Account Executive (East Coast Territory)
Howard County, MD
Sales – Sales Operations /
Full-time /
Remote
A qualified Account Executive brings B2B field sales, direct territory management experience, and has successfully originated, sold, and managed accounts from SMB to midsize to Enterprise. This individual is solution-oriented, has personal drive & enthusiasm, integrity & team orientated, and the ability to build strong relationships quickly.
You are a natural pace-setter and your agility, intelligence, resourcefulness and focus on results, are the keys to your success. You will be responsible for evangelizing Zūm solutions to schools and districts, actively managing the entire sales cycle including prospecting & qualifying, developing new relationships with business/C-level decision makers, delivering in-person presentations, negotiating contracts, closing business, and driving market share.
Account Executives will have proven “hunting” skills and will be responsible for developing and closing net new business and expanding business in existing Zūm accounts, meeting assigned quotas and goals, and managing accounts and growth in their respective territories.
Responsibilities
- Achieve assigned quarterly and annual quota targets and goals
- Actively prospect, uncover, qualify, develop, manage, and grow assigned territory to identify, cultivate, and close net new customers for solutions, as well as, cross-sell and up-sell services to existing Zūm customers
- Evangelize the Zūm vision to decision makers through coordinated efforts, in-person presentations/meetings, events, relationship development and networking, and target-specific initiatives with field marketing
- Develop and execute on territory & account plans to deliver maximum revenue potential
- Manage all sales activities, opportunity pipeline updates, and deliver weekly forecasts
- Conduct discovery & face-to-face meetings/presentations w/ prospects/customers, qualify & manage opportunities, & allocate time & resources accordingly
- Manage prospect/customer evaluations, pilots, proof of concepts, and any RFP/BIDs/RFIs
- Attend regional trade shows and key territory events
- Regularly canvas territory with in-person drop-ins and create Zūm presence & awareness
- Deliver and manage key correspondence, feedback, communication, and market/customer learning to core stakeholders both internal and external
- Coordinate and work cross-functionally with respective Ops team and extended team members to manage daily activity and detail for quotes, proposals, and continual business continuity
- Ensure an outstanding positive prospect/customer experience & make our customers successful
Requirements:
- Minimum of 4-6+ years of successful, direct quota bearing sales experience selling B2B applications/solutions.
- Experience selling within the mobility/transportation/logistics industry, education system (private and/or public schools), or a related field
- Experience launching and growing a new market is a strong plus
- History of quota over-achievement in highly competitive markets & proven track record in evangelistic selling of new technology solutions and services
- Experience in managing varied sales and evaluation cycles, presenting in person, conversing with & compelling the C-suite
- Change master, not stymied by ambiguity, and easily adapts in a rapidly expanding and fluid environment
- Strong leadership, bias to action, and accountability for results
- Outstanding communication, presence, & presentation skills a mustSt
- rong negotiation skills and well-developed procurement acumen
- Keen technical aptitude and CRM forecast discipline
- Effectively manages time, activities, details and the needs of the business daily
- Four-year university/college degree preferred
The targeted base salary range for this role is listed in the compensation section below. Actual salary may be above or below this range based on factors such as location, skills, and relevant experience. In addition, this position may include additional compensation in the form of bonus, equity, or commissions. If you are a full-time salaried or hourly worker, we offer the following benefits: Medical, Dental, Vision, 401(k), Holidays, Wellness, Vacation, and more. The targeted pay range for this role in US is: $75k-85k
