Mid-Market Account Executive

As a Mid-Market Account Executive at SmartRecruiters, you'll primarily focus on new logo acquisition through active prospecting and engagement with key buyer stakeholders. This involves presenting our Talent Acquisition Suite, understanding client pain points, and leveraging your sales acumen to navigate complex enterprise sales cycles. Your role is crucial in helping organizations transition from outdated hiring platforms to a more effective solution that can drive bottom-line results.

To excel as a Mid-Market Account Executive at SmartRecruiters, candidates should possess a minimum of 7 years of experience in enterprise software sales, showcasing a consistent track record of meeting or exceeding quotas. Strong leadership abilities to manage multi-stakeholder sales cycles, excellent rapport with C-level executives, and familiarity with sales methodologies for complex environments are essential for this role. A business degree is a plus but not mandatory.

At SmartRecruiters, the work environment for a Mid-Market Account Executive is remote-friendly, inclusive, and designed to empower every team member. You'll be part of a values-driven organization that encourages collaboration and innovation, providing opportunities for personal and professional growth within a supportive culture that celebrates diversity and work-life balance.

In this role at SmartRecruiters, you'll manage a complex sales process that typically involves multiple stakeholders and high-value deals ranging from mid-six to seven figures in annual contract value. You'll work collaboratively with Solutions Consultants and other team members to craft tailored strategies and messaging that address the specific needs of your Named accounts, effectively guiding them through the sales funnel.

SmartRecruiters provides comprehensive support to Mid-Market Account Executives through access to industry-leading sales tools, training programs such as the Hiring Success Methodology certification, and a collaborative environment where teamwork is emphasized. With strong internal mobility opportunities and a commitment to fostering high performance, you'll have ample resources and support to not only meet but exceed your sales targets.

In approaching prospecting for new accounts, I prioritize building a targeted list of key companies that align with our ideal customer profile. I then research each company, identify the key stakeholders, and craft personalized outreach messages that highlight how SmartRecruiters can solve their unique hiring challenges. Building genuine relationships through insightful conversations is essential to establish trust and interest in our solutions.

I have extensive experience managing complex sales cycles characterized by multiple stakeholders and significant financial implications. For me, it's imperative to maintain open lines of communication with all parties involved, ensuring that everyone is aligned and informed. By leveraging sales methodologies like MEDDIC, I focus on identifying and addressing the pain points of each stakeholder, which often leads to smoother negotiations and successful deal closures.

To identify pain points in potential clients, I utilize a consultative approach during conversations. I actively listen and ask probing questions to uncover the underlying challenges they face in their hiring process. Additionally, I research industry trends and specific organizational challenges that can illuminate areas of inefficiency, allowing me to position SmartRecruiters as a valuable solution.

During sales presentations, I focus on storytelling that highlights the unique benefits and differentiators of SmartRecruiters. I emphasize our next-gen AI capabilities, ease of integration with existing systems, and the measurable impact our Talent Acquisition Suite has made for past clients, such as Bosch and LinkedIn. This approach not only showcases our product's value but also builds emotional resonance with potential clients.

Maintaining relationships with stakeholders throughout the sales process is key to gaining their commitment. I do this by providing regular updates, soliciting feedback, and providing valuable insights that keep them engaged and informed. Building rapport and being transparent about the sales journey ensures that they've invested in not just the solution but in the partnership with SmartRecruiters.

To negotiate and close deals effectively, I prioritize understanding the client's needs and concerns fully. I employ a solution-oriented approach, ensuring that I present a win-win scenario for both parties. I leverage my knowledge of the competitive landscape to showcase our advantages while being flexible enough to address any concerns without compromising the value SmartRecruiters provides.

I view objections as opportunities to further understand a client’s needs. When faced with an objection, I first acknowledge their concern and ask follow-up questions for clarity. I then respond with relevant success stories or data points that counter the objection while reinforcing the benefits of our solution. This approach often turns objections into productive discussions that lead to successful outcomes.

Teamwork plays a fundamental role in my success as a Mid-Market Account Executive. Collaborating with my sales development team, Solutions Consultants, and other internal resources allows for comprehensive strategies that maximize our efforts. Effective teamwork ensures that we present a unified message to prospects and share vital insights that enhance our sales approach.

One successful deal I closed involved a mid-sized company struggling to streamline their recruitment process. By demonstrating how SmartRecruiters could automate key tasks and enhance their candidate experience, I was able to secure a seven-figure contract. This not only improved their hiring efficiency but also increased their workforce quality, leading to significant improvements in their overall productivity.

I actively stay updated on industry trends and technologies by subscribing to leading HR and recruitment publications, participating in webinars, and networking with industry experts. I also seek out training opportunities and certifications, such as the Hiring Success Methodology, which equip me with the latest insights into hiring practices and technologies that I can leverage in my sales strategy.