Corporate Account Executive

As a Corporate Account Executive at Crisp, your primary responsibilities include managing the entire sales process, from prospecting potential clients to closing deals. You'll engage with inbound leads through various outreach methods, facilitate discovery sessions to understand clients' needs, and develop customized proposals that align with their goals. Additionally, you'll collaborate with different teams to ensure a seamless implementation post-sale, while maintaining accurate records in HubSpot to support your sales activities.

To qualify for the Corporate Account Executive position at Crisp, you'll need at least 4 years of experience in consultative B2B sales, particularly in enterprise-level environments. A proven track record of success in navigating complex sales cycles and securing high-value contracts with annual revenues of $100,000 or more is essential. Familiarity with HubSpot CRM for managing client relationships and pipeline tracking is also important, along with a collaborative mindset to work effectively with cross-functional teams.

At Crisp, the Corporate Account Executive employs a consultative sales approach, which involves understanding each law firm's unique challenges and goals through in-depth discovery sessions. By building rapport and aligning solutions with client needs, you create tailored proposals that foster long-term partnerships. This strategic engagement is crucial for navigating the complex sales cycles typical in B2B environments, particularly in the legal industry.

Crisp offers substantial support for new Corporate Account Executives, including an extensive onboarding process that ensures you’re equipped with the necessary tools and knowledge to succeed. You'll work closely with the Business Development and Marketing teams, allowing you to leverage their expertise while building relationships in the marketplace. Additionally, the company’s positive and growth-oriented culture fosters continuous learning and development opportunities.

As a Corporate Account Executive at Crisp, you'll enjoy a comprehensive benefits package that includes 100% company-paid health, vision, and dental coverage, a 401(k) plan with a 4% match, generous paid time off, and paid parental leave. For candidates relocating to Atlanta, Crisp also provides assistance to ensure a smooth transition. These benefits underscore Crisp's commitment to creating a supportive and enriching work environment.

When answering this question, focus on specific instances where you successfully navigated complex sales cycles, highlighting your strategies for identifying decision-makers and addressing their needs. Be sure to mention the length of the cycles, the contracts involved, and the results you achieved.

Describe your method for establishing trust and rapport with clients. Use examples of how you’ve engaged clients through personalized communication, active listening, and an understanding of their unique goals. Emphasize the importance of long-term partnerships in your approach.

Discuss your techniques for finding new leads, such as utilizing social media, networking events, and industry research. Share specific methods you’ve found effective in reaching out and engaging prospects to foster interest.

Use the STAR method (Situation, Task, Action, Result) to share a specific example where you encountered objections and how you worked through them. Highlight your problem-solving skills and your ultimate success in converting the lead.

Explain your process for customizing presentations based on the client’s industry, challenges, and goals. Provide an example of a tailored presentation that resonated well with the client and led to a successful sale.

Discuss your experiences working with marketing, product, and support teams to provide a holistic approach to client solutions. Emphasize stories where collaboration resulted in improved sales outcomes and client satisfaction.

Outline your experience with HubSpot or other CRM systems, detailing how you use these tools for tracking leads, managing your pipeline, and ensuring accurate record-keeping. Mention the impact this has had on your sales productivity.

Share a story about a difficult client interaction, highlighting your negotiation skills and ability to find common ground. Explain how you maintained professionalism while working toward a resolution that satisfied both parties.

Reflect on the aspects of sales that drive you personally. It could be achieving targets, building relationships, or contributing to the overall success of your team. Make your answer personable and relatable.

Discuss traits such as resilience, strategic thinking, and adaptability, which you believe are crucial for a Corporate Account Executive. Share examples from your own career where you've exemplified these traits in action.