Account Executive

Diversio is the first diversity workforce platform using artificial intelligence to help companies like Disney, Paramount, Unilever, Microsoft, American Express, and Ceridian advance diversity, inclusion, and equity through the power of award-winning software and data. Founded on integrity, accuracy, and a desire to have companies work towards a more inclusive, safe, and efficient workforce, the Diversio platform is the gold standard for inclusion, surfacing critical data, insights, and tools to mobilize teams around diversity and inclusion efforts. We are leaders in the industry that are using technology to build a product that can help solve and measure real-world problems. 

A career with Diversio is an opportunity to work with incredibly smart humans, build a category, and make meaningful contributions toward building a truly inclusive workplace, everywhere. It is a chance to join a rapidly growing company that has been recognized by Fast Company as a “World Changing Idea in Data and AI.” Diversio is a fast-growing start-up that is backed by top-tier investors, First Round Capital and Golden Ventures, and is looking for someone who is excited to make meaningful change in the world through technology and grow their career at a hyper-growth company. 

About the role:

We are looking for an energetic self-starter who is primed to generate new business and build meaningful relationships. To achieve our ambitious goals, we’re looking for an Account Executive to join our Sales team. This role will be responsible for driving net new sales, managing accounts to maximize renewals and upsell opportunities, and contributing to the growth of Diversio’s business with a consultative approach to sales.

Reporting to the Director of Sales & Partnerships, this role will significantly influence the development of our sales organization. You will establish the standards for future Account Executives and ensure they receive robust support from our Marketing, Product, Sales, Engineering, Legal, and Finance teams.

• Identify businesses to develop and execute outbound strategies to engage them with Diversio.
• Position the value of Diversio’s software, consulting and training services  to prospective customers.
• Turn our inbound and self-sourced demand into closed-new business and happy Diversio customers.
• Manage a sales pipeline, iterating and maturing our sales process and playbook.
• Manage multiple customers simultaneously at various stages of the Diversio buying cycle.
• Conduct thorough discovery to understand prospects' current environment, requirements, decision-making processes, and timeframes.
• Define and communicate the specific benefits of Diversio appropriate for each customer, including making sales materials and demos.
• Maintain appropriate activity levels to meet prospecting goals. 
• Achieve monthly and quarterly revenue goals.
• Accurately forecast monthly revenue, manage and update opportunities in CRM.
• Escalate issues appropriately including billing, legal, security, and technical inquiries.
• Serve as the voice of the customer and collect feedback to drive continuous improvement across all areas including product.
• Gain an understanding of (DEI) and how Diversio’s solution drives meaningful change for our customers.
• Work collaboratively with our Customer Success team on hand-off so customers get immediate value from Diversio and a great experience. 
• Support the skill development and coaching of peers on the team to help raise the talent bar.
• Play an active role in leading areas of the team meetings, help develop training, and the new sales playbook in partnership with the Director of Sales and Partnerships.

• Proven track record of success managing complex sales cycles from prospecting to closed won.
• History of achieving and exceeding quota.
• Experience in SaaS sales cycles.
• Expertise in forecasting and managing a robust pipeline of opportunities.
• Strong skills in account management with a consultative approach to selling.
• Excellent written, verbal, and presentation skills.

• Exceptional relationship-building skills.
• A strong customer-focused mindset.
• Ability to quickly learn and adapt to new sales strategies and techniques.
• Passion for developing business and managing a pipeline.

• A team player who is a self-starter and able to work collaboratively to achieve goals.
• Focused on developing business, managing a pipeline, and nurturing client relationships.
• A storyteller, thriving on building strong relationships with executives.
• Excited by the opportunity to work at a startup company and grow with us.

What you can expect from us:

A Commitment to growth, we care about people's personal and professional growth. We offer formal and informal mentorship opportunities with a rapidly growing team because we want the team to grow with us. Wellness isn’t just a check box for us, we walk the walk internally by implementing Diversity, Equity, and Inclusion initiatives that are driven by feedback from the team. We offer competitive salaries and unlimited time off. Diversio is a remote-first organization with a thoughtfully crafted culture that prioritizes opportunities for connection. There is the option of hybrid work in our local offices where available. 

We strive to build a culture of not only listening and acting but making ourselves available and accessible. Diversio’s team is built up of people who are hard-working, dedicated, and fun to work with. See for yourself! 

Belonging & accommodation: 

Diversio is looking for all kinds of people to join our team and is committed to bringing in a bright talented pool of diverse people. We strive to build a balanced, inclusive, and equitable workforce that celebrates and respects your identity. We value differences and encourage people to apply, especially those who may be underrepresented in the tech community. If you require accommodation please connect with us at people@diversio.com.

* Studies have found that men will apply to jobs if they believe they meet 60% of the criteria, while women apply if they feel they meet 100% of them. Some of our best team members come from non-traditional backgrounds, so if you don’t meet these criteria but think you’d be a great fit – please reach out!