Enterprise Account Executive - Saas

The Role:
An Enterprise AE within the Environment Health and Safety (“EHS”) team has the primary responsibility of driving sales of our EHS Risk solution – across several highly regulated industries. This class-leading and innovative EHS and Operational Risk software solution allows businesses to identify, manage, monitor, and report on real-time risks, hazards, and obligations.
The Enterprise AE will be responsible for identifying target accounts and prospects within their assigned territory. Their focus will be new customer acquisition and executing effective sales campaigns that result in closed business and market share growth for the company. Successful candidates will have a “hunter” mentality with the ability to work in a fast-paced environment, manage several simultaneous sales campaigns, and transition closed accounts to colleagues in professional services, account management, and support.
Job Responsibilities:

• Deliver effective executive presentations to demonstrate compelling business use case and strategic partnerships based upon our client's differentiation and unique value within the EHS space.

• Maintain accurate account and opportunity information in SFDC, including timely updates to opportunity pipeline and monthly forecasts.

• Utilise our client’s extensive tech stack to create your own pipeline of opportunity within a defined set of accounts.

• Work with the Business Development Representative assigned to your territory to prioritise opportunities and apply appropriate resources.

• Take on leads provided by marketing and BDR’s and follow the Enterprise Sales playbook as outlined via the Winning By Design methodology.

• Support delivery of timely response to requests for information (RFI) and proposal (RFP) for well-qualified opportunities, formulating clear and concise responses best placing the client’s product set to meet the unique needs of each individual client.

• Represent our client as a thought leader in the EHS software / solutions markets, attending industry groups and conferences, while providing critical market perspective, trends insight, and feedback to leadership.

• Actively engage in industry networking events to establish credibility and develop referrals for new opportunities.

Skills, Experience, & Exposure:

• Proven success as an EHS (desirable) or technical software/services solution sales professional with an aptitude for hunting new business in highly regulated industries.

• Proven experience selling multi-year, subscription-based SaaS products – mostly big ticket (>$500k) deals, but also mid-sized (>$150k) sales, typically on a 3–9-month cycle, respectively.

• Ability to present and demonstrate the benefits of using our software and affiliated services to potential clients, becoming well-versed in our core solution offerings.

• Ability to self-develop interest in the Brand within assigned territory/accounts.

• Strong business acumen and confidence/comfort meeting with and selling to senior executives – C-Level, GMs and Directors of Safety, Compliance Directors, Operations Directors etc.

• Adept ability to create strong customer relationships and leverage them for referral

opportunities, with expert sales process management skills.

• Basic technical ability with Microsoft Office 365 products, Salesforce.com, LinkedIn / other social media platforms, and remote meeting tools (IE. Teams/Zoom etc.).

Interpersonal Skills:

• Confident personality with excellent written and verbal communication skills.

• Self-motivated and reliable with a strong independent work ethic and entrepreneurial mindset.

• Complex problem-solving ability, solutions-oriented.

• Provides reliable forecasts and insights into pipeline.

• Secures strong customer relationships and provides a positive, professional impression.

• Adaptability

• Positive attitude

• Willingness to collaborate

• Desire to continually improve

• Team player

• Coaching first mindset

This role is to be filled by Pointer, it is not for Pointer. The successful candidate will also receive 12 months of ongoing training and support, including advanced training programs and access to communities for professional growth - All of which is provided by Pointer in addition to internal programs.
We believe that a great salesperson must be part artists, part scientist.