SMB Account Executive (EMEA)

The primary responsibilities of an SMB Account Executive at ClickUp include managing new business leads, converting free trials into paid customers, and conducting customer presentations. You will also collaborate with the Growth and Marketing teams to optimize lead generation and sales conversion strategies, while identifying new opportunities to enhance the quality of the sales pipeline.

To excel as an SMB Account Executive at ClickUp, you should have 1-3+ years of relevant sales experience, ideally in the SaaS sector, along with excellent communication skills. Experience with project management software or related productivity tools is desirable, as well as a process-driven mindset with attention to detail.

The sales process for an SMB Account Executive at ClickUp involves engaging with net new prospects, conducting product demos, and converting leads through consultative selling. You will handle the entire sales cycle, from outreach to closing, while maintaining a healthy sales pipeline by nurturing relationships and assisting customers during their onboarding journey.

ClickUp provides robust support for its SMB Account Executives through ongoing training, access to sales and marketing resources, and a collaborative work environment. Employees are encouraged to take initiative and develop their skills, ensuring they can consistently exceed their sales targets.

The work culture at ClickUp is vibrant, focused on collaboration, and highly values growth. As an SMB Account Executive, you will be part of a team that celebrates hard work and innovation while supporting each other in reaching collective goals. The company promotes inclusivity and does not discriminate based on background, ensuring a respectful and dynamic workplace.

When answering this question, focus on specific achievements, such as exceeding quotas or successfully leading sales cycles. Share examples that highlight your consultative selling skills and how you've developed relationships with clients that led to successful long-term engagements.

Use this opportunity to demonstrate your organizational skills. Explain your methods for assessing the potential value of leads and how you determine which leads to prioritize based on factors like their engagement level, company size, or alignment with ClickUp’s target market.

Highlight your approach to understanding customer needs through active listening and effective communication. Discuss how you build trust with potential clients, tailor your presentations to resonate with them, and showcase how ClickUp meets their specific needs.

Describe your strategy for addressing objections calmly and constructively. Mention the importance of empathizing with the prospect’s concerns and providing factual information or case studies that demonstrate how ClickUp can address those issues.

Share the tools and software you are familiar with, such as Salesforce or Outreach. Explain how you use these tools to track leads, monitor progress, and stay organized through every stage of the sales cycle.

Focus on the elements that made your presentation effective, such as understanding your audience, customizing content to address their specific challenges, and how you engaged them during the session. Discuss the follow-up that resulted in closing the deal.

Discuss the techniques you use to stay motivated, such as setting personal goals, celebrating small wins, or seeking feedback from team members. Emphasize the importance of maintaining a positive mindset to sustain your energy and productivity.

Demonstrate your preparation by discussing some features of ClickUp’s product suite. Share insights about how the platform helps teams manage projects, collaborate effectively, and enhance overall productivity, illustrating your understanding of its value proposition.

Explain your approach to establishing connections with clients, such as active listening, asking open-ended questions, and personalizing your communication. Share examples of how you've nurtured relationships into fruitful partnerships.

Articulate your interest in ClickUp’s mission to enhance productivity and indicate how your values align with the company's culture. Highlight how your skills and experiences make you a strong fit and express enthusiasm for contributing to the team.