Enterprise Account Executive - AMER (West)

As an Enterprise Account Executive at Ashby, you'll be responsible for managing the full sales cycle, focusing on new logo acquisition while also expanding existing accounts. This involves pipeline generation, engaging stakeholders, creating consensus, and nurturing a curated list of high-potential accounts. You'll utilize your skills to identify customer challenges and connect them with Ashby's innovative solutions.

To be a great fit for the Enterprise Account Executive role at Ashby, you should have a multi-year track record of exceeding quotas of $1M or more, demonstrating your ability to sell complex SaaS technologies to large organizations. Experience in closing significant sales and a knack for engaging and influencing executive stakeholders are essential. Additionally, strong communication and problem-solving abilities are a must!

The sales process for an Enterprise Account Executive at Ashby is comprehensive and collaborative. You'll manage a mix of inbound and outbound sales activities while engaging potential clients throughout their buying journey. This includes conducting product demos, asking insightful questions to uncover pain points, and facilitating consensus among stakeholders, all while rooting your strategy in customer success.

As an Enterprise Account Executive at Ashby, you'll have a significant impact on the company's growth by acquiring new Enterprise accounts and expanding existing customer relationships. Your contributions directly influence revenue growth, enhance customer satisfaction, and help solidify Ashby's position in the enterprise software market. Your success translates into real results for the company.

Enterprise Account Executives at Ashby enjoy a variety of benefits, including unlimited PTO, a supportive work environment, and an education budget to enhance your skills and career. Additionally, Ashby provides excellent health insurance with 100% of premiums covered, a generous equipment budget for a productive workspace, and competitive stock options that you can exercise over ten years.

When prospecting for new clients, I focus on understanding the target market and identifying organizations that would benefit from our solutions. I utilize a mix of inbound leads and proactive outreach, leveraging tools such as LinkedIn and industry databases to find potential buyers. Building rapport and trust is key, so I ensure to engage thoughtfully and consistently nurture relationships.

In a previous role, I faced a competitive situation where a major client was considering switching to a competitor due to price concerns. I took the time to meet with them, understanding their unique needs and challenges. By aligning our solution's value to their strategic goals and demonstrating our customer success stories, I was able to shift the conversation and ultimately win the deal by highlighting not just the price but the value we provide.

Building consensus among stakeholders involves a thorough understanding of each individual's priorities. I start by identifying key players within the organization and tailoring my communication to address their specific needs. I often facilitate discussions and presentations that include all stakeholders, allowing them to voice concerns and providing a platform for collaborative problem-solving to ensure everyone is on the same page before moving forward.

To manage multiple accounts effectively, I rely on a combination of CRM tools and a robust organizational system. I prioritize tasks using a calendar for deadlines, set reminders for follow-ups, and make use of tagging systems in our CRM to segment accounts based on their status in the sales cycle. This helps me maintain crystal clear visibility on where each prospect stands and ensures timely and efficient communication.

I believe the most important skill for an Enterprise Account Executive is the ability to communicate complex concepts effectively. This means not only being able to explain our products and solutions in simple terms but also being able to connect those solutions directly to the customer’s business challenges. Clarity in communication fosters trust and encourages meaningful dialogue, which is essential for closing high-value deals.

I actively seek customer feedback through post-sale surveys and regular check-ins. Analyzing this feedback allows me to understand our strengths and areas for improvement within the sales process. I use these insights to refine my presentations, adjust sales strategies, and anticipate any potential customer objections in future sales pitches, ensuring that I’m always aligning with customers’ needs.

Ashby stands out as an attractive company for selling enterprise software because of its commitment to building a differentiated product that addresses real challenges faced by businesses. Our impressive client list speaks volumes about the trust and reliability we’ve established in the market. The robust support for sales teams and a culture focused on continuous improvement creates an environment where AEs can thrive and make a real impact.

Handling objections effectively starts with active listening. I ensure that I fully understand the objection before responding, which helps build rapport with the prospect. I acknowledge their concerns and then provide data-driven insights or success stories that counter the objection, aligning the conversation back to the prospect’s needs while reinforcing the value of our solution.

I am motivated by the challenge of exceeding my sales goals and contributing to the overall success of the organization. Each deal closed is not just a number but a solution that adds real value to a client’s operations. I also find inspiration in the potential growth opportunities, both personally and professionally, that come with each new account and the chance to build lasting relationships with customers.

My previous experiences in enterprise sales have equipped me with the necessary skills to excel as an Enterprise Account Executive at Ashby. I have consistently exceeded sales quotas and built strong relationships with key decision-makers in large organizations. I also have a deep understanding of the SaaS landscape and the ability to navigate complex sales processes, which I believe will be instrumental in succeeding in this role.