Account Executive, O'Reilly Media

• 5+ years of proven success in new sales, specifically targeting Global 2000 accounts
• Experience in cloud-based corporate learning solutions or technology services
• Strong understanding of subscription-based business models
• Training or experience with consultative sales methodologies, such as Challenger Sales
• Strong business acumen with a solid understanding of general business principles
• Excellent communication skills (both verbal and written), with experience engaging through email, phone, web interactions, and in-person meetings
• Strong organizational skills, with a demonstrated track record of successfully utilizing web-based selling tools, such as:
• Salesforce
• SalesLoft
• LinkedIn Sales Navigator
• 6Sense
• Gong
• Lead IQ
• Strong interpersonal skills with a history of success in highly collaborative team environments
• Relationship-driven approach with experience managing complex accounts
• Strong ability to prioritize and manage multiple tasks effectively in a dynamic, collaborative sales environment

Desirable

• At O’Reilly, you’ll be supported by a robust sales infrastructure designed to maximize your success
• Our Sales Development Representatives and Sales Enablement team provide targeted lead generation and prospect insights to help you focus on consultative selling
• Our product designers and engineers continuously enhance the platform, while our editorial team curates world-class content and training
• Additionally, our Customer Success team ensures seamless onboarding, ongoing engagement, and critical support for your customers
• O’Reilly is committed to innovation and customer success, equipping you with the resources, technology, and support you need to excel as a sales professional
• In this role, you will be responsible for qualifying, engaging, and closing new business opportunities in North America across various industries within the technology and learning sectors
• As a key member of our North American sales team, you’ll develop deep expertise in O’Reilly’s solutions and work closely with prospects to help them achieve their learning and development goals
• In this fast-paced and evolving industry, your ability to build meaningful relationships and adapt strategies will be key to driving success
• O’Reilly Media provides a high-energy, results-driven sales environment where commitment and collaboration are key
• As a valued team member, you’ll benefit from a world-class work culture, competitive compensation and benefits, strong leadership support, and a company dedicated to empowering your success
• Research and identify potential prospects for the O’Reilly Media Learning Platform by developing deep market and industry expertise
• Collaborate with Sales Development Representatives (SDRs) and sales leadership to define and prioritize key industries and target organizations
• Serve as the go-to expert for your assigned accounts and their industries while maintaining a thorough understanding of their challenges, goals, competitors, and industry landscape
• Regularly share insights and updates with internal stakeholders to support successful deal closures and ensure a seamless first-year experience for clients
• Engage with prospects through multiple channels, including email, phone calls, online demos, and in-person meetings, to generate interest in O’Reilly Media services within the defined target companies
• Lead and manage sales opportunities from first contact to close, using a consultative approach to build trust and create long-term value for clients
• Drive a strong and active sales pipeline to consistently meet or exceed revenue targets
• Effectively communicate O’Reilly Media’s value proposition to key decision-makers and stakeholders within prospect organizations
• Follow up on trial accounts and prospects, identifying funding opportunities, customizing value propositions, and securing commitments to finalize deals
• Update and manage account and pipeline records using CRM tools such as Salesforce, ensuring accurate sales tracking
• Deliver accurate sales forecasts and performance reports on a monthly basis
• Engage in ongoing sales meetings and training to enhance skills and stay up to date on best practices and industry trends
• Consistently achieve or exceed assigned sales quotas
• Apply proven sales methodologies, such as Challenger Sales, to develop strong client relationships and close strategic deals