Senior Account Executive, Music

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

📋 Description

• Take ownership of and successfully close enterprise opportunities within the global music industry.

• Cultivate relationships with record labels, music distributors, publishers, streaming platforms, royalty administrators, artist services firms, and music technology companies.

• Acquire a comprehensive understanding of each prospect's royalty and payout processes, including the movement of royalty data from calculation to artist onboarding, payment, tax reporting, and reconciliation.

• Conduct discovery, demo, and solution calls with stakeholders from Finance, Royalty Operations, Product, Engineering, Tax, and Compliance.

• Position Trolley’s Pay, Tax, Trust, and Sync products to address the operational, compliance, and artist-experience challenges that music companies face.

• Navigate intricate enterprise sales cycles that involve technical integrations, multiple stakeholders, security assessments, and commercial negotiations.

• Maintain proactive engagement with both new and existing opportunities through strategic outreach and follow-up aimed at advancing deals.

• Participate in music industry conferences, trade shows, and customer events to strengthen your personal network and stay informed on industry changes.

• Proactively develop a significant portion of your own pipeline through networking, referrals, partnerships, and outbound efforts.

• Collaborate closely with Marketing, Partnerships, Product, and Customer Success teams to enhance Trolley’s standing in the music sector.

• Assist in supporting and expanding newly acquired accounts alongside our Customer Success team.

• Meet monthly and quarterly sales targets.

• Maintain a disciplined sales process and an accurate pipeline in Salesforce, utilizing tools such as Gong and Apollo.

⛳️ Requirements

• Over 7 years of experience in B2B SaaS, fintech, or enterprise technology sales in a closing capacity.

• A demonstrated history of closing complex enterprise deals with Annual Contract Values (ACVs) exceeding $150k USD.

• Experience in selling to the music industry is highly preferred.

• Familiarity with music technology, distribution, publishing, royalties, rights management, artist services, or related sectors is especially relevant.

• A strong understanding, or a desire to deeply comprehend, the financial flow within the music industry and how artists and rights holders receive payments.

• Ability to engage credibly with finance and operational buyers while also managing discussions with product and engineering teams.

• Comfort in selling technical products that involve APIs, integrations, data workflows, payments, tax, or compliance.

• Capability to learn complex royalty, tax, and payout workflows without needing to be a royalty accountant.

• Skill in transforming industry knowledge and connections into opportunities rather than solely depending on inbound demand.

• Comfort in building relationships throughout the industry and representing Trolley at conferences and events.

• A competitive, organized, and disciplined approach to managing your pipeline.

• A blend of diligence and creativity, with the ability to thrive in a fast-paced market.

• Traits of humility, focus, analytical thinking, and curiosity.

🏝️ Benefits

• Competitive base salary along with a commission structure.

• A remarkable team of diverse individuals united by a shared mission.

• Comprehensive healthcare benefits, including dental, vision, long-term disability, and more.

• 4 weeks of paid vacation per year plus public holidays, with an additional vacation day for each year of service.

• 5 personal/sick days annually.

• Gym membership allowance.

• Half-day Fridays during July and August.