OUTBOUND ACCOUNT EXECUTIVE
SUMMARY: For over a decade, PEX has been on a steady march to build and evolve solutions that help small and medium-sized organizations manage payments-related activities more efficiently, nimbly, and competitively. The mid-market segment has been steadily increasing in fit and adoption to the PEX product due to it’s breadth and ease of integration into most major ERPs and accounting tools, and our emphasis on highly customized and nuanced structuring of the product to support our primary industries.
PEX has evolved into a robust, secure SaaS solution with a deep suite of workforce spend management capabilities, advanced card controls, real-time visibility into card usage, and improved reconciliation processes. More importantly, we are providing a better, more effective solution for thousands of organizations and hundreds of thousands of people in the workforce. We work each day to find new ways we can help our community of customers operate more efficiently.
WHO YOU ARE:
Under the guidance of the Senior Director of Sales & Partnerships, the Account Executive is a hunter with an outbound mindset and is responsible for a full cycle sale, requiring them to be skilled at working autonomously to prospect, identify and engage with vertical specific prospects, through daily cold calling and outbound efforts to create pipeline, engage decision makers and acquire net new business across to PEX.
The sales AE is responsible for a multi-product pitch, understanding the importance of deep discovery and solution knowledge along with industry context to sell the full PEX suite of products. You are a builder, collaborative, and a team player able to impact not only our bottom line in sales performance but also have the ability to level up those around you. While testing, innovating, and iterating your approach you contribute to the wins of your team by continuously improving process and best practices by sharing and documenting your learnings and wins along the way as we scale out this organization As a hunter, your role demands that you leverage strong prospect discovery and strategic qualifying to uncover engage proactively, identify and quantify prospect needs and align them with tailored solutions provided by PEX to close the deal.
The Outbound AE will focus on hunting and closing new logos using a blend of value selling, Sandler method, and consultative approach to gain a deep understanding of prospect needs in order to align with PEX platform’s multi-product suite. Account Executives should have a growth mindset and be focused on continuous improvement, demonstrating a willingness give and receive feedback at a rapid rate, with an emphasis on application post delivery and an ownership mentality over development items
WHAT'LL YOU DO:
● Through a high volume of outbound activity (e.g. calls, emails, social touches), you will source new leads in targeted verticals to create pipeline and close new business logos across the PEX product suite
● Think critically to collaborate and refine messaging, pitch, value proposition, and positioning of PEX across assigned your book
● From sourcing to close, you will own and manage the end to end full quota driven sales cycle
● Using a codified sales process evaluation, discovery, prospect alignment and to determine the best products to implement as a solution.
● Proactively work with sales leadership, team, and marketing leadership to suggest, provide feedback and ultimately improve messaging, pitch, value prop and positioning to optimize conversions and drive new business acquisition to the entire organization
● Deliver engaging tailored pitches for prospects who fit our target audience, focusing on problem identification and solution alignment
● Ask for the close. This Account Executive has a closer mentality, focusing on driving sales cycles to then end zone: yes, no, and rarely “maybe.”
OTHER RESPONSIBILITIES
● Serving as the subject matter expert to customers, you will help solve business problems and guide clients to improve workflow challenges.
● Work collaboratively with cross functional stakeholders to shape GTM strategy and execution
● Owns sales numbers: Attainment to Quota and Target (MTD, rolling averages), Sales KPIs, Funnel Metrics, and ability to articulate the areas of opportunities within their funnel at any point in the sales month.
● Maintains professional and technical knowledge; reviews professional publications; establishes personal networks; benchmarks state-of-the-art practices; participates in professional societies. 50% or greater travel is required as needed (tradeshows, conventions, and onsite sponsorships for partnership and industry events)
● Executive presence and professionalism are a must, with an ability to manage and run onsite events with thoughtful and driven actions that positively represent the PEX team at large while also ensuring objectives of onsite are met (e.g. acquisitions, connections, etc)
REQUIRED SKILLS & QUALIFICATIONS:
● 5+ years of experience in outbound (seller/acquisition) sales (preferably in Saas or Fintech) in a quota carrying role
● Comfortable in making a high volume of daily cold calls to targeted prospects
● Experience in high velocity sales with ability to drive multiple pitches a day through outbound effort
● Ability to collaborate and create sales materials and cadences (e.g. email copy, linkedin messages, and overall pitch selling resources)
● Source and close leads that fit PEX ICP and align with company OKRs
● Demonstrated ability to meet and/or exceed determined sales targets and activity quotas.
● Proficient in Salesforce (minimum of 2 years), Google Workplace, ZoomInfo,Gong, or other sales-related tools and platforms
● Demonstrated ability to work independently in ambiguous contexts and ultimately drive clarity and solutions through by owning results and collaboration well executed across cross-functional teams
● High team engagement and positive attitude towards opportunities or new challenges with strong organizational skills, follow-up, and attention to detail BENEFITS:
● Uncapped Commission ● New Hire Ramp Protection (first 6M) ● 401(k) matching ● Unlimited Paid Time Off (PTO) ● Health Insurance ● Remote Work ● In-Person Events & Sponsorship Attendance
Job Type: Full-time
Pay: $80,000.00 - $160,000.00 per year
Benefits:
- 401(k)
- Dental insurance
- Health insurance
- Paid time off
- Vision insurance
Location:
- Remote (Preferred)
Work Location: Remote
