Account Executive

This is a fully remote position, open to applicants in United States.

📋 Description

• Manage a designated portfolio of targeted travel agencies, generally consisting of 10 to over 100 advisors.

• Investigate target accounts and outline an entry strategy prior to outreach.

• Conduct comprehensive, quota-driven sales processes from lead generation to closing.

• Perform discovery sessions and demonstrate the complete Tern platform, which includes accounting, commissions, reconciliation, and supplier statements.

• Identify stakeholders, connect with economic buyers and operational users, and cultivate internal alliances.

• Lead deal negotiations by coordinating with product, implementation teams, subject-matter experts, and leadership.

• Secure full-seat commitments with staggered billing options as necessary.

• Generate urgency based on authentic customer timelines and the capacity for implementation.

• Provide timely weekly forecasts and maintain comprehensive records in HubSpot.

• Ensure pipeline coverage aligns with targets.

• Transfer complete HubSpot records and outlined implementation plans to the implementation team.

• Relay closed-lost reasons, objections, and product deficiencies back to marketing and R&D.

• Achieve Tern platform certification, including accounting, within the first 60 days.

⛳️ Requirements

• Minimum of 3 years of experience in closing full-cycle B2B SaaS sales, preferably in the mid-market sector.

• Proven track record of meeting quotas consistently on a quarterly basis.

• Experience in selling operational software, such as systems of record, vertical SaaS, ERP, accounting, or commission tools.

• Capability to grasp accrual accounting for an agency and articulate it in straightforward terms.

• History of managing multithreaded deals involving owners, operators, and end users.

• Proficiency in discovery techniques, including quantifying business challenges and costs.

• Strong pipeline management and accurate forecasting abilities.

• Sound judgment in a small, closely knit market.

• Ability to implement coaching feedback effectively.

• Highly preferred: experience within the travel industry, particularly with host agencies or consortia.

• Highly preferred: background in vertical SaaS with a focus on accounting or commissions.

• Highly preferred: experience in account-based selling within a defined market.

• Highly preferred: experience managing mutual action plans or deal rooms.

• Highly preferred: proficiency with AI tools for research and call preparation.

• Must reside in the United States.

🏝️ Benefits

• Equity opportunities.

• Commission structure, including accelerators for exceeding quotas.

• GMV-based bonuses available once quota is achieved.

• Competitive salary along with a comprehensive benefits package.

• A supportive, inquisitive, and innovative team environment.

• Purpose-driven work that is transforming the travel planning industry.