Regional Account Executive

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

📋 Description

• Take charge of acquiring and finalizing new business for designated geographic territories and/or states.

• Engage with C-level executives, VPs, and Field-Based Employees, tailoring strategies to fit each persona.

• Collaborate with sales leadership and supporting sales teams to develop acquisition strategies and manage the sales pipeline.

• Appropriately utilize the “zippered” sales approach.

• Identify potential new customers and follow up strategically on various touchpoints.

• Build relationships with prospective customers through phone, email, tradeshows, industry events, and conferences.

• Develop and implement a targeted outreach micro-strategy for each potential customer.

• Organize and monitor the sequence of prospect touchpoints.

• Conduct in-person or virtual product demonstrations.

• Prepare proposals, quotes, and contracts in accordance with Tenna procedures.

• Negotiate contracts and finalize deals using tailored micro-strategies for each prospect.

• Create outbound email communications using CRM software and evaluate the outcomes.

• Achieve revenue growth that meets or exceeds quarterly objectives and forecasts.

• Utilize cross-functional internal resources to secure new business.

• Implement strategic selling techniques aligned with Tenna’s sales strategy.

• Clearly communicate the product’s value proposition to prospective customers.

• Travel frequently to prospect, network, sell, and meet potential customers on-site.

• Keep track of industry trends and market changes through associations, webinars, and events.

⛳️ Requirements

• A minimum of 3 years’ experience in selling enterprise software to the construction or related industries.

• Proven track record in Enterprise SaaS sales.

• At least 7 years’ experience managing all phases of the sales cycle, focusing on prospect relationships, contract negotiation, and closing.

• Over 7 years’ experience in conducting targeted searches and queries to research, qualify, and convert qualified sales leads.

• Extensive experience engaging with C-level Executives, VPs, and Field-Based Employees.

• A strong background in quota-carrying roles that consistently deliver revenue growth, meeting or surpassing quarterly business plans and forecasts.

• Significant experience traveling frequently for prospecting, networking, and selling, up to 70% of the time.

• A Bachelor’s Degree in Marketing, Communications, or a related business field is highly preferred.

• Familiarity with Salesforce and HubSpot is strongly preferred.

• Experience leading both virtual and in-person product demonstrations through platforms like WebEx and Zoom.

• Exceptional verbal communication skills, particularly in negotiations, public speaking, and presentations.

• Insight into prospective customers’ needs within complex buying organizations.

• Strong negotiation abilities.

• Detail-oriented and driven by deadlines.

🏝️ Benefits

• Opportunities for growth and personal development within a highly dynamic team.

• Flexible remote work arrangement.

• Up to 70% travel within the Western Michigan territory.

• Compensation structure includes a base salary along with a commission plan.

• Comprehensive, low-cost benefit packages available.

• Benefit coverage starts on the first day of employment.

• Paid Time Off.

• Volunteer Time Off.

• 401k matching.

• Dependent Care support.