Mid-Market Account Executive

A Mid-Market Account Executive at CaptivateIQ is responsible for identifying, securing, and expanding new accounts while managing opportunities from lead to close. This includes building and maintaining a qualified sales pipeline, creatively prospecting target accounts, and executing successful sales demonstrations to educate prospects about the CaptivateIQ platform.

To be successful as a Mid-Market Account Executive at CaptivateIQ, candidates should have 2-6 years of closing SaaS sales experience, demonstrating top performance. Familiarity with sales methodologies, strong communication skills, and the ability to work independently in a fast-paced environment are key qualifications.

CaptivateIQ supports Mid-Market Account Executives by providing a flexible work environment, ongoing training opportunities, and access to the latest technology. A culture of collaboration also encourages effective communication with cross-functional teams, ensuring that Account Executives have the resources they need to succeed.

CaptivateIQ offers an attractive benefits package that includes comprehensive medical, dental, and vision coverage, flexible vacation days, mental health days, and stipends for professional development. The work-from-home stipend and the opportunity to use a one-time expense on your work anniversary are just some perks that showcase CaptivateIQ's commitment to employee well-being.

Mid-Market Account Executives at CaptivateIQ are expected to be well-versed in various sales methodologies that emphasize building relationships and understanding customer needs. Utilizing proven approaches helps to effectively manage the sales process from initial outreach to closing and ensures that the team’s strategies align with company goals.

When approaching prospecting, it's important to combine traditional methods with creative strategies. Utilize social media platforms, networking events, and industry webinars to identify potential leads. Tailor your outreach by researching prospects' businesses and crafting personalized messages that address their specific needs.

Effective sales demos involve understanding your audience and their pain points. Start by asking probing questions to tailor the demo to their interests. Clearly outline the benefits and solutions that CaptivateIQ provides, and always leave time for questions and discussion to engage your audience further.

Handling objections is about active listening and empathy. Acknowledge the concern and clarify its importance while positioning CaptivateIQ as a solution. Following up with supporting evidence such as customer testimonials or data can also be very effective in overcoming objections.

CaptivateIQ's innovative approach to Sales Performance Management, backed by top investors and a strong reputation, distinguishes it from competitors. Highlighting its tailored solutions, exceptional customer support, and commitment to enabling revenue teams makes a compelling case during sales discussions.

It's crucial to recall a specific instance where you identified the prospect's underlying concerns. By nurturing the relationship over time and providing value through insights and solutions, you can transform a no into a yes. Share the story succinctly, focusing on the tactics you employed to facilitate the change in their decision.

Discuss your relevant experience in SaaS sales by outlining your previous roles and achievements. Emphasize your familiarity with the sales cycle, the importance of customer relationships, and how you used data or CRM tools like Salesforce to enhance your sales process.

Staying updated in the fast-paced SaaS industry is essential. Regularly attending webinars, following industry publications, and actively participating in professional development workshops helps build knowledge. It’s important to showcase your commitment to learning and adapting to market changes.

Share examples of teamwork with product, support, and marketing teams. Highlight how cross-functional collaboration enhances your effectiveness as a Mid-Market Account Executive and fosters a more comprehensive understanding of customer needs and expectations.

Discuss intrinsic and extrinsic motivation factors such as meeting targets, helping clients solve their problems, and the thrill of closing deals. Share personal anecdotes that demonstrate how your motivation drives your success in sales.

Effective prioritization involves assessing lead quality and potential value. Use a combination of metrics to gauge urgency and alignment with the CaptivateIQ offerings. Organizing tasks through CRM tools can help streamline your focus on high-priority leads, ensuring strategic engagement.