Mid Market Account Executive
$90,000–$105,000 year
RemoteUnited States
Job Summary
Articulate the Honeycomb product value proposition and tailor ROI messages to customer use cases while conducting discovery calls, presentations, and demos with technical audiences. Prospect and develop opportunities within SMB and mid-market accounts, navigating from individual contributors to technical and business decision-makers. Manage the full sales cycle from prospect to close, ensuring successful implementation and adoption through coordination with engineering, marketing, product, and customer success teams. Track all opportunity details and forecasts in Salesforce, contribute to post-mortem analysis on wins and losses, and build strategic territory and account plans. Develop expansion opportunities from the existing customer base to land upsells while acting as the voice of the customer to drive product improvements.
Required Qualifications
- 2-3 years of experience in a SaaS selling environment
- Preferably at an APM, Monitoring or Log Management SaaS provider and with a record of exceeding quota
- Experience developing and/or managing full sales cycles from prospect to close, particularly to engineering teams at small to medium sized accounts
- A strong understanding of the software development lifecycle, preferably gained by selling software products that target a part of it
- Experience working with customer champion to scope an achievable, valuable POC to appeal to the buyer
- Demonstrated ability to build effective territory plans and generate self-sourced opportunities within a defined territory
- A true desire to see customers benefit from the investment they make with you
- Ability to leverage established relationships and proven sales techniques for success
- Strong written/verbal communication skills
- motivated, driven and results-oriented
- You share our values, and work in accordance with those values
- Plus: Experience with MEDDPIC/ CoM
Desired Qualifications
- Preferred experience in negotiation, presentation and closing
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