Job Title: Mid-Market Account Executive – Backup & Archive

As a Mid-Market Account Executive at Flosum, you'll be responsible for managing the complete sales cycle of our Backup & Archive product. This includes prospecting new clients, conducting discovery sessions, delivering engaging product demos, negotiating deals, and successfully closing sales. Your role involves collaborating with other teams like Product and Customer Success to ensure a seamless transition for our customers.

To excel as a Mid-Market Account Executive at Flosum, candidates should ideally have 3-5 years of B2B SaaS sales experience, particularly targeting mid-market or enterprise-level clients. Familiarity with data protection, DevOps, or IT security solutions is highly advantageous, as well as experience with technical buyers like developers and architects.

The sales process for the Mid-Market Account Executive at Flosum starts with identifying potential clients and understanding their needs through discovery sessions. You will then showcase our Backup & Archive solutions through live demos, align the product’s value with their challenges, and proceed with negotiations, ultimately working towards closing the deal.

The primary goal of the Mid-Market Account Executive at Flosum is to meet and exceed assigned quotas for the Backup & Archive product. Achieving these targets involves building a robust sales pipeline, understanding customer requirements deeply, and effectively communicating the benefits of our solutions.

Flosum prefers candidates with a solid background in B2B SaaS sales, ideally from the mid-market or enterprise space. Experience selling technical solutions, especially in data protection or security, will be beneficial. The role involves working with technical buyers, so familiarity with the Salesforce ecosystem is a plus.

To excel in prospecting, focus on identifying high-potential leads within your target market. Utilize tools like LinkedIn Sales Navigator and Outreach to find and connect with prospective clients. Be prepared to personalize your outreach and demonstrate how Flosum’s Backup & Archive solutions can directly address their pain points.

Live product demos are a crucial part of the sales process. Share your experience by detailing how you prepare for a demo, tailoring it to the specific needs of the audience, and articulating the technical benefits of the product. Make sure to highlight your ability to engage technical audiences such as developers and compliance teams.

Managing a sales pipeline requires a blend of organization and prioritization. Use a CRM tool like Salesforce to keep track of leads and their statuses. Regularly update your opportunities based on their readiness to move to the next stage, and set reminders for follow-up activities to ensure no leads fall through the cracks.

Turning a difficult prospect into a client often involves patience and understanding their specific challenges. Share a specific example where you actively listened to the prospect's concerns, provided tailored solutions, and ultimately fostered their trust in Flosum's capability to address their needs.

Staying informed about industry trends is essential for any Account Executive. Explain your approach to continuous learning, such as following relevant publications, attending webinars, or engaging with professional networks and industry events that focus on data protection and Salesforce technologies.

Emphasize that collaboration is key to a successful sales strategy. Discuss how you work closely with Solution Engineers, Customer Success teams, and Sales Leadership at Flosum to share insights on client needs and ensure a smooth customer journey from prospecting to post-sale support.

Handling rejection is part of the sales process. Share how you view rejection as an opportunity to learn and improve. Focus on seeking feedback from prospects, understanding their concerns, and using these insights to refine your approach for future interactions.

Negotiation is about finding a win-win situation. Outline your strategy of understanding the client's needs and constraints, being flexible with terms where possible, and maintaining clear communication to build trust, ensuring both parties are satisfied with the outcome.

In a fast-paced environment, prioritization is crucial. Discuss your techniques for assessing tasks based on urgency and importance, using tools to manage your to-do list, and setting aside time for focused work while remaining adaptable to new opportunities that may arise.

Express your enthusiasm for Flosum's innovative solutions and the opportunity to contribute to a fast-growing team. Discuss specific products like the Backup & Archive solution and how they align with your sales experience, along with your desire to grow within a company that values collaboration and customer success.