Account Executive, Enterprise

Description

Sprout Social is looking to hire an Account Executive Enterprise to the Sales & Success team.

Why join Sprouts Sales & Success team

Joining the Sales and Success team is an opportunity to accelerate your career. Were a winning team selling and supporting the leading social media management platform for businesses. Not only do you get to work alongside some of the sharpest minds in the industry you also get to work with some of the biggest brands in the world including General Mills Make-a-wish Foundation Honda and Edelman. And the real kicker You get to design your own career and follow the path thats best for you. Wherever you want to go were committed to helping you get there.

What youll do

• Prospect develop and close sales opportunities with new & existing customers in the enterprise segment.
• Own your numbers - consistently meet and exceed your activity goals (prospecting and meetings completed) to build a fruitful pipeline that will provide consistent quota retirement.
• Establish deep relationships within your book of business through multi-threading achieving both executive or VP level and end user engagement.

What youll bring

Sprout Social is looking for a highly driven and tech-savvy Account Executive with strong business acumen to join our expanding Enterprise sales team. Ideally you will be equally driven by a customer-centric mentality to grow customer accounts.

These are the minimum qualifications that our hiring team is looking for in this role:

• 4 years of closing experience in B2B sales
• Proven success selling/cross-selling to enterprise organizations
• Ability to manage a large number of prospective accounts and identify problems opportunities and consultatively provide solutions for each of them

Additionally these are the preferred qualifications that would indicate a particularly strong candidate:

• Experience building relationships presenting and selling to senior level decision makers across multiple functions
• SaaS experience preferred
• Experience working with internal partners and cross-functional stakeholders to increase deal momentum and exceed both prospects and customers expectations
• Strong understanding of the Marketing Tech landscape

How youll grow

Within 1 month youll plant your roots including:

• Complete Sprout Socials new hire training & onboarding program alongside other new Sprout team members. Youll gain a broader understanding of our products and how your role fits into the organization.
• Partner with the Director of Enterprise to define key success metrics for your role and how you will measure against them.
• Meet with current members of the Enterprise Sales team individually to understand whats working whats not and gather learnings to implement into your role.
• Shadow Account Executives on calls live or through Gong to learn sales strategies and positioning.
• Dive right into our platform to learn about what makes our platform unique how our solution impacts business objectives and why customers love our solutions.
• Learn Sprouts go-to-market messaging key differentiators develop and personalize segment-specific value propositions.
• Learn the relevant customer stories and case studies to justify your value propositions with real ROI examples from the field.
• Complete a demo and written certification to ensure comprehension.
• Learn Sprouts existing customer sales process by shadowing your peers.

Within 3 months youll start hitting your stride by:

• Meet with all your existing customers within the book of business and begin the process of building relationships with key strategic stakeholders.
• Understand the language of all your customers and where we can expand our offerings by expansion into new business units or increasing utilization of our platform with existing customers.
• Own your numbers - consistently meet and exceed your activity goals to build a fruitful pipeline that will provide consistent quota attainment after ramp.
• Co-build account & territory plans with your BDR Professional Services Solutions Engineers & Customer Success teammates.
• Regularly meet with your BDR to define a relationship that ensures seamless communication and coordination on expansion opportunities.
• Conduct active research leveraging all available tools and data sources to understand your customers brand culture KPIs partners and success metrics so you can add value throughout your interactions and become a trusted advisor.
• Gain a solid understanding of your customers internal transitions and mitigate the risk of customer churn.

Within 6 months youll be making a clear impact through:

• Have built solid relationships at the C-Level with existing customers within your book of business.
• Have built strong internal relationships with your peers customer success professional services solutions engineering our legal partners and others who will take part in your deal cycles. You will have a deep understanding of each teams partnership expectations and service level agreement.
• Travel locally or out of state to meet with critical customers on a quarterly basis to speed up your deal cycles and increase win rates.
• Become a Sprout Social and social media expert to confidently speak to ever-changing trends new product features and platform enhancements to help our customers realize their full potential and accomplish their goals.
• Consistently achieve your monthly and quarterly revenue targets.

Within 12 months youll make this role your own by:

• Mentor and develop your BDR to become best in class at their respective functions and further advance their skill sets and career trajectory.
• Step up as a peer leader to share best practices across the organization and help others grow from your experiences.
• Consistently meet and exceed monthly activity pipeline and new business metrics.

