Job Description
Enterprise Account Executive (Remote)
Remote
About You
Yembo is gearing up for a transformative year in our Insurance vertical! We’re seeking Account Executives to focus on selling into Enterprise accounts to help fuel our growth to $100M ARR. If you’re interested in joining a venture-backed startup using Computer Vision and AI to disrupt an outdated industry and want to accelerate your career, then read on…this might be a good opportunity for you!
Responsibilities
An Enterprise Account Executive will be the key person in driving the sales process from intro, discovery, and demo to close, and responsible for acquiring 12+ new Enterprise customers this year. You’ll be working directly with the VP of Sales, and the Customer Success team on a daily basis to execute our sales process and go-to-market strategy.
- Prospect into specifically targeted Enterprise accounts to develop new opportunities and conduct cold outreach on a daily basis
- Build account action plans to help define appropriate sales tactics for each account
- Use Yembo’s sales methodology (based on the Challenger Sale and MEDDICC) to engage key decision-makers, and develop relationships with economic buyers and champions
- Manage the full sales cycle, from running discovery calls and demos to managing trials, then negotiating and closing new business in order to hit and exceed your sales goals
- Work closely with cross-functional teammates in Marketing and Customers Success to execute an Account-Based marketing and sales approach
- Be a Yembo product and industry expert, teaching customers how to achieve excellent outcomes using our AI products
- Build and manage an active pipeline of qualified opportunities by leveraging the use of product trials
- Forecast pipeline accurately, and hit and exceed your targets and quarterly quotas
- Contribute to the ongoing development and improvement of our sales playbook, process, and methodology
- Occasionally attend industry conferences
- Report directly to the VP of Sales on a weekly, monthly, and quarterly basis
Requirements
- 6+ years of SaaS sales experience, while successfully carrying a low 7-figure quota in a closing role for at least 2 years
- Strong business acumen with a “management-consultant” approach towards offering a solution sale with a focus on value over cost and features
- Self-starter with a bias towards action who is comfortable with ambiguity, and demonstrates a willingness to learn and ramp quickly to solve problems
- Track record of consistently exceeding quota responsibilities
- High standard of excellence and strong attention to detail
- Ability to multi-task, prioritize, and manage time effectively
- You believe 100% is the minimum, are competitive by nature and have a desire to win
- Growth mindset and belief in getting 1% better each day – you know feedback and coaching will help accelerate your growth
- Passion for being the underdog and challenging the status quo
- Natural curiosity to understand customers and their business
- Possess a “don’t take NO for an answer” mentality – patience and persistence are key to success in this role
- Strong two-way communication skills with high EQ and the ability to understand the needs of others
- An eagerness to learn and contribute to the development of a best-in-class enterprise sales process and methodology
Bonus
- Experience or training in using the MEDDICC methodology for qualifying sales opportunities
- Experience using Hubspot, LinkedIn Sales Navigator, and/or ZoomInfo