NA Enterprise Expansion Account Executive, Great Lakes/Midwest

As an NA Enterprise Expansion Account Executive at Lucid Software, your primary responsibilities include identifying and closing business deals in your assigned territory. You will create a territory plan focusing on both expansion and new opportunities while forging strong relationships with target accounts. Additionally, you will lead complex negotiations, consult with large customers to ensure successful deployment of Lucid’s SaaS solutions, and mentor Business Development Representatives. Traveling occasionally to meet with clients is also expected.

To be successful as an NA Enterprise Expansion Account Executive at Lucid Software, candidates should have at least 5 years of sales closing experience in tech or SaaS industries. A proven track record of meeting or exceeding quotas and experience with enterprise software sales are essential. Strong communication skills, the ability to manage complex sales cycles, and proficiency in prospecting and territory planning are also critical. Preferred qualifications include experience with sales enablement tools like Salesforce.

The NA Enterprise Expansion Account Executive at Lucid Software plays a crucial role in supporting customer success by collaborating closely with Customer Success Managers. This collaboration ensures clients are satisfied with their purchases and encourages client retention and expansion throughout the organization. Your role will involve consulting and advising clients to drive adoption and success of the enterprise-wide deployments of Lucid’s solutions.

Lucid Software offers a hybrid work culture that emphasizes flexibility, encouraging employees to work remotely, from one of our offices, or a blend of both. As an NA Enterprise Expansion Account Executive, you will be part of a diverse and inclusive environment that prioritizes innovation and teamwork. The company has received numerous accolades for its workplace culture, highlighting Lucid's commitment to a healthy work-life balance.

Lucid Software stands out as a leader in the SaaS space due to its innovative solutions for visual collaboration, which are utilized by top businesses globally, including Google and NBC Universal. The company's core values—innovation, excellence, individual empowerment, and teamwork—set a strong foundation for its products and customer relationships. As an Enterprise Account Executive at Lucid, you will be representing a brand recognized in the Forbes Cloud 100 and Fortune's Best Workplaces in Technology, giving you a robust platform to drive sales.

In your response, emphasize the importance of research and relationship-building. Describe how you identify key decision-makers, tailor outreach strategies to different stakeholders, and leverage data for informed prospecting. Highlight any tools you use to streamline the process, and mention your strategies for maintaining relationships over time.

Describe a specific negotiation scenario where you faced challenges. Detail your approach to ensuring both parties benefited, how you managed objections, and the outcome. This showcases your negotiation skills and ability to maintain positive customer relationships.

Focus on your ability to establish trust and provide value. Discuss how you understand customer needs, communicate effectively, and remain accessible. Provide examples of follow-up strategies that ensured ongoing engagement, contributing to long-term partnerships.

Talk about your proficiency with Salesforce or other tools. Give examples of how you utilize them for lead management, tracking sales activities, and analyzing performance metrics, which can drive strategic decisions and improve sales outcomes.

Outline key metrics you track, such as quotas, customer retention rates, and sales cycle time. Highlight the importance of qualitative measures, like customer satisfaction and relationship depth, and explain how you adjust strategies based on performance data.

Discuss your analysis of the pitch, how you gather feedback, and adjustments you would make for future presentations. Emphasize the value of learning from each experience and applying those lessons to improve future pitches.

Talk about the synergy between sales and customer success teams. Describe your regular communication, sharing of insights to ensure customer satisfaction, and how you work together to drive expansion and renewals, fostering a seamless experience for the customer.

Detail your approach to territory planning, including market research, customer segmentation, and prioritizing high-potential accounts. Discuss how you adapt your strategy based on changing market conditions or sales trends.

Highlight your ability to identify stakeholders across departments, manage timelines effectively, and ensure all parties are aligned. Discuss the importance of being proactive in communication and problem-solving during the process.

Share your passion for driving business success and helping customers achieve their goals through the solutions you sell. Discuss how achieving targets and seeing customer transformations inspires you to continuously improve and contribute positively to your team.