Mid-Market Account Executive

OVERVIEW 

As a Mid-Market Account Executive you will be responsible for engaging with our largest prospective customers and introducing them to 15Five. In this position you will also play a large role in shaping our Mid-Market Go-to-Market (GTM) strategy and help lead the organization towards a team selling approach. You will be responsible for consulting with C-Level executives on a regular basis, helping them solve their business challenges.

WHAT YOU’LL DO

• Taking 15Five to Mid-Market Organizations

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

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

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

• 
  

• Revenue Generation ($600,000+/year)

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

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

• Manage pipeline, sales activity, and accurately forecast

• Act as a leader in our team selling environment

WHAT YOU’LL BRING

• Proven success as an SDR, including previous experience carrying and exceeding quota

• Experience during the scaling of a software or SaaS sales organization is preferred

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

• Strategic mindset to drive and execute high volume of opportunity management 

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

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

• Highly entrepreneurial with the drive and ability  to own and perfect the process

• Excellent communication skills with track record of consistent follow up and follow through 

• Adaptable to changing conditions and ambiguity

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 3 MONTHS

• Go through the New Employee Onboarding Experience in Lessonly & Sapling

• Get Product & Pitch Certified Become Best-Self Management Certified 

• Get a full understanding of our sales process

• Take a prospect facing call in month 2

• Develop competency in competitive landscape, HR industry, and business use cases 

• Hit ramping quota

DESIRED IMPACT BY 6 MONTHS

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

• 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 with the help of your SDR

• You’ve sourced (4) $50K+ opportunities 

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

DESIRED IMPACT BY 12 MONTHS

• You are an integral part of the Mid-Market Sales team and you lead by example 

• Comfortable and confident engaging with 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 

• You closed (2) tractions $50K+

• You’re tracking to hit your annual quota

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 (internal meeting free Thursday), 2-3 hours client/sales research

• Friday: selling, prospecting, company wide boost call, sales training, 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!