Account Executive, Strategic Enterprise

About this role

Description
Sprout Social is looking to hire an Account Executive, Strategic Enterprise to the Sales & Customer Experience team.
Why join Sprout’s Sales & Customer Experience team?
At Sprout Social, our Sales and Customer Experience team is the driving force behind how today’s most innovative brands use Sprout to power the future of customer connection. We sell and support the leading social intelligence platform for businesses, helping organizations unlock the full value of social data to drive strategic decisions. Through powerful social intelligence and trusted partnership, we enable teams to build authentic relationships and drive meaningful business impact.
In this role, you will collaborate with the brightest minds in the industry to support global giants like Salesforce, Airbnb, and Equifax. Just as importantly, we believe in the power of our people. You’ll find a culture that honors your ambition, encourages you to explore new horizons, and provides the framework for you to build a career that matters. If you’re ready to champion innovation and accelerate your impact, this is where you can do your best work.
What you’ll do

• Develop an account growth strategy with a select subset of named customer accounts, while working to develop net new pipeline that translates to revenue in assigned prospect accounts

• Manage the enterprise purchasing process in a global organization by working with partners across procurement, legal, security, etc.

• Own your numbers - consistently meet and exceed your quota

• Establish deep relationships within your book of business through multi-threading, achieving both executive or VP level and end user engagement

What you’ll bring
Sprout Social is looking for a highly driven and tech-savvy Account Executive with strong business acumen to join our expanding Strategic Enterprise sales team. Ideally, you will be equally driven by a customer-centric mentality to grow customer accounts.
These are the minimum qualifications that our hiring team is looking for in this role:

• 8+ years of software sales experience, with the majority in a closing role

• Proven success selling complex enterprise solutions

• Consistent overperformance in previous roles (top 5% of company)

Additionally, these are the preferred qualifications that would indicate a particularly strong candidate:

• Experience establishing deep relationships, presenting and selling to C-suite level decision makers across multiple functions

• Experience working in a ‘team selling’ environment and managing a team of supporting account resources

• Accurately forecasts and manages pipeline on a monthly and quarterly basis

• Fiercely passionate about the impact social media can have on a large enterprise

How you’ll grow
Within 1 month, you’ll plant your roots, including:

• Complete Sprout Social’s 3-week new hire training & onboarding program alongside other new Sprout team members. You’ll gain a broader understanding of our products and how your role fits into the organization

• Partner with the Director of Enterprise to define key success metrics for your role and how you will measure against them

• Meet with current members of the Enterprise Sales team individually to understand what’s working, what’s not, and gather learnings to implement into your role

• Shadow Account Executives on calls to learn sales strategies and positioning

• Dive right into our platform to learn about what makes our platform unique and why customers love our solutions

• Learn Sprout’s go-to-market messaging, key differentiators, develop and personalize segment-specific value propositions

• Learn the relevant customer stories and case studies to justify your value propositions with real ROI examples from the field

• Complete a demo and written certification to ensure comprehension

• Learn Sprout’s existing customer sales process by shadowing your peers

Within 3 months, you’ll start hitting your stride by:

• Meet with your entire book of business and begin the process of building relationships with key strategic stakeholders

• Understand the contractual language of all your customers and where we can expand our offerings by expansion into new business units or increasing utilization of our platform with existing customers

• Own your numbers - consistently meet and exceed your activity goals to build a fruitful pipeline that will provide consistent quota attainment

• Co-build account & territory plans with your BDR, Professional Services & Customer Success teammates

• Regularly meet with your BDR to define a relationship that ensures seamless communication and coordination on all net new business generation and expansion opportunities

• Conduct active research leveraging all available tools and data sources to understand your customers’ brand, culture, KPIs, partners, and success metrics so you can add value throughout your interactions and become a trusted advisor

• Gain a solid understanding of your customer’s internal transitions and mitigate the risk of churn

Within 6 months, you’ll be making a clear impact through:

• Have built solid relationships at the C-Level with your “book of business"

• Represent Sprout at conferences and engage potential leads in person at trade shows and events to continue to build our customer base

• Become a Sprout Social and social media expert to confidently speak to ever-changing trends, new product features and platform enhancements to help our customers solve high impact problems by realizing their full potential and accomplishing their goals

• Consistently achieve your revenue, pipeline and activity targets

Within 12 months, you’ll make this role your own by:

• Mentor and develop your BDR to become best in class at their respective functions and further advance their skill sets and career trajectory

• Step up as a leader to share best practices across the organization and help others grow from your experiences

• Consistently meet and exceed monthly…