Enterprise Account Executive

OVERVIEW 

As an Enterprise Account Executive you are responsible for engaging with our largest prospective customers and introducing them to 15Five. In this position you also play a large role in refining our Enterprise GTM strategy, helping lead the organization towards a team selling approach. On a regular basis you will be responsible for consulting with VPs and C-Level Executives and helping them solve their business challenges.

WHAT YOU’LL DO

• Closing Enterprise-level Deals

• Become an expert in the 15Five platform and services offering 

• Develop a strong understanding of key differentiators and the competitive landscape

• Build relationships and sell consultatively to VP and C-Level within Fortune 1000 accounts

• Take 15Five to Enterprise organizations greater than 1,000 employees

• Bring in $1,040,000 of Revenue in the year

• Act as a leader in our team selling environment. Enterprise Sales is a team sport and each team needs a leader. You’ll be expected to liaise well with members across departments at 15Five. 

• Consistently manage pipeline data and info, sales activity and ability to accurately forecast

  
  

• Events and Partnerships Support 

• Engage with marketing and events team members to achieve goals outlined above

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• Enterprise Sales Strategy 

• Strategically drive complex transactions involving multiple executive level budget holders and decision makers to closure

• Engage in diligent prospecting by working with your SDR to develop a territory plan that ensures everyone in your region knows your name and how you can help them

• Help the organization understand how to better move upstream

WHAT YOU’LL BRING

• 5 - 10 years experience in SaaS sales (preferably Enterprise Digital Marketing Solutions)

• Proven success selling complex B2B SaaS solutions to C-level executives

• Previous experience carrying and exceeded quotas of $1M+ (consistent earnings over-achievement in past roles) 

• Intelligence and technical aptitude to position the benefits of our products

• Strong background, or a willingness to quickly learn, the ins and outs of people and performance management

• Strategic mindset to drive and execute complex enterprise sales processes

• Ability to navigate conversations around value, over features and functions

• Consultative sales style with the ability to thrive in a rapidly changing environment

• Consistent track record of success, closing complex and technical sales in highly competitive markets

• Extraordinary commitment to accurately tracking all customer engagement and activity through the use of Salesforce

• Strong project management and negotiation skills

• Extreme comfort as a self-starter

• Able to work independently, with minimal direct supervision while still driving results

WHO YOU ARE

• Strong collaborator that prioritizes building trusting relationships with key stakeholders

• Passionate about being extraordinary in both your work life and personal life

• Have a strong reputation for accountability and reliability

• Effectively articulate ideas and strategy

• Able to easily switch between strategic and tactical thinking

• Comfortable in a fluid environment with a high tolerance for ambiguity and change

• Growth-minded and open to coaching and mentorship

• Open to vulnerability

• Curious and committed to innovation, continuous learning, and growth 

• Self-motivated, self-responsible, and self-accountable

DESIRED IMPACT BY 1 MONTH

• Complete the New Employee Onboarding Experience in Lessonly & Sapling

• Successfully complete Product & Pitch Certification

• Become Best-Self Management Certified

• Gain a full understanding of our sales process

• Ready to take a prospect facing call in month two

• Start to develop competency in competitive landscape, HR industry, and business use cases

• Setting up to hit a ramping quota by month 3

DESIRED IMPACT BY 3 MONTHS

• You’ve hit your stride with the sales process and can explain the purchasing process to a prospect

• Active participation in our weekly deal syncs

• Ability to lead a sales training on areas of the sales process (Discovery, Demo, Negotiation, etc)

• Ability to run an ABM campaign for a set of target accounts

• You’re tracking toward hitting a fully ramped quarterly quota

DESIRED IMPACT BY 6 MONTHS

• You are an integral part of the Enterprise Sales team and you lead by example

• Successfully articulate software and services value with target accounts

• Comfortable and confident engaging with VPs and C-Level Executives to help them solve key business problems

• Successfully connected with roughly 30% ABM campaign for a set of target accounts with the help of your SDR

• Actively leveraging SLT, management and other department leaders in customer conversations

• Leveraged Deal Review Boards and several active conversations also leverage executives

• You’re tracking to hit your annual quota and commensurate pipeline coverage (4x)

SAMPLE WEEK IN THE LIFE

• Monday: company wide boost call, RevOrg meetings, team standup, prospecting, selling  

• Tuesday: selling, prospecting, team standup, sales training, 2-3 hours of client/sales research  

• Wednesday: company wide boost call, selling, prospecting, 1:1 with Manager, team standup  

• Thursday: selling and prospecting, sales deal sync meeting, 2-3 hours client/sales research 

• Friday: selling, prospecting, Question Fridays company wide meeting, team standup

ABOUT 15FIVE

Founded in 2011, 15Five equips HR leaders to play a strategic role in their company’s growth. HR leaders use 15Five to combine engagement, performance, and OKRs on one platform so they can make insightful decisions and take strategic action. Unlike other ‘command and control’ performance systems, 15Five uses the latest in people science to turn managers and employees into self-driven owners of performance and engagement. To further the impact of talent on company growth, 15Five also provides education, coaching, and community for HR leaders, managers, and employees. HR leaders at over 2,800 companies, including Credit Karma, Spotify, and Pendo, rely on 15Five’s software and services to make their talent a growth driver.

At 15Five we focus on building a diverse team that prioritizes inclusivity and celebrates everyone’s unique identity. We are proud of our thriving hybrid culture that supports a remote-first workplace balanced with distributed office hubs, and annual opportunities for all employees to connect in person. We also offer: full Medical, Dental, and Vision, employer paid Term, Short Term and Long Term Disability, paid Sick Time Off, Military Leave, Jury Duty Leave, Unlimited Vacation, flexible work arrangements, up to 16 weeks Paid Parental Leave for birth and non-birth parents, Bereavement Leave, therapy and relationship counselling, weekly Best-Self Time, monthly stipend for wellness, monthly reimbursement for phone and/or internet, Sabbatical Program accessed at 5 or 7 Years and Retirement Account Program with 4% match at 6 months employment. We also provide extensive training and development such as strengths discovery and alignment and Manager specific development opportunities.

Reading over the role description and feeling like you don’t check every box? That’s okay; if you think you have what it takes but don’t necessarily meet all the criteria, please apply—you could be exactly who we are looking for!