Account Executive, Sprout Social

• Sprout Social is looking for a highly driven and tech-savvy Account Executive with strong business acumen to join our expanding Large Enterprise sales team
• Ideally, you will be equally driven by a customer-centric mentality as well as a desire to find and close new business
• You are an experienced Account Executive, looking to join a global team of subject matter experts and trusted advisors
• You also have experience in alliances and partnerships, understanding how to align and co-sell for the benefit of the customer
• You have experience working within an account team and collaborating to help increase revenue through cross-sell, upsell and renewal opportunities
• 4 years of closing experience in SaaS sales
• 2+ years working within the Salesforce Partner ecosystem as or with an ISV partner, with System Implementation partners, or both
• Understanding and familiarity with Salesforce Service Cloud
• Proven success selling/cross-selling to large enterprise organizations (5,000+ global employees)
• Track record of achieving quota and activity goals
• Experience working closely with cross-functional teams and individuals
• Ability to manage a large number of prospective accounts and identify problems, opportunities and consultatively provide solutions for each of them

Desirable

• Sprout Social is looking to hire an Account Executive, Alliance Integrations to the Revenue Partnerships team
• Sprout’s alliance partnerships are essential to running and scaling the business. Joining our Alliances & Channels team is an opportunity to accelerate your career
• We’re a winning team selling the leading social media management platform for businesses
• You’ll be at the forefront of amplifying our brand in the marketplace, with high visibility and impact to our growth
• As part of this team, you’ll work alongside some of the sharpest minds in the industry and with some of the biggest brands in the world ​​including DoorDash, General Mills, Trello, Make-a-wish Foundation, Edelman, and Blue Cross Blue Shield
• You get to design your own career and follow the path that’s best for you. Wherever you want to go, we’re committed to helping you get there
• Proactively identify, develop, and close complex sales opportunities for the Salesforce Service Cloud integration within your existing enterprise customer base
• Take ownership of your sales performance, consistently exceeding activity targets for prospecting and meetings to build a robust and predictable pipeline that ensures consistent quota attainment
• Establish deep and influential relationships across your assigned accounts through effective multi-threading, engaging with executive leadership (VP-level and above) as well as key end-users. Engagement will include both key customer and Salesforce relationships to create a cohesive and effective co-selling motion
• Expertly identify new and strategic Service Cloud integration opportunities and collaborate closely with core account teams to ensure comprehensive account growth
• Drive outbound pipeline generation through strategic networking, targeted cold outreach, and proactive prospecting within current Sprout Social customers and new, aligned target accounts
• Independently manage the full sales cycle for Salesforce integration opportunities, encompassing lead generation, sophisticated deal strategy, value-based pricing and packaging, and effective deal closure
• Serve as a subject matter expert, empowering and enabling the broader account team with comprehensive knowledge of Salesforce integration use cases and technical specifications
• Maintain meticulous and accurate account and opportunity forecasting within CRM
• Actively leverage your professional network to generate new business opportunities through our Salesforce partnership
• Analyze account data to identify key trends and insights, effectively communicating these both internally and externally to drive strategic action
• Champion and ensure the highest levels of partner and customer satisfaction throughout the engagement lifecycle
• Strategically identify key Salesforce partners for collaboration, working with the Alliances & Channels team to enable them to effectively promote Sprout Social to their relevant customer base
• In this role, you’ll be tasked with prospecting and growing a pipeline of sales targets while building and maintaining external relationships with key decision makers from the customer and partner ecosystem alike
• Within 1 Month, you will…
• Complete Sprout Social’s new hire training & onboarding program alongside other new Sprout team members. You’ll gain a broader understanding of our products and how your role fits into the organization
• Partner with your leader to understand the strategic vision for the Salesforce partnership
• Partner with your leadership team to define key success metrics for your role and how you will measure against them
• Dive right into our platform to learn about what makes our platform unique, how our solution impacts business objectives and why customers love our solutions
• Learn Sprout’s go-to-market messaging, key differentiators, develop and personalize value propositions specific to Sprout’s Salesforce partnership and Service Cloud integration
• Learn the relevant customer stories and case studies to justify your value propositions with real ROI examples from the field
• Acclimate yourself with the day-to-day responsibilities of the Sales Team to learn sales strategy and effective Sprout positioning by shadowing team members, listening to recorded customer calls on Gong, and working closely with our dedicated Business Operations Manager
• Within 3 months, you’ll start hitting your stride by:
• Prioritizing your book of business, identify key stakeholders using Sprout account teams and Salesforce AEs and resources, and begin building relationships with key strategic stakeholders
• Understanding the language of all your customers and where we can expand our offerings by expansion into new business units or increasing utilization of our platform with existing customers
• Owning your numbers - consistently meet and exceed your activity goals to build a fruitful pipeline that will provide consistent quota attainment after ramp
• Conducting active research leveraging all available tools and data sources to understand your customers’ brand, culture, KPIs, partners, and success metrics so you can add value throughout your interactions and become a trusted advisor
• Gaining a solid understanding of your customer’s internal transitions and mitigate the risk of customer churn
• Learning the technical ins and outs of our Service Cloud integration and how it enhances the agent workflow in Service Cloud
• Ensuring seamless handoffs to appropriate team members on opportunities where the integration is not in play
• Within 6 months, you’ll be making a clear impact by:
• Building solid relationships at the VP and/or C-Level with existing customers within your “book of business"
• Building strong internal relationships with your peers, customer success, professional services, solutions engineering, our legal partners and others who will take part in your deal cycles. You will have a deep understanding of each team’s partnership expectations and service level agreement
• Building 4X your monthly quota target of sourced integration pipeline
• Becoming an expert in positioning our integration to a Customer Service / Customer Care buyer, including the business value story and speaking eloquently about our success stories and case studies
• Becoming an expert in the technical nuances of the Service Cloud integration and how it helps customers realize their full potential and accomplish their goals
• Consistently achieve your monthly and quarterly revenue targets
• Within 12 months, you’ll make this role your own by:
• Consistently meet and exceed monthly activity, pipeline and new business metrics
• Obtaining and acting upon team, peer, partner and leadership feedback
• Step up as a peer leader to share best practices across the organization and help others grow from your experiences
• Focus on retention of all clients and identify opportunities for upsell and expansion for continued growth through account management activity, and reporting
• Of course what is outlined above is the ideal timeline, but things may shift based on business needs and other projects and tasks could be added at the discretion of your manager