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Account Executive

At Calabrio, we are revolutionizing the way organizations connect with their customers, and we empower businesses to elevate every interaction to new heights. Our cutting-edge cloud platform Calabrio ONE, coupled with AI-driven analytics tools, unlocks the true essence of customer sentiment, turning data into actionable insights at lightning speed.

We're growing our sales team and we're looking to bring on an entrepreneurial and experienced Account Executive to drive revenue and hunt new business for Calabrio, with a focus on strategic enterprise sales. You will be at the forefront of our efforts to expand our growing business. Challenge yourself by selling the intrinsic value of software solutions to prospects and customers. The primary responsibility will be to manage and close a pipeline of opportunities, while working closely with other Calabrio resources and presales teams.

What You’ll Be Doing (Key Responsibilities):

  • Create and execute a regional sales plan including prospecting, developing pipeline and closing opportunities
  • Qualify and manage leads through the full sales cycle
  • Develop and maintain strong relationships with key decision makers
  • Support and leverage field marketing, product launches, product promotions, and other lead or sales generating programs
  • Effectively gather intelligence on markets, prospects, and competition using various resources
  • Meet or exceed quota expectations
  • 7+ years’ experience selling complex B2B software product(s)
  • Outstanding negotiation skills
  • Excellent communication and presentation skills, particularly via e-mail and by phone
  • Experience in prospecting, and leveraging tools like Outreach, Sales Navigator, and ZoomInfo
  • Light travel to industry conferences and meetings with key prospects
  • Demonstrated success using a consultative approach with key business and technical executives, especially technical CXOs, and VPs
  • Consistent history of overachievement, with demonstrated success of multi-year quota achievement
  • An accountable team player with a tenacious drive to win
  • A college or university degree; technical disciplines or backgrounds are preferred
  • Experienced in using Salesforce CRM to manage sales cycle
  • Ability to travel up to 50%

You've learned about what you'll be doing, here are some of the benefits you'll be getting when you join Calabrio:

  • Global team recognized for their passion and innovation
  • Innovative product culture and project exposure
  • Training and development from industry-leading experts
  • Cutting edge benefit programs that include: 401(k) with company matching; medical, dental, and vision insurance; disability and life insurance; flexible PTO; paid holidays and parental leave; tuition reimbursement and more

Calabrio People are: Open, Clear, Ambitious, Accountable, Collaborative, Consistent

What we value most…workplace diversity and ensuring an environment of mutual respect.  We believe that diversity and inclusion are critical to our success, and we are proud to be an equal opportunity employer. Our commitment is to continue to keep our people healthy, focused, and inspire creativity.  Our team members are offered comprehensive benefits for various life circumstances and needs, great opportunities for career development, and a balanced work-life to achieve personal and professional success (all benefits are subject to eligibility requirements). As an Innovator with Purpose, you’ll feel motivated and genuinely excited to come to work!

Calabrio celebrates and fosters a culture that thrives on diversity. We are an Equal Opportunity Employer that prohibits discrimination and harassment of any kind. We provide employees with a work environment free of discrimination and harassment. All employment decisions at Calabrio are based on business needs, job requirements, and individual qualifications, without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status, parental status, or any other status protected by the laws or regulations in the locations where we operate. We celebrate the >40 nationalities of team members that contribute to our success.

We recognize diversity comes in many forms, to foster an inclusive hiring experience any applicants who qualify under the Americans with Disabilities Act, as amended, or applicable state law, who are unable to comply with Calabrio’s application process due to their disability may be eligible for a reasonable accommodation. Request for accommodation in the application process can be made by emailing recruiting3@calabrio.com. An applicant requesting accommodation may be required to provide support for the requested accommodation. Calabrio will only share information concerning an applicant’s requested accommodation with those individuals who have a specific need to know such information.

Ready for Exponential Career Opportunities? Apply now

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Average salary estimate

$105000 / YEARLY (est.)
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$90000K
$120000K

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What You Should Know About Account Executive, Calabrio

At Calabrio, we’re changing the game when it comes to how organizations engage with their customers! We're looking for an energetic and driven Account Executive who thrives in a fast-paced, innovative environment. Imagine yourself at the forefront of business development, helping clients realize the potential of our cutting-edge cloud platform, Calabrio ONE. As an Account Executive, you’ll cultivate relationships, manage a robust sales pipeline, and work closely with our talented teams to close deals that bring real value to prospects. You'll design and execute a strategic sales plan tailored to your region while leveraging your skills in prospecting and negotiating. With over 7 years of experience under your belt selling complex B2B software solutions, you’re well-equipped to engage with key decision-makers and communicate effectively—whether by email or during a presentation. Plus, your consultative selling approach will shine when it comes to understanding the needs of technical CXOs and VPs. At Calabrio, your contributions will not only help us drive revenue but also support an inclusive culture that values diversity and mutual respect. When you join us, you'll gain access to a world-class team, exceptional benefits, and the opportunity for personal and professional growth. If you’re ready to take your career to new heights and drive transformations in customer engagement, Calabrio is the place for you!

