Mid-Market Account Executive – Backup & Archive

As a Mid-Market Account Executive at Flosum, you will own the full sales cycle, which includes prospecting, conducting product demos, negotiating deals, and closing sales on our Backup & Archive solutions. You'll be responsible for understanding the technical needs of buyers, working closely with Solution Engineers and Sales Leadership to build a strong pipeline, and being a key player in our customer engagement processes.

To be a successful candidate for the Mid-Market Account Executive role at Flosum, you should have 3-5+ years of experience in B2B SaaS sales, ideally with a mid-market or enterprise focus. Familiarity with data protection, DevOps, or IT security solutions is a plus, along with a strong ability to connect with technical buyers, including developers and architects.

At Flosum, we believe in empowering our Mid-Market Account Executives with comprehensive training and resources to excel in their sales roles. You will receive ongoing mentorship from experienced Sales Leadership and have access to tools like Salesforce and Outreach to help you manage your sales pipeline effectively.

Absolutely! Flosum is committed to the professional growth of our employees. The Mid-Market Account Executive position serves as a fast track into enterprise sales or leadership roles within the company, paving the way for continued career advancement as Flosum scales.

Flosum values candidates who are certified in modern sales methodologies such as MEDDIC, Challenger, or Sandler. Embracing a structured approach to sales helps our Mid-Market Account Executives connect effectively with clients and demonstrate the value of our Backup & Archive solutions.

When facing objections, it’s essential to listen carefully and empathize with the prospect’s concerns. Acknowledge their hesitation, respond with relevant solutions, and reinforce the value of Flosum's Backup & Archive products in mitigating those issues. Building trust and credibility is key.

Discuss a specific instance where you surpassed your quota by detailing the strategies you employed, the challenges you faced, and the final outcome. Highlight your systematic approach and any teamwork involved, emphasizing how those efforts contributed to your success.

I utilize a combination of market research, data analysis, and tools like LinkedIn Sales Navigator to pinpoint prospects that align well with Flosum's offerings. Additionally, I leverage networking opportunities and industry events to identify potential leads.

I prioritize sales leads based on their potential value and readiness to buy. Utilizing a scoring system that factors in engagement level, company size, and fit with our solutions allows me to focus my efforts on prospects most likely to convert.

Post-sale, I focus on regular communication and ensuring successful onboarding through collaboration with Customer Success teams. I check in with clients periodically to address any questions or concerns, reinforcing my commitment to their satisfaction.

I tailor each product demo to the client’s specific pain points, ensuring it clearly demonstrates how Flosum’s Backup & Archive solutions meet their needs. Engaging with the audience, encouraging questions, and providing real-life examples make for impactful demos.

I'm aware that Flosum is the leading Salesforce-native DevSecOps and Data Protection platform. Your solutions focus on backing up and archiving critical data, enhancing compliance, and enabling teams to operate efficiently within Salesforce environments.

Staying motivated requires setting personal benchmarks and celebrating small wins. Engaging with my team for support and sharing best practices helps maintain a positive atmosphere within the competitive landscape of sales.

Understanding the specific needs of different technical buyers is crucial. I customize my pitch based on roles, addressing developers with technical specifics and focusing on compliance requirements when speaking to IT or InfoSec professionals.

I believe structured sales methodologies, such as MEDDIC, provide a framework for success. My preference leans towards the Challenger approach as it encourages challenging the status quo and providing unique insights that resonate with prospective clients.