Mid-Market Account Executive, EMEA

As a Mid-Market Account Executive at Clari, your primary responsibilities include targeting, opening, and closing net new accounts within your assigned national territory. You will pitch and demo Clari’s innovative solutions to sales leadership professionals, manage an array of inbound and outbound communications with prospects, and execute a strategic go-to-market plan to meet and exceed sales goals. Additionally, you will collaborate closely with marketing on demand-generation campaigns and maintain a pipeline of satisfied and referenceable customers.

To be a successful Mid-Market Account Executive at Clari, you will need at least six years of sales experience, including three years in strategic software selling. A hunter mentality and a demonstrated ability to self-source and close net-new deals ranging from $100K to over $500K are essential. Familiarity with longer sales cycles (6-9 months) and experience in complex revenue models are also critical for this role.

Clari is dedicated to fostering the growth and professional development of its team members, which includes providing Mid-Market Account Executives with annual well-being and professional development stipends. These resources enable you to pursue further education and training that will enhance your sales skills and revenue management strategies.

At Clari, Mid-Market Account Executives can expect a supportive and inclusive work environment that prioritizes collaboration and culture add. The company promotes flexible working hours and remote opportunities, allowing you to balance your professional and personal life effectively. Clari values diversity and emphasizes creating an environment free from discrimination, where every unique background is celebrated.

As a Mid-Market Account Executive at Clari, you will utilize a variety of tools and methodologies to enhance your sales strategy. Familiarity with MEDDIC and Challenger Sales techniques will be essential as you engage with potential clients. Additionally, you will coordinate with marketing initiatives and leverage Clari's sales platform to provide accurate revenue forecasting and insights.

When responding to this question, highlight specific experiences where you've sold software solutions to different revenue models. Discuss how you tailored your approach to meet the unique needs of each prospect, addressing their challenges while demonstrating the value of your solutions.

Explain your approach to nurturing leads over longer sales cycles, touching on relationship-building, continuous communication, and follow-ups. Provide examples of how you've maintained engagement with prospects to keep your solution top-of-mind.

Discuss the criteria you use to evaluate and prioritize target accounts, such as potential revenue, strategic alignment, and market impact. Provide an example of how you've effectively targeted and engaged key prospects in your previous roles.

Use the STAR method (Situation, Task, Action, Result) to structure your answer. Share a specific instance where your strategies led to exceeding sales targets, detailing the actions you took and the impact those had on your overall performance.

Discuss how you research and tailor your pitches specifically for VP-level executives or other decision-makers. Emphasize the importance of understanding their business needs and aligning your solution to address their major challenges.

Highlight how collaboration with teams such as marketing, product, and customer success enhances your sales efforts. Provide examples where teamwork led to establishing a more comprehensive solution or strategy for clients.

Discuss the various tools and platforms you use to track prospects, analyze data, and manage your sales pipeline. Emphasize how technology enhances your communication and organization, resulting in a more efficient sales process.

Share a specific example of a challenging negotiation. Describe the situation, the approach you took to address the client's concerns, and how you ultimately reached a mutually beneficial agreement.

Demonstrate your knowledge of Clari and their revenue platform. Discuss what you find compelling about the company’s mission, culture, and innovative products, and how they align with your career goals and values as an Account Executive.

Reflect on the qualities, skills, and habits that you believe contribute to the success of sales professionals. Share insights about adaptability, resilience, and the importance of ongoing learning and relationship-building.