Senior Account Executive

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

📋 Description

• Generate a qualified sales pipeline through targeted calls, personalized emails, and strategic account prospecting.

• Take ownership of pipeline creation and achievement of sales quotas.

• Focus on high-potential accounts and respond promptly to inbound inquiries.

• Maintain progress across multiple opportunities while ensuring thorough preparation and qualification.

• Conduct strategic discovery to identify priorities, stakeholder challenges, measurable outcomes, and the implications of inaction.

• Foster relationships with Marketing, Internal Communications, IT, Procurement, executive sponsors, and other stakeholders.

• Cultivate champions, engage economic buyers, and secure broad support for purchases.

• Provide insights that link Poppulo’s capabilities to customer outcomes.

• Distinguish Poppulo from competing solutions and the option of inaction.

• Develop proficiency in the platform and lead customized, outcome-focused demonstrations with presales.

• Create compelling proposals and business cases that connect client needs to measurable value and implementation strategies.

• Implement MEDDIC throughout the processes of qualification, deal strategy, forecasting, procurement, negotiation, and closing.

• Utilize mutual action plans to facilitate deal execution.

• Maintain current CRM records, identify risks early, and communicate next steps and realistic closing expectations.

• Acquire new business within mid-market and enterprise organizations.

⛳️ Requirements

• 5+ years of experience in B2B SaaS sales.

• Minimum of 3 years managing the complete sales cycle and closing new business in mid-market or enterprise accounts.

• Proven track record of meeting or surpassing sales quotas.

• Capability to discuss quota attainment, self-generated pipeline, and recent customer acquisitions.

• Ability to independently create qualified opportunities through outbound prospecting, phone calls, personalized emails, and strategic account development.

• Experience in winning competitive deals that involve multiple departments, executive decision-makers, and formal procurement processes.

• Success in building champions, engaging economic buyers, and establishing relationships with various stakeholders.

• Experience in leading consultative discovery, delivering tailored demonstrations, and creating business cases tied to measurable outcomes.

• Hands-on experience applying MEDDIC or a similar qualification methodology.

• Bachelor’s degree or equivalent practical experience is preferred.

• Experience selling to stakeholders in Internal Communications, Marketing, HR, or IT is preferred.

• Experience in selling employee communications, digital workplace, or related enterprise software is preferred.

• Outstanding written communication, presentation, organizational, and negotiation skills.

• Ability to learn quickly, adjust to shifting priorities, and execute consistently.

• High levels of personal accountability, persistence, coachability, and drive.

🏝️ Benefits

• Variable compensation.

• Short-term incentives.

• Health insurance with multiple options.

• Accident and life insurance.

• Access to learning and development platforms.

• Flexible work arrangements.

• Recognition as a Great Places to Work listed company.

• Flexible PTO and 10 days of paid leave.

• Competitive medical, dental, and vision benefits.

• Monthly contributions to Health Savings Accounts.

• 401k plan with employer matching.

• Enjoyable and flexible working environment.

• Maternity, parental, adoption, and bereavement leave.

• Funding available for adoption costs.

• Opportunities for career advancement.