Account Executive - Mid-Market - job 1 of 2

The Account Executive - Mid-Market at OneTrust is tasked with generating and qualifying new business opportunities while managing and expanding existing client relationships. Key responsibilities include conducting two-sided discovery to understand client needs, articulating valuable solutions, negotiating deals, setting customer expectations, and accurately forecasting sales. This role requires working collaboratively with cross-functional teams to ensure successful implementation and client satisfaction.

To excel as an Account Executive - Mid-Market at OneTrust, candidates typically need over three years of experience in B2B software/SaaS sales. A strong track record in landing new clients and managing existing accounts effectively is crucial, along with excellent communication skills for engaging C-Level executives. Familiarity with CRM systems, particularly Salesforce, is preferred.

OneTrust provides its Account Executives with extensive support to help them reach their sales targets. This includes weekly sales training sessions to enhance skills and address customer feedback. The culture emphasizes collaboration and mutual growth, ensuring each Account Executive is equipped with the tools and resources they need to be successful in identifying, qualifying, and closing deals.

As an Account Executive - Mid-Market at OneTrust, you can expect a competitive base salary ranging from $72,000 to $80,000, alongside uncapped commission opportunities for high performance. Additionally, OneTrust offers various benefits such as comprehensive healthcare coverage, flexible PTO, stock options, annual bonuses, and career development opportunities, all contributing to a supportive work environment.

The work culture at OneTrust for Account Executives is both flexible and collaborative. We prioritize building relationships among team members and encourage in-person interactions to foster strong connections. The environment is supportive and focused on personal development, helping employees thrive in their roles while contributing to the company's mission.

When closing a deal, it's essential to first understand the client's needs thoroughly. I take a consultative approach, ensuring I have clearly defined their pain points. I then present tailored solutions, highlighting the unique value propositions of OneTrust, followed by negotiating terms that align with their expectations, always prioritizing building a long-term relationship.

To identify new business opportunities, I rely on a combination of market research, client referrals, and networking within industry events. Additionally, I actively engage with my current clients to explore their networks, leveraging their approach through warm introductions to potential leads.

Handling objections effectively involves active listening to acknowledge the client’s concerns. Once I understand the objection, I address it with factual information and case studies that demonstrate how OneTrust's solutions have successfully addressed similar challenges for other clients, ultimately steering the conversation back towards the benefits of our offerings.

I track several key metrics to assess my sales performance, including the number of new leads generated, conversion rates, average deal size, and overall sales revenue. I also make sure to analyze the length of the sales cycle and client feedback to fine-tune my approach and improve future sales strategies.

Building and maintaining relationships with C-Level executives requires consistent and value-driven communication. I focus on understanding their business challenges and industry dynamics, providing insights and solutions relevant to their needs. Following through and being responsive whenever they reach out also helps establish trust.

In handling long sales cycles, I prioritize nurturing relationships and maintaining regular touchpoints with prospects. This involves providing them with valuable content and updates about industry trends, ensuring I remain top of mind without overwhelming them, ultimately keeping the sales process on track.

I have used CRM tools like Salesforce to manage my pipeline, track interactions and schedule follow-ups. By utilizing the dashboard features, I can analyze my performance metrics, allowing me to adjust my strategy based on what’s working and what isn't, effectively streamlining my sales process.

In a sales environment, I believe collaboration is crucial. I regularly communicate with my teammates, sharing insights and strategies that could benefit our collective pipeline. By working through challenges together, we can leverage each other's strengths to close deals more effectively.

The most challenging aspect of being an Account Executive can be managing the unpredictability of sales. However, I embrace this challenge by staying organized, setting clear targets, and maintaining a positive outlook. Continuous learning and adapting my strategies based on market shifts help me stay effective amidst these challenges.

To keep updated with industry trends, I follow relevant news and subscribe to industry publications. I also join professional networks and attend webinars and conferences, as they provide great opportunities to learn from experts and understand emerging trends that I can incorporate into my sales strategy.