Key Accounts Executive

📋 Description

• Manage a designated portfolio of targeted enterprise client accounts, primarily located in the Americas, which encompasses new business initiatives, cross-selling, and upselling; develop and finalize a robust pipeline of opportunities.

• Take ownership of expansions and upsells within Shorthand's client accounts.

• Provide consultative advice on tailored best practices across different channels, utilizing strategies and playbooks specific to each channel and vertical.

• Collaborate effectively with Shorthand’s Customer Success, Sales, Channel Partner, Growth, Marketing, Product, and Engineering teams to ensure successful sales outcomes that lead to client satisfaction.

• Develop long-term, strategic plans in partnership with internal stakeholders to optimize clients' success with the Shorthand platform while generating revenue for Shorthand; comprehend C-level initiatives at strategic clients and align Shorthand’s solutions with those goals.

• Accurately forecast the sales pipeline, including anticipated close dates, projected deal sizes, and expected deal probabilities.

• Sell products or services to clients to enhance sales volume or profitability for the organization.

• Assess client satisfaction with existing products or services to determine if modifications are necessary.

• Identify new business prospects with current or potential clients.

• Cultivate long-term relationships with key clients to drive sales and expand the company's industry presence.

• Negotiate pricing and terms of sale with clients on behalf of the company.

• Regularly communicate with clients to ensure satisfaction with their purchasing experience.

• Create proposals and presentations tailored to meet clients’ needs.

• Coordinate with other departments within the company to provide high-quality products and services to clients.

• Follow up with clients post-sale to ensure satisfaction with their purchase.

⛳️ Requirements

• Demonstrated ability to expand contact bases, influence, impact, and revenue in key accounts for previous organizations.

• Experience leveraging internal teams to maximize customer expansion opportunities, effectively collaborating with support, customer success, engineering, and senior management.

• A savvy, customer-centric problem solver with exceptional empathy, always willing to go the extra mile.

• Highly intelligent, with a keen attention to detail, capable of analyzing and rigorously thinking through problems.

• Excellent written and verbal communication skills, both in face-to-face and online interactions (applicants will be required to craft their own Shorthand story during the recruitment process).

• Quick learner who can ruthlessly prioritize competing demands and remain composed under pressure.

• Preferably possesses experience collaborating with diverse, geographically dispersed teams.

• Finds deep satisfaction in helping others achieve their objectives.

• Significant experience successfully selling enterprise marketing solutions to CEOs, CMOs, VPs, and Directors of Marketing, Content, Communications, Editorial, etc.

• Strong understanding of the digital marketing landscape for enterprise clients.

• Experience in launching new products to market.

• Proven history of closing large, strategic, and high-value deals.

• Established track record in direct and partner-fulfilled sales.

• Preferred technical aptitude and/or background in technology.

• Consultative sales approach and solid experience selling solutions in a dynamic environment.

• Proven capability to sell collaboratively with multiple internal stakeholders and teams.

🏝️ Benefits

• Flexible work options: fully remote work, adaptable hours, and an allowance for co-working space if desired.

• Genuine autonomy, with the freedom to take ownership and grow in your role.

• An opportunity to be part of a growing SaaS company where you can truly make an impact.

• An allowance for establishing your home office, along with a laptop and any necessary peripherals for your job.

• An Employee Option Plan available to all team members.

• A Health and Wellness fund to support your healthy lifestyle.

• 401k with a 100% contribution to healthcare for US-based team members.

• Paid parental leave for those expanding their families.

• Proudly a carbon-neutral organization, engaging in climate action with Trace as part of a broader sustainability strategy.