SMB Account Executive

As a SMB Account Executive at CrowdStrike, you will oversee the full sales process, starting from prospecting and moving through to closing deals. Your primary responsibility will be to hunt for new clients, focusing on the small to midsize business sector. Additionally, you'll collaborate closely with Inside Sales Engineers, partner with channel partners to expand your client base, and provide management with sales forecasts and updates. A deep understanding of CrowdStrike products and the competitive landscape will also be essential in articulating the value of our solutions to potential clients.

To thrive in the role of SMB Account Executive at CrowdStrike, candidates should have at least one year of experience with cold calling and engaging with greenfield accounts, ideally in the Tech, SaaS, or Security markets. A competitive attitude, excellent presentation skills, and a proven track record of exceeding sales goals are also crucial. The ability to build rapport with C-level executives and technical teams, along with a strong technical aptitude to grasp new concepts, will set you apart in this role.

The SMB Account Executive position at CrowdStrike offers significant career advancement opportunities. As you develop your sales skills through mentorship, training programs like Sandler Sales Training, and hands-on experience, you can expect to take on larger accounts or higher-level sales positions within the company. Your performance determining growth means commitment, passion, and achieving targets will open doors for further progress in your career within the tech and cybersecurity fields.

CrowdStrike is committed to the development of its SMB Account Executives by offering comprehensive training programs. New hires can look forward to onboarding that covers the essential knowledge about our products, industry trends, and effective sales strategies. Particularly, you will benefit from mentorship from senior Account Executives, allowing you to learn proven techniques in navigating the sales process and understanding our solution’s unique value proposition in the cybersecurity space.

While travel is minimal for the SMB Account Executive role at CrowdStrike, there may be occasions when you will need to visit key accounts that require a high-touch approach to successfully close deals. Flexibility in working hours is also a requirement to accommodate accounts in various time zones. This allows you to effectively engage with clients, providing them with the attention they need to understand and invest in our cybersecurity solutions.

When answering this question, highlight your strategies for identifying potential clients, such as researching industry trends, utilizing networking opportunities, and leveraging social media platforms. Emphasize your ability to tailor your pitch based on a client's unique needs, demonstrating your proactive approach in nurturing leads into solid prospects.

To answer this effectively, share a specific example that showcases your skills in understanding client needs, preparing tailored presentations, and overcoming objections. Discuss the methods you used to persuade the client to make a decision, and highlight the results that contributed to your sales targets.

Discuss your approach to objection handling, emphasizing active listening and empathy to understand the client's concerns. Share techniques for addressing objections by providing evidence or testimonials, turning concerns into compelling reasons to choose CrowdStrike's solutions. Show that you see objections as opportunities for further engagement.

Express your passion for the cybersecurity industry, citing the importance of protecting businesses in our digital age. Highlight your eagerness to contribute to an organization that prioritizes security and how this drive fuels your motivation to excel as a SMB Account Executive at CrowdStrike.

Talk about your strategies for keeping up-to-date with industry news, such as reading relevant publications, attending webinars, or joining professional groups. Share how this knowledge informs your sales tactics when working with clients, allowing you to position CrowdStrike favorably against competitors.

Discuss the sales methodologies you have experience with, such as SPIN Selling or Challenger Selling. Explain why you believe these methods work, citing specific situations where they have driven success for you in sales. Connect your preferred methodology with how it will benefit you in the role at CrowdStrike.

Emphasize the importance of trust and relationship building in sales. Discuss your approach to personalizing interactions, whether through understanding a client's business, showing genuine interest in their challenges, or following up consistently. Provide examples of successful rapport-building efforts from past experiences.

Share your method for organizing leads, whether it's through CRM tools or personal tracking systems. Emphasize the importance of focusing on high-potential leads while maintaining engagement with others, and your ability to adapt priorities based on changing circumstances or opportunities.

Speak to the collaborative aspects of sales, especially in the context of working with Inside Sales Engineers or marketing teams. Mention how effective communication, sharing insights, and collective problem-solving can enhance the overall sales process and lead to more successful outcomes.

Discuss the metrics you use for evaluating performance, including the number of deals closed, revenue generated, or client satisfaction assessments. Highlight the importance of setting personal goals alongside company targets and how consistent self-assessment and feedback help drive your improvement.