Account Executive, Mid Market

As an Account Executive, Mid Market at Affinity, your key responsibilities will include building and managing a pipeline of net new accounts, following up on inbound leads, and presenting innovative business solutions to potential clients. You'll work closely with the customer success teams to drive expansion revenue and collaborate with marketing to optimize outbound efforts. Managing your sales pipeline effectively for accurate forecasts and exceeding quotas will also be a critical part of your role.

To qualify for the Account Executive, Mid Market position at Affinity, candidates should have at least 3 years of recent sales experience, ideally in selling SaaS products to financial services companies. A history of over quota performance, strong technical acumen, and familiarity with sales tools and methodologies like MEDDPICC is critical. Candidates should demonstrate the ability to manage inbound leads while executing an effective outbound prospecting plan.

Affinity supports its Account Executives, Mid Market by fostering a culture of growth and success. You will receive personalized coaching from your Sales Manager, collaborate with a talented team, and benefit from an extensive learning and development program. The company also provides wellness support, flexible sick days, and a commitment to inclusivity that encourages all individuals to thrive.

The compensation for the Account Executive, Mid Market position at Affinity consists of a base salary range between $105,000 - $115,000 USD, along with the potential to earn commission based on sales targets. The final pay may vary based on the job-related skills, experience, and education of the candidate, ensuring a fair and motivating compensation package.

Yes, Affinity encourages all candidates, including those who may not meet every single qualification, to apply for the Account Executive, Mid Market role. The company values diverse experiences and believes that different backgrounds can bring unique perspectives that enhance team performance and innovation.

When addressing objections, it's essential to listen actively to the client's concerns. Start by empathizing with their viewpoint, then provide clear, factual information that counters their objections while highlighting the benefits of your solution. Use examples or case studies to illustrate your points, demonstrating how you can add value to their organization.

To qualify leads effectively, I employ a systematic approach that includes asking targeted questions to understand the prospect's needs, budget, and decision-making process. Additionally, I leverage CRM tools to analyze past interactions and prioritize leads based on engagement and fit with our ideal customer profile.

Managing a sales pipeline requires a clear strategy. I regularly assess each stage of my pipeline, ensuring timely follow-ups and identifying opportunities for further engagement. I utilize tools to track progress and forecast sales accurately while maintaining consistent communication with team members to adapt strategies as needed.

I maintain motivation through setting personal goals that align with company targets. Celebrating small wins fuels my drive, as does seeking mentorship and feedback from colleagues. Maintaining a positive mindset and focusing on continuous improvement is crucial, along with recognizing that setbacks are part of the journey.

Teamwork is fundamental in achieving sales goals, as collaboration enhances our ability to identify opportunities and share insights. I believe in maintaining open communication with other departments, particularly marketing and customer success, to develop strategies that drive results while providing a cohesive experience for clients.

MEDDPICC is a sales methodology focused on Metrics, Economic buyer, Decision criteria, Decision process, Paper process, Identify pain, Champion, and Competition. Understanding this framework allows me to qualify leads thoroughly and tailor my approach, ensuring I address each component for effective sales processes.

Adapting sales tactics to different industries involves researching the specific challenges and needs unique to each sector. In financial services, I emphasize data security and compliance requirements when presenting solutions, ensuring I speak the language of the industry and address key stakeholders' concerns.

To expand relationships with existing clients, I prioritize regular communication to understand their evolving needs. I conduct periodic reviews to assess satisfaction and identify opportunities for enhancing our services. Building trust through consistent follow-up and providing valuable insights is also crucial to fostering long-term partnerships.

Balancing follow-ups with prospecting requires effective time management. I schedule dedicated blocks of time for each activity, ensuring I have a systematic approach to following up on leads while allocating sufficient time for prospecting. Utilizing CRM tools for reminders and tracking helps streamline this process.

My experience with CRM tools has been invaluable in managing customer relationships effectively. I leverage these platforms to track interactions, set reminders, and analyze data for better forecasting. Proficient use of CRM tools allows me to personalize communication and enhance engagement with both potential and existing clients.