Mid-Market Account Executive

at  SilkRoad Technology

Rival is an intelligent Talent Acquisition solution that enables forward-thinking organizations to acquire, nurture, and measure talent by empowering employees with the ability to execute with precision and speed across their entire HR tech stack.
The Mid-Market Account Executive develops and executes sales strategies to identify new business opportunities in the mid-market/SMB space to generate revenue. This role converts prospects into clients within a protected territory by focusing on developing leads from marketing campaigns, development of client and partner referrals, self-sourcing and becoming technically knowledgeable about Rival’s solutions.
This is a salaried, exempt position with a base range of $80,000 - $90,000 with an OTE range of $140,000 - $160,000 annually, in accordance with experience and qualifications. In addition to salary, we provide a comprehensive benefits package including health, life and disability benefits, wellness programs, 401(k) plan with company match, flexible PTO and many other perks. A full benefits overview is available upon request. Rival complies with all applicable labor laws and promotes pay equity across our organization.

Your contributions to Rival will include:

• Identifying, pursuing and converting prospective mid-market/SMB clients to meet annual sales revenue goals.
• Leading professional sales presentations and product demonstrations of people-centric solutions, through collaboration with a Solution Consultant and other subject matter experts.
• Resolving prospective client concerns throughout the sales process to promote a positive client experience.
• Developing professional sales proposals and responding to requests for proposals.
• Generating sales quotes and contracts and leading negotiations of contracts.
• Establishing and maintaining positive, effective long-term client relationships by acting as the primary point of contact for client inquiries during the sales cycle.
• Participating in initial implementation call between new clients and internal Rival team(s) to ensure a successful hand-off.
• Documenting prospecting plans accurately in Salesforce.
• Delivering excellent client service in support of company goals and objectives.
• Maintaining in-depth knowledge of industry and competitors, and Rival’s products; participating in Rival product management meetings to stay up-to-date on current capabilities and future product enhancements.
• Forecasting and delivering against revenue targets and achieving assigned sales quotas.

Required Skills

• Strong sales prospecting skills; excelling at generating and closing new sales opportunities.
• Excellent relationship-building skills; successful communicator at all levels with ability to prospect and manage relationships at the executive and c-suite level.
• Exceptional business acumen and understanding of prospect’s business drivers and risks.
• Strong solution selling skills aligning technology solutions to business value.
• Exceptional problem resolution abilities as the client’s champion and “go to” person for all issues and concerns during the sales cycle.
• Entrepreneurial spirit - if it needs to get done and does not exist, help to build and then sell it.
• Excellent leadership and decision-making skills with a strong strategic and analytical mindset.
• Strong organizational skills with the ability to prioritize and meet strict deadlines.
• Proficient with computer software including Salesforce and MS Office applications, including Word, Power Point, Excel.

Required Experience

• Bachelor’s Degree in Marketing, Business or related field, or equivalent work experience is required.
• Minimum of 4 years of successful HR technology solution selling and/or SaaS sales experience is required.
• Proven track record of generating revenue through sales of complex technology solutions.
• Demonstrated success in meeting and exceeding quotas.
• Proven track record of exceeding sales quota and developing and managing a consistent sales pipeline.
• CRM experience is required; Salesforce.com experience is preferred.

Please refer the Job description for details