Mid-Market Account Executive - New Business

As a Mid-Market Account Executive at AtoB, your primary responsibilities will include identifying and generating new business opportunities through a robust outbound sales strategy, conducting effective discovery calls to understand customer needs, managing a sales pipeline to close deals, and collaborating with internal teams for smooth customer transitions. Your focus will be on acquiring Mid-Market clients with deals valued between $25K and $100K.

To thrive as a Mid-Market Account Executive at AtoB, you should have at least 3 years of outbound sales experience, specifically in prospecting and new business development. A proven track record of managing and closing deals in the range of $25K-$100K is crucial, along with strong communication and negotiation skills. Familiarity with sales tools, like Salesloft, can also give you an edge in this dynamic role.

At AtoB, success for a Mid-Market Account Executive is defined by your ability to achieve or exceed monthly and quarterly sales targets. This includes effectively closing new business deals while also ensuring customer satisfaction through collaboration with internal teams. Staying informed about industry trends and competitive dynamics is also pivotal to your effectiveness in driving sales.

AtoB equips its Mid-Market Account Executives with advanced sales tools like Salesloft to streamline prospecting and pipeline management. Additionally, you'll have access to a wealth of resources to deepen your understanding of the trucking and logistics sector, as well as ongoing support from an experienced team that is dedicated to your success in cultivating new business relationships.

AtoB is committed to the professional development of its Mid-Market Account Executives. You will have access to training programs, mentorship from seasoned professionals in the industry, and opportunities to attend conferences and workshops to enhance your skills. This investment in your growth is designed to help you thrive in your role and evolve within the company.

Managing a sales pipeline effectively involves organizing your prospects, setting follow-up reminders, and prioritizing leads based on their likelihood to convert. It's important to stay proactive with communications, use sales tools like Salesloft for tracking, and regularly assess where each prospect is in the sales cycle.

When conducting discovery calls, I believe in asking open-ended questions to encourage dialogue and understanding customer pain points. I listen actively, take notes, and then present tailored solutions that address their specific challenges. The goal is to build trust and rapport while clearly articulating how our service can benefit their operation.

To identify new business opportunities, I frequently utilize market research, networking, and lead generation tools. I also leverage social media and industry events to connect with potential clients, coupled with a solid outbound sales strategy to cold call and follow up effectively.

Handling objections requires patience and understanding. I always listen carefully to the concerns raised by the prospect and address them directly with factual information. It’s crucial to position objections as opportunities to provide more value and showcase how our solutions can resolve their issues.

I closed a significant deal by first understanding the client's needs thoroughly during our discovery calls. After uncovering pain points, I tailored my pitch to highlight how our solutions would resolve those specific issues. I maintained consistent follow-ups to keep the conversation going, which ultimately led to a successful close.

I maintain my motivation in a competitive sales environment by setting personal sales goals, celebrating small wins, and continuously learning through feedback and training. Additionally, I surround myself with a supportive team that fosters a positive competitive spirit.

I have extensive experience with cold outbound sales, having developed strategies that involve researching leads, personalizing outreach, and maintaining persistence while respecting the prospect's time. My success in this area has been rooted in maintaining a positive attitude and continually refining my approach based on feedback.

I prioritize leads based on a combination of factors such as their readiness to buy, potential deal size, and the urgency of their needs. I also use CRM tools to keep track of interactions and analyze which leads require immediate attention and which might benefit from nurturing.

Teamwork plays a critical role in my sales process, as collaborating with colleagues allows me to leverage diverse skills and insights. We often strategize together, share best practices, and ensure that new clients receive exceptional service through a smooth transition.

I stay current with industry trends and competitors by reading relevant publications, participating in webinars, and engaging with industry networks. Continuous learning aids me in refining my sales strategy and tailoring pitches to align with evolving market needs.