The primary responsibilities of the Enterprise Account Executive at Rossum include developing and executing strategic sales plans to exceed revenue targets, identifying and building relationships with decision-makers in enterprise organizations, managing the sales process from prospecting to closing, delivering product demos, and collaborating with cross-functional teams to drive product adoption.

Candidates applying for the Enterprise Account Executive position at Rossum should have at least 3+ years of experience in SaaS enterprise sales, particularly in document automation or AI. A solid understanding of channel sales, complex sales cycles, and experience with structured sales methodologies is also important. Strong relationship-building skills and the ability to articulate Rossum’s value proposition are essential.

Rossum supports its Enterprise Account Executives by providing them with a strategic sales plan, necessary resources, and access to marketing, product, and customer success teams. This collaborative environment helps executives position Rossum's solutions effectively to meet customer needs and drive revenue growth.

The Enterprise Account Executive at Rossum primarily targets a variety of industries including finance, logistics, healthcare, and manufacturing, all of which benefit from our AI-powered document processing and workflow automation solutions.

Rossum offers a comprehensive benefits package for its Enterprise Account Executives including 20 days of vacation, medical, dental, and vision health benefits, a 401(k) with employer matching, flexible working hours, and an Employee Stock Option Plan.

When answering this question, highlight your relevant experience, discussing specific roles, sales achievements, and the sales methodologies you've employed to close deals in the SaaS landscape.

Share your strategies for establishing rapport and building trust with C-level executives. Discuss how you listen to their needs, address pain points, and align your solution with their business objectives.

Discuss the sales methodologies you've used, such as MEDDPICC or SPIN, and provide examples of how these frameworks have helped you structure sales processes and achieve your targets.

Explain your approach to navigating objections, such as actively listening to concerns, providing informative responses, and reinforcing the unique value propositions of your offering to overcome resistance.

When providing examples, focus on the entire process from prospecting to closure, including the challenges faced, your specific actions, and the outcome of the deal.

Discuss your methods for researching and identifying potential leads, leveraging tools, networking, and utilizing market trends to find opportunities in the enterprise sector.

Mention any reading, professional groups, or events you follow to stay informed about industry trends in AI, document processing, and sales best practices, showcasing your commitment to continuous learning.

Explain your approach to managing your pipeline by discussing your criteria for prioritization and the tools you use to track progress and ensure timely follow-ups.

Emphasize the importance of collaboration with marketing and product teams, detailing how teamwork enhances your ability to provide tailored solutions and meet customer needs effectively.

Articulate your enthusiasm for Rossum's AI-powered solutions and how your values align with the company mission. Discuss your desire to contribute to its growth in the US market through your sales expertise.