Mid-Market Account Executive, SonarSource

• Strong communication and listening skills: handling objections and taking feedback and coaching
• Team player interested in seeing the company goals achieved alongside the team and individual goals
• Self-driven, desire to succeed, hungry and proactive attitude
• Proven successful 3-4+ years of experience in a B2B sales role, ideally in a SaaS or subscription model
• Focus on building and managing customer relationships
• Experience selling a technical product to a technical buyer
• Proven expertise in territory planning and prospecting, using various channels and tools for prospecting, such as Zoominfo, SalesLoft, LinkedIn, calling, and networking
• Expertise in navigating and growing a pipeline in prospect accounts and taking a deal from Lead Qualification to Closed Won
• Familiarity in supporting and selling to mid market customers and managing and negotiating (> 20k USD) deals
• Ability to drive the sales process effectively through phone calls, emails, and virtual and on-site meetings
• Proficiency in communicating with executive-level contacts and delivering value messages based on the persona you are engaging with (bottom/up and top/down approach)
• Salesforce.com expertise; you know it and can’t imagine sales without it
• Customer-Centric focus; We Want Happy Customers
• Written and spoken English at a professional level

Desirable

• Utilize your proven sales skills to prospect into your territory, identify customers’ buying circle and economic buyers, highlight product value, drive adoption, and significantly expand our customer base
• Engage with developers, decision-makers, and procurement in diverse industries and company sizes
• Seize this opportunity to directly influence the direction and processes of our Sales Team and organization as we grow
• Generate new leads and opportunities within an assigned territory, leading to closing business enabling you to exceed your revenue targets quarterly and yearly
• Manage prospecting sales efforts to target key accounts and work with the channel partners to generate a pipeline in your territory
• Use multi-channel strategy to engage with your prospects (Linked-In, email, videos, cold calls, meetings, etc.) and execute them to convert identified prospects into new logos
• Take ownership of your book of business: document the buying criteria, the buying process, the next steps and owners, and ensure pipeline accuracy based on evidence
• Size and quote customer software license needs
• Interact with prospects over phone, email, video conference, and on-site meetings when necessary
• Support marketing efforts with account-based customer-focused marketing campaigns
• Proactively engage in building, growing, and sharing sales team best practices
• Accurately capture and report all aspects of account and opportunity information within the SFDC platform
• Utilize Salesforce.com to set daily activity and accurately forecast opportunity pipeline