Commercial Account Executive

If there is one thing that we’ve all come to realize, it’s that change is constant.

Customer needs are changing, and marketing teams are constantly finding ways to stay ahead and anticipate those changes. For them to be successful, they’ll need to be strategic about how they plan, predict, invest, measure, and optimize performance.

We are expanding our revenue teams and on the search for a curious, passionate, and customer-obsessed sales executive who is driven to make a significant impact on the marketing world.You’ll be able to consult with global marketing teams, helping them proactively and swiftly adapt to changing market conditions and their customers’ evolving needs. We’re on a mission to make each and every marketer fall in love with their work. One discussion at a time.

As a result of a recent acquisition, BrandMaker and Allocadia are growing and looking for a driven, bold, and courageous Commercial Account Executive to join our team of professionals.

The ideal Account Executive will hunt for & win net new sales opportunities across our key vertical markets (tech, FS, CPG), in a North America geographic market. He or she will be responsible for working with Allocadia’s amazing SDR, Partner, and Marketing teams to develop net new sales opportunities in a defined sales territory. The AE will establish themselves as an expert in MPM, Allocadia, and the market, with the knowledge and skillset to have thought provoking discussions that challenges prospective customer’s status quo.

Some international travel may be required to attend events and meet with customers at their offices.

Duties & Expectations:

• Close $800,000 (USD) of net new annual recurring revenue (target) per year within defined sales territory & assigned inbound leads.
• Build and maintain $500,000 of rolling pipeline (3.3x quarterly target) at any time in order to hit ARR quarterly and annual target.
• Work collaboratively with SDR, Partner, and Marketing teams to develop new sales opportunities.
• Positively convert sales and marketing leads to active sales opportunities above 30% conversion rate.
• Consistently research and engage Education Opportunities to educate prospects and develop/uncover needs in key accounts.
• Drive momentum in every opportunity with high cadence/high value pipeline engagement.
• Provide timely sales forecasts to management that are consistently accurate (+/- 10%)
• Submit sales forecasts at Week 1 and Week 6 per quarter.
• Maintain up to date opportunity information in Salesforce.
• Create and manage a territory plan with SDR partner that strategically targets all accounts within assigned territory. Record and maintain accurate notes & summaries of engagement, in order to leverage and contribute to shared account insights from across the Allocadia team to win together.
• Conduct functional demonstrations of the Allocadia Software Platform.
• Actively engage in knowledge and best practice sharing within the sales organization (via team meetings, group slack channels, and 1on1 conversations) to promote collaboration, continuous improvement and skill development.

What makes a Commercial Account Executive Successful at Allocadia?

• Collaboration. Actively collaborates with Account Executive team members and wider revenue team (Ops, SDR, Marketing) to share best practices, overcome obstacles, and develop new ideas
• Organizational Skills. Understands their own “20-mile march” and can prioritize activities and manage competing priorities in order to achieve desired outcomes.
• Challenger. Can respectfully challenge customers and prospects to see a new way of thinking, understand a new challenge, or to solve a problem in a different manner not previously considered.
• Proactive. Is intrinsically motivated. Seeks to take action to proactively engage & overcome barriers rather than waiting. Actively brings new ideas.
• Persistence. Demonstrates tenacity and willingness to go the distance to achieve desired outcomes. Can handle rejection or failure, learn from it, and move on.
• Accountable. Understands their sphere of control and seeks to positively impact things within or near their sphere of control. Is accountable for their own actions and outcomes.
• Openness to coaching. Often solicits feedback from leaders and peers, and can receive constructive criticism and take onboard in order to improve. Seeks opportunities to coach, add value, and collaborate with less experienced team members.

Qualifications:

• Post-secondary education.
• A minimum of 2-3 years’ experience managing complex SaaS sales from lead to close in mid-market to small enterprise size accounts.
• You have experience selling to the C-Suite (CMO, CHRO, CEO, etc).
• Knowledge of the Martech, MarketingOps, Marketing automation space is highly relevant, but not a must.
• You have experience (and previous success!) with prospecting and selling via phone. Onsite/ field experience with clients is a strong attribute but not a necessity.
• You are motivated by your quota and have a track record of over-achieving most goals you set your mind to.
• Experience of Challenger Sales Methodology is an advantage.
• Experience of MEDDICC or MEDDPICC Qualification Framework.
• You are extremely open to coaching to develop and learn new methods and tactics to drive sales momentum and close deals.

What it’s like to work here:

• We are guided by our core values: #RunTogether, #RunHard, #RunSmart, #RunCreatively and #RunHealthy
• We are an equal opportunity employer and believe our diversity drives our success which helps us create the best experiences for our customers
• Performance driven culture with an opportunity to work with passionate people who are goal-oriented and are aligned to building a world class SaaS company
• Collaborative, fun work environment, where laughing and learning go together
• Comprehensive extended health and dental benefits
• Generous paid time off including extra time designated by the company throughout the year
• Annual allowance in support of your Professional Development

About BrandMaker

BrandMaker delivers a single, integrated SaaS platform to run, optimize, and automate marketing operations. BrandMaker enables CMOs and marketing teams to orchestrate marketing’s entire core resources and operational processes across strategy, campaigns, budgets, work, content, and brand.

The 2021 acquisitions of complementary, leading Marketing Operations providers Allocadia and Hive9 expand the company’s end-to-end solution to empower marketers to measure and improve marketing performance. The solution connects strategy to outcomes and accelerates growth. Independent research firms recognize BrandMaker as a leader in marketing ops. More than 350 leading enterprises, including Best Buy, Energizer, J.M. Smucker and Marriott, trust its solutions to provide seamless marketing operations orchestration.