Senior SaaS Account Executive

As a Senior SaaS Account Executive at Sourgum Waste, your main responsibilities include owning the full sales cycle from prospecting to closing deals, developing and executing outbound strategies to build a robust pipeline of leads, and collaborating with leadership to refine the sales playbook. Additionally, you'll help shape our ideal customer profile based on direct interactions, conduct tailored product demos, and ensure smooth handoffs between teams. Your role is pivotal in contributing to the overall growth strategy of Sourgum and making a significant impact in the industry.

To qualify for the Senior SaaS Account Executive role at Sourgum Waste, candidates should have 3–6 years of full-cycle B2B SaaS sales experience, preferably in a startup. A proven track record of meeting or exceeding sales quotas, strong outbound sales skills, and exceptional communication abilities are essential. Experience in operational or logistics-heavy industries is a plus. You should also thrive in ambiguous environments and have a self-starter mindset, coupled with the ability to utilize CRM tools effectively.

The sales cycle for a Senior SaaS Account Executive at Sourgum Waste encompasses several key phases: beginning with outbound prospecting, followed by discovery calls to identify customer needs, product demonstrations, and proposal development. You'll negotiate terms and aim to close deals while also maintaining accurate CRM hygiene and pipeline forecasting. It's a dynamic cycle that requires agility and strategic thinking, allowing you to adapt and refine each step based on real-time feedback and market insights.

At Sourgum Waste, we prioritize the growth and development of our Senior SaaS Account Executives by fostering a collaborative work environment and providing opportunities for professional advancement. This includes mentorship from leadership, access to training, and the chance to take on challenges that enhance skills in sales strategy and product expertise. Additionally, with Sourgum's rapid growth, there are numerous avenues to develop your career and expand your impact within the company.

Senior SaaS Account Executives can expect a vibrant and innovative company culture at Sourgum Waste that values transparency, collaboration, and customer obsession. Our team prioritizes action-oriented thinking, encouraging employees to take initiative and bring fresh ideas to the table. As a founding member of the sales team, you will play a crucial role in shaping our culture and work environment, ensuring that everyone feels empowered to contribute to our mission of modernizing the waste and recycling industry.

When answering this question, highlight your specific experiences in managing the sales process from prospecting to closing. Mention the tools you've used, the industries you've worked in, and any metrics that showcase your success, such as exceeding quotas or securing key accounts.

To answer effectively, discuss your plan for identifying target markets, creating compelling messaging, using different channels for outreach, and analyzing results to refine your approach. Demonstrating a structured process will show your strategic thinking and adaptability.

In your response, emphasize the importance of understanding customer needs, pain points, industry specifics, and buying behaviors. Share any tools or data sources you use to make informed decisions about targeting your audience.

Talk about your mindset when facing rejection, focusing on resilience and learning from feedback. Share strategies you use to stay motivated, such as setting new goals or analyzing successful deals to replicate your approach.

Describe a recent success story in detail, including the challenges faced, how you developed your strategy, and the ultimate outcome. Make sure to highlight your role in the process and any contributions from collaborative efforts.

Share your techniques for cold calling, emphasizing a personalized approach, relevant research on the prospect beforehand, and methods for building rapport quickly. Discuss how you craft your pitch to align with the prospect's needs.

Discuss your processes for updating CRM records, ensuring accuracy in tracking customer interactions, and using data for forecasting. Sharing practical tools or strategies will showcase your attention to detail and organizational skills.

Express the value you place on collaboration, detailing how you share feedback from customers, align messaging for new initiatives, and utilize product updates to enhance your sales strategy. Providing specific examples will strengthen your answer.

Share personal motivations, whether it's achieving sales targets, fostering relationships with clients, or being part of a team that innovates. Discuss how these motivations drive your day-to-day activities and overall performance.

In your response, connect your personal values and career goals with Sourgum’s mission and company culture. Highlight your excitement about transforming the waste industry and how you see yourself contributing to this vision.