Mid Market Account Executive, Crossbeam
+ Stock Option Plan + Equity
More information about location
Partner ecosystem platform
Open for applications
Partner ecosystem platform
101-200 employees
Open for applications
+ Stock Option Plan + Equity
More information about location
101-200 employees
Company mission
To create a more connected business world by powering the exchange of data between companies.
Role
Who you are
- You have 6+ years of experience in a B2B SaaS closing role and can easily point to repeatable processes you’ve used for success
- You have an understanding of Partnership programs and the value ELG brings to a company's go-to-market strategy and overall success
- Proven success of navigating large organizations and understanding how our technology can drive value across multiple business units
- Bonus points: experience in a product-led growth company with freemium offerings
- You love getting answers. You use the internal resources and subject matter expertise at your disposal to really geek out on what you’re selling
- You are a hunter. Following a lead, building relationships with internal champions, and closing deals gets your blood pumping
- When you don’t know how to do something, you’ll admit it and make a quick assessment of whether it’s something you can figure out, if you’ll need help, and where that help should come from
- You are passionate about business technology. The problem that Crossbeam solves — and how we are solving it — excites you
- You know what it means to crush your quota and you chase that excitement. Winning excites you and losing is just a temporary nuisance on your path to the next win
- You are confident because you know your stuff. You are comfortable speaking with the highest levels of an organization with tact, sincerity, and accuracy
- You speak your mind, have no issue raising concerns with company leaders, but are also able to “disagree and commit” when things don’t go your way
- You have well-honed sales chops, but are humble enough to always be learning from those you encounter
- You just read this whole list and got more excited than concerned
What the job involves
- As an Mid-Market Account Executive, your primary focus will be acquiring new clients and expansion in mid to large accounts (200 to 3,500 employees).
- You will analyze customer challenges, identify key stakeholders, and expand their perspective on how Crossbeam can revolutionize their partnership strategies. We are the industry leader in ecosystem led growth, which means you will help our customers drive revenue through ELG for our customers, understanding their wins are our wins too
- Close New Business. Drive significant business growth by breaking into new logos and driving expansion within our mid-market customer segment, contributing to the achievement of revenue goals
- Goals & Metrics. Achieve and exceed monthly/quarterly quotas of pipeline and closed business. Understand how your quarterly goals impact the larger company goals
- Collaboration. Work closely with internal go-to-market teams such as partnerships, sales, and customer success to understand our customer's challenges and inspire new use cases. Partner and build trust with cross functional teams like legal, security, & product
- Product Expertise. Build and maintain an in-depth understanding of the Crossbeam product and articulate the unique value it delivers to customers. Stay up to date on new features and use cases
- Value Selling. Gain a deep understanding of our customers and how Crossbeam can positively impact their business. Complex deal management and strong understanding of MEDDICC
- Ecosystem Engagement. Build relationships prospects, decision makers, and executives via email, phone, social media, and events. Know that every conversation can be potential for growth
Application process
- HR interview - 30 minutes
- Call with Director of Mid Market Sales - 30 minutes
- Individual interviews with core team members - 30 minutes (1 to 2 different interviews with revenue team members)
- Project that highlights your sales chops - 60 minutes presentation (Director of Sales and CRO)
- Call with CRO - 45 minutes
Our take
In recent years, the demand for partnership roles at tech companies has witnessed a significant surge. However, a challenge persists: companies lack a secure means to cultivate relationships without divulging excessive data. Addressing this issue, Crossbeam positions itself as the "LinkedIn for partnerships".
By offering an account mapping service, Crossbeam allows users to gain a comprehensive understanding of their shared accounts. Pioneering this service, the platform boasts a user base of over 17,000 companies, attributing its remarkable growth to a network effect fueled by customer recommendations. With well over $110M in funding raised to date, Crossbeam's financial support underscores the robustness of its services.
The company is poised for continued substantial growth, driven by the ongoing network effect and strategic acquisitions. As part of its strategic vision, Crossbeam aims to expand its team, a move expected to prove invaluable in the years ahead.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 4 rounds)
Oct 2021
$76m
SERIES C
Aug 2020
$25m
SERIES B
Total funding: $116.9m
Company benefits
- Competitive medical, dental, & vision plans
- Stock options & 401(k)
- Parental leave
- Flexible PTO
- Remote first
- Grow With Us
Company HQ
Center City West, Philadelphia, PA
Leadership
Bob Moore
(CEO)Previously served as Co-Founder and CEO of RJMetrics, and was the Head of Business Intelligence at Magento.
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