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Meet with the team
The Client Acquisition team is a critical component to our revenue growth and culture at Meltwater. Every member of the team embodies our core values, especially ownership, fun, number 1 and respect. We drive tremendous values as a team by building awareness of Meltwater, driving the sales funnel for the Meltwater solutions, and directly contributing to the success of Meltwater expansion.
About the Account Executive
You will help customers understand the value and power of our media intelligence solution and develop new and lasting relationships in a variety of accounts within the midsize segments in Australia and New Zealand. You will be essential in helping us set, drive, and execute on our revenue goals and ultimately bring us closer to our vision of making Meltwater the default solution for companies' media intelligence needs.
As a key member of our growing Sales organization, you'll play a critical role in Meltwater ANZ growth and upmarket trajectory.
The ideal candidate for this individual contributor role is excited to work with corporate clients and their portfolio companies, understand their business, and help them drive the media monitoring and social analytics strategy. Demonstrated success in exceeding sales objectives, knowing how to navigate complex deals with multiple decision makers and having a love for the thrill of the hunt is a key for success in this role!
What You'll Do:
- Ownership of the full sales cycle from lead generation to close deal within the midsize business segments across all industries
- Foster new relationships for Meltwater through proactively outreach clients' business executives (head of marketing, PR, investor relation, product) over email, phone and LinkedIn to learn about their business and challenges
- Navigate key decision makers to build Meltwater awareness within organizations
- Establish lasting relationships with senior executives and decision-makers
- Understanding stakeholder needs, their pain points, the common client use cases and how to sell across different industries and multiple lines of business
- Articulate Meltwater's value proposition to decision makers, assess their buying interest, pitch relevant solutions either through online demonstrations or in person meetings, negotiate the pricing and T&C and close the deal
- Upsell and cross sell through breaking into new lines of business groups within the defined account as well as expanding usage within the defined accounts
- Serve as the voice of the customer and collect feedback to drive continuous improvement across all areas including product
- Partner with account managers to proactively gather, analyze and leverage data on customer changes, industry trends and competitive dynamics to influence how these customers can use Meltwater to drive maximum value for their businesses
- Keep informed of product line, competition and industry trends that may impact client business activities
- Inspire and educate customers on Meltwater products/services & evangelize key wins within your assigned territory
- Diligently update our internal sales systems to stay current on leads and follow ups
- Deliver a best in class client experience from the beginning of contact through onboarding stage
Who You Are:
- Currently based or willing to relocate to Melbourne
- Demonstrated experience in achieving sales targets
- 5+ years of successful B2B sales (preferably in a SaaS environment)
- You have drive, stamina and the ambition to achieve
- Experience working with a business development representative
- Excellent communication and interpersonal skills - you are clear and concise
- Ability to negotiate with senior level clients
- Ability to work to monthly and quarterly targets in a high-pressure environment
Meltwater offers a very competitive compensation plan with accelerating commissions and tremendous upside earnings potential that has no cap.
What We Offer:
- A world recognised and unique company culture!
- Work with managers that truly value their people
- Competitive compensation package with uncapped commissions
- Empowerment in your role and career growth opportunities
- Hybrid work arrangements & vibrant offices with well-stocked pantries
- Team activities and events
Meltwater welcomes applications from Aboriginal and Torres Strait Islander people, people from diverse cultural backgrounds, people with disability, refugee status and members of the LGBTQIA+ community.
About Us
At Meltwater, we believe that when you have the right people in the right working environment, great things happen. Our best-in-class technology empowers our 27,000 customers around the world to analyze over a billion pieces of data each day and make better business decisions.
Our award-winning culture is our north star and drives everything we do - from striving to create an environment where all employees do their best work, to delivering customer value by continuously innovating our products - and making sure to celebrate our successes and have fun along the way.
We're proud of our diverse team of 2,200+ employees in 50 locations across 25 countries around the world. No matter where you are, you'll work with people who care about your success and get the support you need to reach your goals.
So, in a nutshell, that's Meltwater. We love working here, and we think you will too.