Frequently Asked Questions (FAQs) for Account Executive Role at Calabrio
What are the responsibilities of the Account Executive at Calabrio?

As an Account Executive at Calabrio, your primary responsibilities include creating and executing a regional sales plan, managing and closing a robust pipeline of opportunities, and developing strong relationships with key decision-makers. You’ll be responsible for qualifying leads, conducting market intelligence analysis, and collaborating with different teams to leverage marketing and sales programs effectively.

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What qualifications do I need to be an Account Executive at Calabrio?

To qualify for the Account Executive role at Calabrio, you should have over 7 years of experience in selling complex B2B software products, excellent communication and negotiation skills, and a proven track record of meeting sales quotas. A college degree in a technical discipline is preferred, along with experience using Salesforce CRM to manage your sales cycle.

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What skills will help me succeed as an Account Executive at Calabrio?

Success as an Account Executive at Calabrio requires outstanding negotiation skills, the ability to effectively gather intelligence on markets and competition, and a consultative sales approach, especially when dealing with technical executives. Familiarity with tools such as Outreach, Sales Navigator, and ZoomInfo will also be beneficial to enhance your prospecting efforts.

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What is the expected travel for the Account Executive role at Calabrio?

In the Account Executive position at Calabrio, there is an expectation for light travel, approximately up to 50%. This travel will involve attending industry conferences as well as meetings with key prospects to enhance relationship-building and support your sales efforts.

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What benefits can I expect working as an Account Executive at Calabrio?

Working as an Account Executive at Calabrio comes with a comprehensive benefits package that includes a 401(k) with company matching, medical and dental insurance, paid time off, parental leave, and tuition reimbursement. Moreover, you’ll engage with a globally recognized team known for innovation and collaboration!

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Common Interview Questions for Account Executive
Can you describe your experience in handling complex B2B sales cycles as an Account Executive?

When answering this question, elaborate on specific sales cycles you managed in previous roles, highlighting your approach to prospecting, leading meetings, and closing sales while showcasing your ability to adjust strategies based on client needs.

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How do you prioritize and manage your sales pipeline?

Highlight your methods for organization and time management, such as using CRM tools like Salesforce to track leads and sales activity, emphasizing your ability to categorize leads based on likelihood to close and aligning daily tasks with revenue goals.

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What techniques do you use to establish rapport with key decision-makers?

Discuss practical techniques that create rapport, such as personalizing communication, understanding their business needs, and demonstrating genuine interest in their challenges, which builds trust and facilitates open dialogue.

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Describe a time when you exceeded your sales quota.

Use the STAR method: describe the situation, task, action, and results, emphasizing your approach to overcoming obstacles and leveraging opportunities that led to surpassing your sales targets.

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How do you utilize market intelligence to inform your sales strategy?

Illustrate how you gather intelligence through research tools and networking to stay informed about trends and competitor activity, and how you adapt your sales approach based on this information to provide added value to your clients.

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What role does collaboration play in your sales approach?

Talk about the importance of cross-functional collaboration, especially with marketing and presales teams, in delivering cohesive client presentations and well-informed solutions that meet customer needs.

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Have you ever faced a challenging negotiation? How did you handle it?

Share a specific scenario that demonstrates your negotiation skills, your approach to conflict resolution, and maintaining a positive relationship with the client, showcasing your ability to balance company interests with customer satisfaction.

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What are the key elements of a successful sales presentation?

Discuss the importance of clarity, engaging storytelling, and addressing client pain points during presentations, emphasizing how these elements contribute to resonating with clients and guiding them through the decision-making process.

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How do you handle objections during the sales process?

Explain your method for anticipating objections and providing thoughtful, data-backed responses that reassure prospects while keeping the conversation focused on their needs and potential solutions.

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What motivates you in your role as an Account Executive?

In your response, reflect on what drives you, whether it's achieving sales goals, fostering customer relationships, or being part of a collaborative team, and how that motivation contributes to your success as an Account Executive.

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Calabrio has joined forces with some of the best minds and most progressive concepts on enriching human interactions through our customer experience intelligence platform. For you, that means working on high-performing innovative teams that combin...

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Full-time, remote
DATE POSTED
December 18, 2024

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