Junior Account Executive – B2B SaaS, Climate Tech

at  Climatiq

Climatiq is at an exciting time in our journey, with a product that helps thousands of businesses measure their carbon emissions. In this critical role, you’ll play a key part in Climatiq’s growth story working across the sales cycle – qualifying incoming leads, helping prospects to understand how to benefit from our product and closing deals. You’ll drive new business, leading a consultative sales process that speaks to technical professionals, sustainability experts and business executives.
As a Sales Representative, you will serve as the point of contact for prospective customers. As such, you will need to become an expert in what our customers need, our solutions, and the overall market for sustainability software. Your passion for technology and sustainability will be crucial, as you’ll be selling a technical sustainability product to an audience that is both tech-savvy and understands sustainability.

QUALIFICATIONS:

• 1-2 years in full-cycle B2B SaaS sales, selling to software companies
• Experience with selling complex technical products to tech-savvy buyers
• Ability to generate and manage pipeline in a SaaS startup or scaleup environment
• Initial understanding of sustainability reporting requirements and ability to learn fast. You are expected to become an expert in this topic within a short period of time in order to be credible with our customers
• Familiarity with API-first products or services; ability to understand software architecture
• Familiarity with Product-Led Growth and qualification of inbound leads
• Ability to clearly communicate technical concepts and confidence dealing with API-first products or services; ability to understand software architecture
• Demonstrated ability to collaborate cross-functionally with Product, Marketing, and Customer Success teams
• Adaptability to thrive in a fast-paced, evolving environment with a high level of ambiguity

• Qualify incoming leads and run an efficient discovery process with prospects
• Develop a structured discovery process to gather in-depth information about leads’ challenges, goals, and decision-making processes.
• Establish clear criteria for lead qualification, such as use case, industry, budget, and timeframe.
• Guide leads in understanding the value of Climatiq for their use case and how they can best integrate the API into their solutions and services.
• Use lead scoring systems to prioritize leads based on expected value.
• Implement automated lead qualification tools to streamline the process.
• Nurture leads that are not immediately ready to buy
• Implement lead nurturing campaigns to engage and educate leads before they’re ready to convert.
• Personalize communications based on their interests and behaviors.
• Offer valuable content, such as webinars, whitepapers, and case studies.
• Measure and optimize the funnel performance
• Continuously measure the effectiveness of your lead qualification and discovery process.
• Analyze key metrics such as lead conversion rates, sales cycle length, and customer lifetime value.
• Make data-driven adjustments to improve the process and maximize results.
• In line with our Product-Led Growth (PLG) strategy, research and qualify opportunities to establish relationships, positioning yourself as a trusted advisor.
• You will actively contribute to the voice of the customer and help refine the ideal customer profile, leveraging market insights and data to optimize targeting and improve customer acquisition strategies.
• Collaborate with product, marketing, engineering and management to align product development according to customer needs.