Enterprise Account Executive

As an Enterprise Account Executive at Crisp, you'll manage the entire sales process from prospecting to closing deals. You'll proactively engage with leads via various outreach methods, conduct in-depth discovery sessions to uncover client needs, and maintain executive-level relationships with law firm leaders. Additionally, you'll create customized proposals and negotiate contract terms to secure high-value agreements.

Crisp requires candidates for the Enterprise Account Executive position to have at least 4 years of consultative sales experience in B2B or enterprise environments. A strong track record of exceeding sales targets and successfully navigating complex sales cycles, particularly with multi-year contracts valued at over $100K in annual recurring revenue, is essential. Proficiency in using HubSpot for managing sales pipelines and engaging prospects is also expected.

Enterprise Account Executives at Crisp enjoy comprehensive benefits including 100% company-paid health, vision, and dental coverage, a 4% 401K match, generous paid time off, and paid parental leave for new parents. There is also the added advantage of paid relocation for non-local candidates, making it easier to transition to Atlanta.

Crisp is dedicated to fostering an environment of continuous professional growth. As an Enterprise Account Executive, you will be surrounded by a high-performance team, participate in industry-leading events, and have opportunities to develop skills through ongoing training. With a strong focus on individual career development, you’ll have the tools and support needed to excel in your role.

The sales cycle for an Enterprise Account Executive at Crisp is both dynamic and extensive, often involving multiple stages from initial outreach to securing long-term contracts. You’ll engage with complex buyers, conducting consultative sessions that require a personalized approach to understanding their challenges and crafting solutions. Success in this role relies on your ability to adapt to various stages of the enterprise-level sales cycle while creating value for each law firm partner.

When prospecting for new clients, I prioritize researching potential leads to understand their business challenges and goals. I utilize various outreach methods like calls and emails to initiate contact and engage meaningfully. Success in this role requires a consultative approach, so I focus on building rapport and trust with prospects.

In my previous roles, I successfully navigated the complexities of multi-year contracts by emphasizing the long-term value I could provide to businesses. This involves attentive communication, setting clear expectations, and regularly checking in with clients to adapt our solutions over time, ensuring that we remain aligned with their evolving needs.

In my last position, I exceeded my sales targets by implementing a more structured follow-up process with my leads. I used data analytics to identify high-potential clients and tailored my presentations to address their specific pain points. This targeted approach, combined with consistent follow-up, led to a successful quarter.

Effective negotiation with senior executives requires a balance of confidence and empathy. I ensure I thoroughly understand their business objectives, preparing to discuss how my solutions align with their goals. Leveraging consultative techniques, I aim for a win-win scenario that ensures both parties feel satisfied with the outcome.

Maintaining long-term client relationships is about consistent communication and adding value post-sale. I make it a point to schedule regular check-ins to understand how clients are utilizing our services and identify any additional needs or challenges they might have. This ongoing engagement fosters trust and opens doors for future business opportunities.

HubSpot is integral to my sales process, as it allows me to track all interactions with prospects, manage my pipeline, and analyze performance metrics. I utilize it to ensure my follow-ups are timely and informed, helping me to nurture leads effectively through the sales cycle while maintaining organized records.

I have extensive experience working with cross-functional teams, which is critical for aligning sales strategies and ensuring client satisfaction. By collaborating closely with marketing, product development, and customer support teams, I ensure seamless execution from prospecting through to onboarding, positively impacting the client's experience.

I see objections as opportunities to better understand my client's needs. My strategy involves actively listening to their concerns, asking probing questions for clarity, and responding thoughtfully with tailored solutions that address their specific objections. This consultative approach often turns objections into constructive discussions.

I stay current with industry trends by subscribing to relevant publications, attending legal marketing conferences, and engaging with thought leaders in the space. This not only helps me provide informed solutions to my clients but also positions me as a knowledgeable partner who truly understands their challenges.

My motivation stems from a genuine desire to help clients succeed and make a positive impact on their businesses. The thrill of closing a deal and knowing that I can contribute to their growth is both rewarding and inspiring. Additionally, I thrive in competitive environments where I can test my skills and continue to push myself towards achieving and exceeding sales targets.