Of course what is outlined above is the ideal timeline but things may shift based on business needs and other projects and tasks could be added at the discretion of your manager.

Our Benefits Program

Were proud to regularly be recognized for our team product and culture. Our benefits program includes:

• Insurance and benefit options that are built for both individuals and families
• Progressive policies to support work/life balance like our flexible paid time off and parental leave program
• High-quality and well-maintained equipmentyour computer will never prevent you from doing your best
• Wellness initiatives to ensure both health and mental well-being of our team
• Ongoing education and development opportunities via our program and employee-led diversity equity and inclusion initiatives.
• Growing corporate social responsibility program that is driven by the involvement and passion of our team members
• Beautiful convenient and state-of-the-art offices in Chicagos Loop and downtown Seattle for those who prefer an office setting

Whenever possible Sprout wants to provide our team with the flexibility to work in the location that makes the most sense for them. Sprout maintains a remote workforce in many places in the United States. However we are not set up in all states so please look at the drop-down box in our application to see whether your state is listed. Few roles require an office setting. If your position requires a physical presence in a Sprout office it will be evident in the job listing and your offer letter.

In the United States we have two geographic pay zones. This roles On Target Earnings (OTE) for new hires in each zone are:

• Zone 1 (New York California Washington): $193600 (min) $242000 (mid) $266200 (max) USD annually
• Zone 2 (All other US states): $176000 (min) $220000 (mid) $242000 (max) USD annually

OTE is governed by an incentive plan. It is the sum of a fixed base salary plus incentives at target performance. Incentive compensation will vary based on performance. The incentive plan is uncapped.

The listed ranges represent the expected earning potential in this position. Starting salaries for well-qualified new hires are typically around the midpoint of the range. These ranges were determined by a market-based compensation approach; we used data from trusted third-party compensation sources to set equitable consistent and competitive ranges. We also evaluate compensation bi-annually identify any changes in the market and make adjustments to our ranges and existing employee compensation as needed.

OTE is only one element of an employees total compensation at Sprout. Every Sprout team member has an opportunity to receive restricted stock units (RSUs) under Sprouts equity plan. Employees (and their dependents) are covered by medical dental vision basic life accidental death and dismemberment insurance and Modern Health (a wellness benefit). Employees are able to enroll in Sprouts companys 401k plan in which Sprout will match 50% of your contributions up to 6% with a maximum contribution. Sprout offers Flexible Paid Time Off and ten paid holidays. We have outlined the various components to an employees full compensation package here to help you to understand our total rewards package.

Sprout Social is proud to be an Equal Opportunity Employer. We do not discriminate based on identity- race color religion national origin or ancestry sex (including sexual identity) age physical or mental disability pregnancy veteran or military status unfavorable discharge from military service genetic information sexual orientation marital status order of protection status citizenship status arrest record or expunged or sealed convictions or any other legally recognized protected basis under federal state or local law. Because Sprout Social is a federal contractor we affirmatively recruit individuals with a disability and protected veterans. Learn more about our commitment to diversity equity and inclusion in our latest DEI Report.

If you require a reasonable accommodation for any part of the interview process or to submit your application please email us at Include the nature of your request and your preferred contact information. Well do everything we can to support your success during our recruitment process while upholding your privacy. Please note that only inquiries regarding accommodations will receive a response from this email address; other inquiries will not be addressed (e.g. you send your resume but are not requesting an accommodation).

For more information about our commitment to equal employment opportunity please click here (1) Equal Opportunity Employment Poster and (2) Sprout Socials Affirmative Action Statement.

When you apply for employment with Sprout Social we will process your job applicant data including your employment and education history transcript writing samples and references as necessary to consider your job application for open positions. Your personal data will be shared with Greenhouse Software Inc. and Crosschq Inc. cloud services providers located in the United States of America and engaged by Sprout Social to help manage its recruitment and hiring process on Controllers behalf. Accordingly if you are located outside of the United States by clicking Submit Application on this site you consent to the transfer of your personal data to the United States. For more information about our privacy practices please visit our . California residents have additional rights and should review the Additional Disclosures for California Residents section in our Privacy Policy.

Additionally Sprout Social participates in the E-Verify program in certain locations as required by law.

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