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AI Summary
The Account Executive will be responsible for driving new business by identifying and qualifying leads to build a robust pipeline across SMB and Enterprise accounts. This role involves owning the full sales cycle, from initial discovery through negotiation and closure, while managing territory and accurately forecasting in Salesforce.
Dot Compliance, the leading provider of cloud Quality and Compliance management solutions for highly regulated industries, is looking for a talented and highly driven Account Executive to join our fast-growing team. As a member of our sales organization, you will be responsible for driving new business, managing the full sales cycle from opportunity to closure, and helping expand Dot’s footprint in the market. This is a quota-carrying position ideal for a builder who thrives in a dynamic, high-growth environment.
What You’ll Do (Your Day-to-Day):
- Pipeline Generation Identifying and qualifying new sales leads to build a robust pipeline across SMB and Enterprise accounts.
- Own the Sales Cycle: Manage complex, multi-threaded sales processes from end to end, including Discovery, Qualification, Business Case building, Demonstration, Validation, and Negotiating the Close.
- Strategic Engagement: Build relationships with C-suite and economic buyers, understanding their unique regulatory and compliance challenges to position Dot Compliance as the ideal solution.
- Territory & Quota Management: Actively manage your assigned territory, forecast accurately using Salesforce, and consistently hit or exceed your sales quotas.
- Cross-Functional Collaboration: Partner closely with Marketing, Sales Engineering, and Customer Success to ensure a seamless prospect experience and a smooth handoff post-sale.
Requirements
- 5+ years of progressive, multi-level SaaS sales or business development experience, managing everything from demand generation to closing deals for SMB and Enterprise customers.
- Proven Success: A track record of navigating complex, multi-stakeholder environments. You don't just sell software; you sell a transformation in how a business operates. A demonstrable success-track over-achieving quota in past positions, particularly when selling to C-suite executives.
- Methodology: Deep experience with value-based selling methodologies (e.g., MEDDIC) and managing complex, parallel sales cycles.
- Tech Savvy: Strong familiarity and proficiency using modern CRM platforms (specifically Salesforce.com) and marketing automation software.
- Communication: Exceptional written and verbal communication skills, with the ability to effectively interface with internal teams and external customers.
- A Builder’s Mindset: The ability to thrive in a dynamic, high-growth environment, bringing a strong sense of ownership and a readiness to dive into the details, knowing no task is too small when it comes to driving the company forward.
- Bonus: Experience selling into life sciences, regulatory tech, quality, and content management spaces is highly preferred, but not required.
A+ if you meet these requirements
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