Account Executive, Spotme
Life Sciences
Event marketing platform
Open for applications
Event marketing platform
101-200 employees
Open for applications
101-200 employees
Company mission
To help customers create better relationships by delighting event attendees at scale.
Role
Who you are
- Speed, intensity and creativity despite ambiguity: you will move fast and decisively (e.g. calling hot leads within the hour, sending highly personalized pre-call emails to ensure everyone shows up, following up within an hour of any call with next steps that actually get people excited), you never drop the ball and you are consistent and creative with your execution – while dealing with constant ambiguity from the prospect/buying side
- Technical dexterity: you inspire confidence with technology – with the tools that you use for your sales activities, with your understanding of our products and its components, and how it integrates with the broader life sciences HCP engagement stack
- Depth and attention to details: there is "science" in life sciences, and our customers demand meaning and details, you don't get intoxicated by the overall industry jargon, you can break down business, engagement and technology concepts in a way that makes sense and that is relevant for what they want to achieve, and that people like so much they will forward that email to their boss; you are extremely thorough in how you describe the solution and carefully address all possible objections upfront
- Comfortable with the apparent slow sales motion in life sciences: your energy level remains unchanged 6 months into a deal, and yet, you have learned how to avoid specific hoops; you embrace long deal cycles by mobilizing the entire buying center early on
- What we are most curious about:
- How do you know the SMEs inside the company and how do you get them to help you with moving opportunities forward?
- What are 2-3 tactics you have used to get more replies and meetings with your cold/engaged leads?
- What is your opinion on how to confidently address enterprise B2B SaaS pricing with your prospect? What are the mistakes you have seen/made, and what seems to work?
- How do you build rapport/relationships with prospects – in a way that is non-trivial?
What the job involves
- We are looking for an account executive to close new and expansion opportunities ($30k-$2m deals) with our Onomi event-powered omnichannel solution that helps life sciences companies close the HCP engagement gap
- In your first month, you will:
- Get to know our customers, market, software and services offering and problems we solve:
- Rehearse and practice our 2 core sales plays (what we are selling, why it's valuable, target list, persona and pain, what to ask to figure out if they need it (inbound/outbound), objection handling, content/weapons to use, how to talk about pricing, where to go with questions
- Listen to past successful calls and describe success factors
- Run mock emails/calls that convince your leadership and your peers you can do it on your own
- Get a grip on our sales process for acquiring new customers:
- Accurately label engaged lead persona, and translate it into meaningful emails that get you meetings booked and attended
- Confidently handle category entry points conversations, map these into call preparation and apply it to discovery and scoping calls
- Move 5 engaged leads to discovery stage
- In your first 3 months:
- Run organized lead/opportunities pipeline weekly review calls
- Be present at one tradeshow and turn 3 booth visits into discovery calls
- Advance 5 opportunities from discovery to scope stage
- Close a first mid-size ($40k-75k ARR) deal
Our take
SpotMe is a B2B event marketing platform that enables users to create branded and personalized event apps whilst being provided with the tools to build positive customer relationships.
SpotMe’s services are trusted by many Fortune 500 companies, including RedHat, L’Oreal, Pfizer and Daimler, and now boasts over 10M users. The virtual event platforms market is predicted to surge by $17B by the end of 2028, and SpotMe is well positioned to capitalize on this growth as its app marketplace offers numerous integrations with other platforms supporting this space.
With over twenty years in business, SpotMe continues to grow its offerings to ensure it maintains its leading market position. It has formed partnerships with the likes of Ai-Media and Adobe to offer automatic captioning and improved management tools. And its recent acquisition by Swiss Post will allow the company to tap into its parent's tech stack and network in its key market areas.
Freddie
Company Specialist at Welcome to the Jungle
Insights
1% employee growth in 12 months
Company
Company benefits
- Work from anywhere - In addition to a MacBook, the remote new joiners receive a budget to set up their own workspace
- Inclusive culture - Our culture is an environment that encourages and celebrates diverse perspectives
- Accommodating Vacation (PTO) - Our people have a minimum of 25 days’ time off to use however they want. We also have additional time off for important events like getting married or moving apartments
- Parental Leave - New moms and dads deserve time to recover, bond, and care for their new family members
- Health and retirement - Our package help employees to maintain health and wellbeing
- Mental health and support - Life can be complicated. Therefore, our extensive Employee Assistance Program offers support for mental, financial, physical, and emotional wellbeing, 24/7, 365 days a year
- Company gatherings - Employees are invited to quarterly 3-day meetings that bring together all colleagues
Company HQ
Goose Island, Chicago, IL
Leadership
Pierre Metrailler
(CEO)Joined SpotMe in 2001 as a Software Engineer before working their way through the ranks and becoming CEO in 2016.
Daphné Rapin
(CFO)Joined SpotMe in 2014 as CFO. Previously worked at Mazars, and a number of Tax, Accounting, and Financial Consulting firms in the Geneva area.
Julien Canet
(COO)Joined SpotMe in 2021 at interim CFO before becoming COO in 2022. Previously they worked at Bottomline Technologies as CFO/HRD & Legal/Compliance.
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