Mid-Market Account Executive

As a Mid-Market Account Executive at DebtBook, your key responsibilities include exceeding revenue targets, conducting engaging product demos, managing the entire sales cycle, and maintaining thorough records in CRM tools like Hubspot. You'll also cultivate relationships with executive-level decision-makers, engage in prospecting, prepare contracts and RFPs, and collaborate closely with marketing and customer success teams to ensure seamless onboarding for new clients.

DebtBook looks for candidates with 5-7 years of experience in a consultative sales environment, ideally with a strong background in SaaS sales. Proficiency in CRM tools such as Hubspot or Salesforce is essential, alongside a demonstrated ability to interact confidently with executive leadership. The ideal candidate will have a resilient and ambitious mindset, excellent communication skills, and familiarity with sales methodologies such as Sandler or SPIN.

DebtBook supports its Mid-Market Account Executives by providing access to a wealth of resources, including marketing collaboration, lead generation support, and training on the latest sales methodologies. The company emphasizes a team-oriented approach, ensuring you have the tools and backing to close deals effectively and achieve your sales objectives within your designated territory.

Success as a Mid-Market Account Executive at DebtBook hinges on several key skills: exceptional communication abilities to engage with clients, proficiency in using CRM tools like Hubspot, strong interpersonal skills for relationship building, and a strategic mindset to navigate the sales cycle. Additionally, adaptability in a fast-paced environment and a consultative approach to selling will set you apart from the competition.

As a Mid-Market Account Executive at DebtBook, you’ll enjoy competitive salaries alongside stock options, comprehensive health benefits, a 401(k) plan with employer match, and generous leave policies that include unlimited PTO. Our company culture encourages work-life balance and professional growth, with opportunities for continuous learning, monthly team gatherings, and top-notch office amenities.

Sure! My sales process as a Mid-Market Account Executive involves several key steps: first, identifying and qualifying leads through research and outreach. Then, I conduct discovery meetings to understand client needs, followed by presenting tailored product demos. I focus on building strong relationships with stakeholders and maintain consistent follow-ups throughout the sales cycle until closing the deal.

I handle objections by actively listening to the client's concerns and addressing them head-on with factual, benefits-oriented answers. I believe in turning objections into opportunities by understanding the root cause of the hesitation and providing tailored solutions that overcome their specific doubts or challenges.

For lead generation, I rely on a mix of methods, including networking events, email outreach campaigns, and leveraging social media platforms like LinkedIn to connect with potential clients. Additionally, I collaborate with the SDR team to identify qualified leads and utilize market research to understand industry trends and target key players effectively.

Once, I surpassed my quarterly sales target by 150% during a significant product launch. I achieved this by implementing a series of strategic marketing campaigns, hosting webinars to educate prospects, and developing a targeted follow-up strategy post-event. This proactive approach generated a strong pipeline and resulted in multiple new client onboarding.

To stay organized while managing multiple accounts, I rely heavily on CRM tools like Hubspot to track interactions and set reminders for follow-ups. Additionally, I prioritize my tasks daily and document key client information and future needs to provide a personalized experience for each contact.

I employ a mix of qualitative and quantitative techniques for market research. I review industry reports, analyze competitors, gather customer feedback through surveys, and utilize online resources to compile data on market trends. This comprehensive research aids my strategic planning and informs how I approach potential clients.

I collaborate closely with the marketing team by sharing insights from client interactions and sales outcomes. Regular meetings allow us to discuss trends, analyze campaign performance, and adjust strategies together—ensuring our marketing efforts align with sales goals and address the needs of our target audience effectively.

Absolutely! During a negotiation with a significant healthcare client, we faced some budget constraints. I proposed a phased implementation strategy that allowed them to spread costs over time. This approach made the deal financially feasible for them while still providing us with a long-term partnership opportunity. Everyone walked away satisfied!

Post-sale, I ensure customer satisfaction by maintaining open lines of communication and providing resources for onboarding and implementation. I check in regularly to address any concerns and gather feedback, which helps strengthen the relationship and identify opportunities for upselling or cross-selling in the future.

I’m motivated by the thrill of closing deals and the satisfaction of helping clients solve their problems with our solutions. I also thrive on setting and achieving goals, whether it’s hitting monthly targets or helping my team grow. The dynamic and fast-paced nature of sales keeps me engaged and passionate about my work.