and above. The ability to navigate complex sales cycles and engage effectively with high-level decision-makers in the public sector and large corporate entities is essential.
• Public Sector Understanding: Deep knowledge of the County and City Government operational frameworks, procurement processes, and decision-making hierarchies, with the ability to align our solutions to their unique needs.
• Corporate Engagement Expertise: Experience in engaging with Corporate or investor-led ownership groups, understanding their strategic objectives, and positioning our solutions to meet these goals.
• Proficient in employing a consultative selling approach that focuses on building relationships and understanding the intricate needs of high-value clients to provide tailored solutions.
• Ability to work effectively within a cross-functional team, leveraging internal resources to meet client needs and drive sales success.
• Exceptional communication, presentation, and negotiation skills, capable of articulating complex solutions in a clear and persuasive manner to high-level stakeholders.
• Strong critical thinking and problem-solving skills, with the ability to adapt strategies based on client feedback and evolving market conditions.
• Familiarity with sales CRM platforms, preferably HubSpot, and adept at using technology to manage sales processes, track client interactions, and analyze data to inform sales strategies.
• High level of integrity and professionalism, representing the company's values in all interactions and ensuring compliance with all regulatory and company policies.
• Practices behaviors that can be described as, “customer obsessed.” Building relationships and credibility and partners through proactive prospecting.
• Proficient at conducting product demonstrations, and helping prospects evaluate our software to help solve their park management issues.
• Effective within a team environment and as an individual contributor.
• Demonstrates keen critical thinking skills and an ability to strategically manage and resolve customer obstacles, objections, conflicts in any area of operation within the organization.
• Ability to work proficiently in a fast-paced environment while adapting to changing deadlines and priorities.
• Aptitude for recognizing opportunities where the company can provide clients further value, properly evaluating risks and advantages, to consistency expanding existing relationships, growing accounts and profit.
• Ability to work independently with minimum supervision and guidance, prioritize work, and handle simultaneous tasks with success and accuracy.
• Proactive, responsive, results oriented and resourceful, possessing the highest level of integrity and motivation.
• Practices excellent written, interpersonal, listening, and verbal communication skills; consistently sharing important information, and pro-actively digging into issues and people with a concern for holistic stakeholder success.

Desire Education and Experience

•   Bachelor’s degree in business, marketing, communications, or other related discipline.
• 7 years of experience in B2B sales, and at least 5 years focused on enterprise sales within a SaaS or related technology environment. Experience within the public sector or relevant corporate sales is highly desirable.
• 2 years’ experience managing a forecast with visible sales methodology training techniques.
• 2+ years within an Account Executive position in a B2B Saas environment with a demonstrated consistency achieving sales goals and quotas at a percentage which is considered Top-Performing.
• Visible hunter mentality and proven track record of pipeline generation including prospecting and qualifying accounts.
• Consistent track record of overperformance and consistent achievement of sales quotas.
• Previous experience selling within software technology or outdoors hospitality extremely beneficial.
• Previous experience in enterprise sales or working with a virtual account team beneficial.
• Previous experience in a startup environment preferred.

Desired Hardware and Software Competency

• Client Relationship Management Software proficiency with experience in HubSpot preferred.
• Understanding of Windows Operating System installation/support/command line, etc.
• Microsoft Suites Basic Level: familiar with suites in an office setting for email, presentations, etc.
• Microsoft Suites Intermediate Level: professional usage of suites in an office setting

General Physical Demands

The below physical demands are representative of those required to successfully perform the essential functions of this job.

• Visual Acuity: Close visual acuity to read and analyze data on a computer monitor.
• Hearing Ability: Must be able to communicate effectively in person, over the phone, and through electronic media.
• Manual Dexterity: Operation of a phone, keyboard, mouse, and general office equipment.
• Repetitive Motion: Regular and consistent use of hands and fingers for typing, writing, and other computer-related tasks.
• Lifting and Carrying: Occasional lifting and carrying of office supplies and materials weighing up to 10 pounds.
• Sedentary Work and Body Position: The majority of work is performed while stationary or sitting at a desk or computer workstation. Prolonged periods of sitting and working on a computer are required. The ability to maintain the required body positions for extended periods, including sitting and using a computer is required. The ability to move within an office setting as well as departing and returning to a workstation punctually for assigned breaks periods is required.

Job tags

Salary