Mid-Market Account Executive, Moveworks
West USA
$100k
+ Equity + Commissions/Bonus Plans
Enterprise-built conversational AI platform
Be an early applicant
Enterprise-built conversational AI platform
501-1000 employees
Be an early applicant
$100k
+ Equity + Commissions/Bonus Plans
501-1000 employees
Company mission
To make getting instant help at work effortless for employees.
Role
Who you are
- We are searching for a curious, hungry, and consultative seller who has a real passion for technology and can deliver on bold revenue targets
- A sales professional with 2+ years closing complex software deals (mix of field selling within mid-market and enterprise)
- Experience working for an innovative tech company (SaaS, IT infrastructure or similar preferred) selling ‘unbudgeted’ software without a big brand name
- New logo hunting experience
- Driven and have met/exceeded direct sales goals of 1M+ and operated with an average deal size of $75k+
- Able to demonstrate sales methodology to prospect, build pipeline, exploit tools/resources, and leverage a strong contact network in pursuit of new logo acquisition
- Familiarity with the challenger sale or MEDDIC approach
- President’s Club, top rep, top percentile performer, consistent YoY overachievement
- Systematic approach to Pipeline Generation that ensures both consistent pipeline growth week over week and strong messaging contained in actual emails/calls
- NBM Prep & Execution - Ability to walk into NBMs with a perspective, position Moveworks and our differentiation, and schedule next steps
- Building Champions / Navigating Personas - Developing champions effectively in each sales cycle and getting multi-threaded within accounts
- Business Pain Discovery - Clear understanding of the pain a prospect feels and the associated business metrics to that pain (tied to revenue/cost/risk)
- Technical Validation - Leverages CDD & SDW to uncover their required capabilities and ties them back to business pain
- AIA Execution - Effectively navigates stages and builds effective readouts
- Business Case Creation - Unified narrative of what we’ve uncovered to connect discovery pain to readout and pricing
- Deal Hygiene (Mutual Action Plans / SFDC)
What the job involves
- Moveworks’ Mid-Market Sales team works with a best-of-breed product that solves real problems for our customers
- Sellers follow a well-defined methodology that helps them identify the customer's unique needs and clearly convey the value of the Moveworks platform
- Whether you're looking to learn from the best or be the best, the Moveworks sales team is dedicated to furthering personal development and team success
- We have experienced explosive growth and success in our Mid-Market segment and are excited to grow the team!
- This is a lucrative opportunity to break into new accounts within a rich, green territory
- Prospect and build pipeline while running an efficient sales process
- Maintain, build and own specific relationship maps for your territory including existing relationships and aspirational contacts
- Ensure high forecasting accuracy and consistency
- Consistently achieve quarterly and annual numbers
- Consistently build strong pipeline (3.5x of quota)
- Consistently achieve leading indicator targets such as
- Develop a deep comprehension of customer's business
- Establish loyal champion relationships within account targets who can navigate, guide, and refer opportunities
- Negotiate favorable deals and business terms with large commercial by selling value and ROI
- Handle existing customer expectations while expanding reach and depth into assigned territory
- Identify robust set of business drivers and move towards motivated buyers behind all opportunities
Our take
Moveworks provides IT service and helpdesk support through an AI-driven chatbot. Its system utilizes information about an employee, such as their role and seniority level, to deliver the correct information or carry out processes. Moveworks claims to solve 30% of IT support tickets within weeks of implementation.
In 2024, Moveworks opened a data center in Australia and its service has seen strong uptake from large enterprise-level companies, where IT teams deal with hundreds of requests at a time, helping to minimize backlog and gain back employee time. As more and more workers move from office to home or hybrid, IT support requests have boomed, opening up the opportunity for Moveworks to expand its client pool and provide solutions to help with this change.
Competitors such as Electric offer similar automated IT support services, but Moveworks has invested heavily into creating an AI system that is conversational and easy to use. Automated solutions with machine learning capabilities can also identify cost-saving opportunities. When unused software licenses are estimated to cost companies billions of dollars a year, there is money to be made by identifying and removing these avoidable costs through AI.
Steph
Company Specialist at Welcome to the Jungle
Insights
97% employee growth in 12 months
Company
Funding (last 2 of 3 rounds)
Jun 2021
$200m
SERIES C
Nov 2019
$75m
SERIES B
Total funding: $305m
Company benefits
- Fully paid medical, dental, and vision coverage with no premiums
- Fully paid short-term disability, long-term disability, and life insurance
- Free daily meals
- Unlimited PTO
- Unlimited paid sick days
- 16 weeks of 100% paid parental leave
- Medical, family care, and military leave
- Competitive salary — we’re one of the best-paying companies in the Bay Area
- 401(k) with matching
- Equity and stock options
- Commuter and parking benefits
Company HQ
Mountain View, CA
Leadership
Bhavin Shah
(CEO)After an MA at Stanford, Bhavin worked as a Director at LeapFrog Enterprises before co-founding Gazillion after 5 years in 2005. They left their CEO role at Refresh to co-found Moveworks in June 2016.
Vaibhav Nivargi
(CTO)Vaibhav started their career as a Stanford University Research Scientist before working for Aster Data as a Software Engineer. Having started ClearStory Data in 2011, they co-founded Moveworks in 2016.
Varun Singh
(President)Varun worked for half a decade as SVP of Product at Sefaira before spending 2 years as Lead Product Manager at Facebook. They left in 2016 to co-found Moveworks.
Jiang Chen
(CTO of AI)Jiang took a PhD at Yale in Computer Science before working as a Columbia Research Scientist and spending 7 years at Yahoo! and Google. After a year at Airbnb, they co-founded Moveworks.
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