Account Executive, Sr SMB

At ClickUp, the Senior Account Executive is responsible for achieving and exceeding pipeline and sales targets by converting free trials, marketing-qualified leads, and demo requests into paid customers. Mastering the product is essential, as you'll handle customer inquiries about service and product features, perform engaging presentations, and collaborate with marketing to enhance lead generation.

An ideal candidate for the Senior Account Executive role at ClickUp should have 2-5 years of relevant sales experience, particularly in converting new prospects and growing existing customer accounts. Familiarity with the SaaS sales cycle is crucial, and excellent communication skills are a must for success in this role.

ClickUp's company culture emphasizes hard work, consistent growth, and a supportive environment. As a Senior Account Executive, your success will thrive in a values-driven atmosphere where ambition, merit, and collaborative efforts are recognized and encouraged, enabling you to perform at your best.

ClickUp encourages a consultative, solution-oriented sales approach for Senior Account Executives. Instead of aggressive tactics, you'll focus on building rapport with customers and clearly demonstrating the product's value, fostering a positive customer experience throughout the sales process.

At ClickUp, as a Senior Account Executive, you will have access to a professional development stipend, allowing you to enhance your skills and knowledge relevant to your role. This commitment to growth aligns with our values and gives you the chance to thrive in your career.

Be prepared to share specific examples of your past roles, highlighting your experience with consultative selling, handling objections, and exceeding sales targets. Discuss the strategies you used to nurture leads and how you successfully converted prospects into paying customers.

When presenting to new clients, focus on understanding their needs first. Utilize your knowledge of ClickUp's diverse features to tailor the presentation, ensuring it addresses how our platform can solve their unique challenges while demonstrating its overall capabilities.

Explain your process for lead tracking and follow-ups. Discuss tools you utilize for organization, how you segment prospects, and the importance of effective communication in nurturing these leads through the sales funnel.

Handling objections requires a balanced approach of active listening and addressing concerns directly. Describe a specific situation where you successfully resolved objections, turning a skeptic into a client by demonstrating the value of ClickUp's solutions.

Key skills for a Senior Account Executive include excellent communication, strong relationship-building abilities, and a deep understanding of the sales process. Emphasize your capability to connect authentically with clients and your dedication to maintaining a customer-centric focus.

Discuss your view on cross-team collaboration, illustrating examples where you've partnered with marketing to enhance lead generation or refine sales strategies. Highlight how effective communication can greatly improve overall sales efforts.

Show your commitment to ongoing learning by discussing sources of information you follow, such as industry blogs, webinars, and networking events. Explain how you apply this knowledge to adapt your sales strategies effectively.

Illustrate your ability to create strong client relationships by sharing a specific example. Emphasize the steps you took to understand their needs, the trust you fostered over time, and how this led to successful sales outcomes.

Preparation for a sales call is crucial. Describe your routine, which might include researching the client's business, identifying their potential pain points, and setting goals for what you want to achieve during the conversation.

Success can be defined in various ways, but for a Senior Account Executive, it often includes meeting and exceeding sales targets, nurturing strong client relationships, and contributing positively to the overall team success. Share personal metrics you track to measure your success.