Evergreen: New York City Enterprise Account Executive

As an Enterprise Account Executive at Evergreen, your primary responsibilities will include proactively identifying and qualifying new sales opportunities, managing a pipeline of potential clients, and closing new logos to exceed quarterly targets. You will work closely with C-level executives to articulate the value of our solutions, develop comprehensive Enterprise Account Plans using methodologies like MEDDPICC, and effectively utilize prospecting tools such as Sales Navigator and Outreach.

To be successful in the Enterprise Account Executive role at Evergreen, candidates should ideally have 8+ years of sustained sales performance within a SaaS environment and at least 3+ years of experience selling to Enterprise-level organizations. A strong executive presence, particularly with CFOs, alongside the ability to conduct product demonstrations in a value-based sales environment, is essential. A Bachelor's degree is preferred, and experience in a startup or fast-paced setting is a bonus.

The compensation for the Enterprise Account Executive position at Evergreen ranges between $240,000 to $300,000 USD, which includes base salary and possible on-target earnings. The actual starting pay is influenced by various factors, including work location, candidate experience, and market conditions. Higher compensation can be available for exceeding sales targets, and candidates can learn more about potential incentive packages during the recruitment process.

At Evergreen, the Enterprise Account Executive will leverage effective sales methodologies, particularly MEDDPICC, to drive execution and success in their Enterprise Account Plans. This approach helps streamline the sales process by focusing on metrics, economic buyer, decision criteria, and the timeline, ensuring successful engagements that clearly communicate value to prospective clients.

As an Enterprise Account Executive at Evergreen, you will maximize various prospecting and sales tools. These include Sales Navigator for LinkedIn prospecting, ZoomInfo for enriched data and insights, and Outreach for streamlined communication and follow-ups with potential clients. These tools will enhance your ability to source, engage, and close deals effectively within your new territories.

When answering this question, focus on highlighting specific instances where you've effectively engaged with CEOs, CFOs, or other senior executives. Discuss the approach you took to understand their business challenges and how you could articulate value effectively to address their unique needs.

You can answer this by discussing your research methods, such as leveraging LinkedIn, using sales intelligence tools, and networking to uncover insights about the company structure. Emphasize your ability to build relationships and work your way into discussions with decision-makers.

Mention methodologies you have successfully implemented, such as MEDDPICC or SPIN Selling. Offer examples of how these frameworks helped you close deals and engage meaningfully with clients, improving your sales performance.

For this question, you could explain your approach to listening carefully to objections, empathizing with client concerns, and then systematically addressing those objections with tailored responses that emphasize value and ROI, thus redirecting the conversation towards solutions.

You might answer by discussing systematic approaches like regular prospecting, effective follow-up strategies, and personalized communications. Highlighting the importance of CRM systems such as Salesforce for tracking leads and managing relationships is beneficial here.

Provide a detailed story of a particular deal you closed, including the challenges, your approach, and the final outcome. Highlight what made this deal successful and what you learned from the process.

Discuss your methodology for prioritizing tasks, such as focusing on high-value accounts, assessing lead potential, and using data to inform your decisions. Mention any tools or techniques you use to stay organized and effective.

In your response, talk about the KPIs you track, such as the number of deals closed, revenue generated, and customer satisfaction ratings. Emphasize the importance of setting personal goals and tracking progress regularly.

Explain the significance of collaboration with teammates, sharing insights, and supporting each other in achieving collective goals. You can share examples of successful team projects or how working together led to closing a substantial deal.

Reflect on Evergreen's mission, values, and growth trajectory. Tailor your response to align your personal career goals with the company's vision, highlighting what excites you about the role and the contributions you hope to make.