Account Executive – New Logo, East Coast

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

📋 Description

• Take ownership of the entire new-business sales process, from qualified prospects to signed contracts, particularly focusing on enterprise BrandTV opportunities.

• Collaborate with the New Logo Hunter / BDR to advance qualified meetings into clearly defined sales opportunities while ensuring transparent next steps.

• Perform discovery sessions to grasp business objectives, communication hurdles, current technology landscape, key stakeholders, decision-making processes, and commercial drivers.

• Provide consultative BrandTV demonstrations customized to the customer's specific use case, buyer persona, industry, and desired outcomes.

• Establish and nurture relationships with senior stakeholders, including VP and C-level decision-makers, across departments such as Internal Communications, Executive Communications, Corporate Communications, Employee Experience, and related areas.

• Create proposals and business cases that illustrate the value of BrandTV across various aspects, including the platform, live experiences, VOD, production, and creative ecosystem.

• Oversee commercial negotiations, procurement processes, and internal approvals up to the closing stage.

• Ensure precise opportunity management in HubSpot, covering aspects such as qualification, stakeholders, sales stage, close date, next steps, value, and forecasts.

• Develop and sustain a pipeline of new-logo opportunities in alignment with Brandlive's commercial objectives and sales methodology.

• Conduct market and account analysis to pinpoint high-fit enterprise accounts, identify buying triggers, priority personas, and understand competitive dynamics.

• Work in collaboration with Solutions, Production, Creative, and other internal teams to design commercially and operationally viable solutions.

• Formulate transition plans and collaborate with the Account Director and Customer Success Manager during the initial 6–12 months of onboarding.

• Contribute to the sharing of sales best practices, messaging development, objection handling, creation of battle cards, and ongoing enhancement of the sales process.

⛳️ Requirements

• Demonstrated success in selling new enterprise software, technology, or technology-enabled services.

• Proven experience managing complex, consultative sales cycles from qualification to contract closure.

• History of selling to VP and C-level stakeholders while navigating intricate buying committees.

• Strong skills in discovery, consultative selling, presentation, and negotiation.

• Proficient in delivering customized product and solution demonstrations to diverse stakeholders and business audiences.

• Proven ability to build a sales pipeline, create urgency, and advance opportunities throughout a multi-month sales cycle.

• Strong commercial acumen and the ability to develop compelling business cases focused on customer outcomes and value.

• Highly organized, disciplined, and meticulous in CRM and pipeline management.

• Self-driven, resilient, and comfortable in a high-accountability new-business environment.

• Entrepreneurial mindset with a readiness to establish a new sales motion, experiment with approaches, and foster continuous improvement.

• Excellent written and verbal communication skills in English.

• Experience in events, streaming, SaaS, internal communications, employee experience, or a related technology/service field is preferred.

🏝️ Benefits

• Equal opportunity employment.

• A background check will be conducted on final candidates after a formal job offer, as a condition of employment.