Enterprise Sales Executive

As an Enterprise Sales Executive at QuinStreet, you will drive sales revenue by acquiring new clients and engaging with contractors and remodeling companies. You will manage a robust sales pipeline with a closing rate of about 30%, leveraging tools and strategies to generate new business. Working with key decision-makers and utilizing the MEDDIC sales philosophy, your role will also involve collaborating with Demand Generation leadership to create effective Account Based Marketing strategies.

To be considered for the Enterprise Sales Executive position at QuinStreet, candidates should have at least 7 years of experience in a virtual sales environment, with a track record of closing six and seven-figure deals. It's essential to have strong negotiation skills and the ability to set expectations while building rapport with clients. Familiarity with sales tools and a deep understanding of pro-formas and ROI will also enhance your candidacy.

The sales cycle for the Enterprise Sales Executive at QuinStreet typically spans 2 to 6 months. During this time, you will qualify prospects, creatively present the value of our solutions, and ultimately close new business every month. Understanding the intricacies of the sales cycle is crucial, as you will often be prospecting C-suite executives at companies with annual revenues between $30M to $500M.

The expected salary range for the Enterprise Sales Executive at QuinStreet is between $100,000 and $150,000 annually. Additionally, this role is eligible for performance bonuses, commissions, and equity through restricted stock units, making the compensation heavily performance-driven and rewarding based on achievements.

QuinStreet is committed to supporting its Enterprise Sales Executives through a collaborative and dynamic work environment. By providing access to cutting-edge sales technologies, comprehensive training on brand solutions, and consistent performance feedback, we ensure that our sales team can thrive. You will also have opportunities to continuously improve your sales acumen through internal resources and mentoring.

When prospecting for high-value clients, I focus on using a data-driven approach to identify key decision-makers within target companies. I leverage tools like LinkedIn for gathering insights about their needs and interests, which allows me to tailor my pitch and establish a genuine connection.

In a previous role, I created an outbound sales engagement strategy that combined personalized email campaigns with follow-up calls. By identifying pain points unique to each prospect and aligning our solutions effectively, I was able to exceed my sales targets by 40% within a quarter.

I view rejection as a learning opportunity; it allows me to refine my approach and understand client needs better. After a rejection, I seek feedback and reflect on my performance to improve my pitch for future calls.

Collaboration is essential. Sharing insights with my team helps to identify trends and best practices. Working closely with the marketing and account management teams ensures a seamless transition from lead acquisition to client onboarding, which improves overall client satisfaction.

I prioritize my sales pipeline by focusing on the prospects that align most closely with our ideal customer profile. Utilizing metrics such as engagement levels and potential contract values helps me allocate time effectively to the most promising leads.

I provide tailored resources and consultative advice during our discussions. Sharing data-backed insights and industry trends is key to helping clients understand best practices, fostering trust in our solutions.

My approach to negotiating contracts is to focus on creating a win-win scenario. I listen actively to the client’s concerns, ensuring that our proposal addresses their pain points while still aligning with our business objectives.

I leverage CRM systems to manage my pipeline effectively and track my interactions with prospects. Additionally, I use marketing automation tools to create targeted campaigns that drive engagement and interest among potential clients.

I track several key metrics, including win rates, sales cycle length, and average contract value. These metrics help me assess my performance and adjust strategies accordingly to meet or exceed targets.

I once faced a tough sales cycle when a prospective client was hesitant due to budget constraints. I scheduled multiple meetings to understand their financial limitations better and redirected our conversation towards the value they would gain from our solutions, ultimately leading to a successful close.