Account Executive

Primary Purpose & Function:

• Act primarily independently to source and cultivate new prospective clients.

• Work collaboratively with the rest of the sales team to develop prospect value propositions solutions pricing and sales materials as well as close deals.

• Smoothly transition prospect relationships to assigned support team once the services contract is signed by a prospect.

Essential Functions & Responsibilities:

• Attend required training

• Develop a pipeline of business equivalent to 4-5 times annual quota through pursuit of marketing leads networking partner referrals personal contacts LinkedInactivityand events

• Be active in 2 industry organizations and represent company at events

• Attend 2 networking events weekly

• Identifyand build relationships with key referral partners

• Cultivate pipeline via calls emails LinkedInactivityand events

• Schedule appointments with prospective customers who are ready for sales conversations to understand their IT needs

• Work with prospective customers to understand fit between client needs andXantrioncapabilities. Ifappropriate create a compelling value proposition for them.

• Plan and conduct high-impact sales presentations for prospects. Ifappropriate schedulefollow-up.

• Coordinate sales effortsolutionsand pricing with the rest of the sales team

• Maintain a professional attitude in adverse situations with prospects and represent the company in a positive manner

• Enter all account activity in HubSpot within48 hoursandmaintainall prospect data salesactivityand forecasts

• Follow-up on all deal callsmeetingsor emails within 3 business days of activity

• Follow up on event action items within one week of the event

• Re-price proposals thathaventbeen priced in90 daysto ensure accuracy

• Attend weekly sales meetings and be prepared to discuss the following:

• Weekly activity

• Successes and obstacles from previous weeks

• Key initiatives and opportunities

• Goals for the upcoming week

• Progress against monthly quarterly and annual sales goals

• Gather and share competitive data with marketing and the rest of the sales team

• Provide feedback to marketing on programs collateral and presentations

• Develop a relationship witha short listofbizdev-oriented clients to keep your finger on the pulse of clients and the market as well as cultivate sales and marketing opportunities

Position Requirements

Formal Education & Certification

• 5 years of Business Development experience in professional services. IT services experience is a plus.

• A bachelors degree especially in Business Marketing or Sales is a plus.

Knowledge & Experience

• 3 years of quota attainment in a professional services environment

• 1 years experience using CRM software tomaintainprospect data and manage the sales with HubSpot is a plus.

• Desire to work in a company that has integrity and rewards results and loyalty

• Self-starter able to successfullyoperatewith limited management supervision

• Ability to work as part of a team to close deals and improve the sales process

• Ability to clearly articulate the business value that prospects will derive from working withXantrion

• Excellent presentation communication interpersonal and consulting skills

• Ability to meet face-to-face with prospects in the San Francisco Bay Area

Personal Attributes

• Hunter Mentality with the ability to be respectfully relentless

• Integrity and strong work ethic

• Very who engages in open communication and dialogue.

• Insatiable drive to succeed coachable and innately curious

• Active listener with the ability to build rapport and have consultative dialogue with clientspartnersand internal stakeholders

• Outgoing personality with an ability to develop rapport with prospective clients and referral partners

• Highly motivated with the ability to meet deadlines

Performance Metrics

• 30/60/90 plan to outline

• Annual manager performance review

• Annual 360 review feedback

Compensation

• $100K -140K base salary sales commissions

• 401K including 4% company match

• 100% of healthcare dental vision for self and family

• 17 daysof PTO and 9 paid holidays

• Cell phone home internet connectionXantrionapparel and entertainment allowance

• Mileage reimbursement for business travel

• Employee referral bonus program

• Continuing professional education

• Casual attire a flexible work environment and team building activities

Physical Demands

• Sitting or Standing for Long Periods: Ability to remain seated or standing at a workstation for extended durations with regular breaks to prevent fatigue.

• Viewing a Computer Monitor: Sustained ability to focus on a computer screen for tasks such as reading typing and data entry withappropriate lightingand screen settings to reduce eye strain.

• Digital Dexterity and Hand/Eye Coordination: Proficient use of hands and fingers tooperateoffice equipment including frequent alpha/numeric keyboarding mouse usage and handling other peripherals.

• Oral Communications: Engaging in clear and effective verbal communication over the phone video calls and occasionally in person requiring strong speech and active listening skills.

• Use of Peripheral Devices: Handling and operating devices such as a mouse headset and other computer accessories with precision.

• Basic Ergonomic Adjustments: Ability to adjust seatingmonitorheight and other workstation elements tomaintaincomfort and reduce physical strain.

• Environmental Awareness:Maintaininga workspace free from excessive noise and distractions to ensure focus and productivity.

• Occasional Lifting and Moving: Ability to lift and move light objects such as laptops documents and office supplies as needed.

• Periodic Travel to Customer Offices: Willingness and ability to travel to customer offices asrequired which may involve air travel drivingride-sharing or using public transportation.

• Periodic Travel toXantrionsOffice: Willingness and ability to travel toXantrionsoffice or shared workspace as needed which may involve air travel drivingride-sharing or using public transportation.

Company Policy & Procedure Compliance

• Follow and supportcompany policiesandproceduresas well as all local state and federal laws.

• Alwaysmaintainconfidentiality of company and customer records and information.

• Maintain a professional image adhering toXantrionsdress code.

• Must have an existing cell phone (running current Android or iOS).

• IfapplicableXantrionwill provide a cell phone internet connection and home office equipment theXantrionHandbookfor details.

When Working Remote

• Must have a reliable high-speed internet connection that effectively supports work responsibilities including video conferencing.

• Must have a dedicated secure and private workspace. Unless arranged byXantrion shared work environments such as coworking spaces are unacceptable. Client information must always be kept private.

• Must useXantrion-provided PC and headset to execute job functions.