Account Executive - job 1 of 2

As an Account Executive at Everbridge, your main responsibilities include prospecting, qualifying, managing, and closing sales for our Critical Event Managed (CEM) Platform. You will develop a deep understanding of our products and target buyers, while also collaborating with various teams to execute effective marketing campaigns. Success in this role means consistently exceeding assigned sales objectives and managing your pipeline effectively using Salesforce.

To qualify for the Account Executive role at Everbridge, you should have a minimum of five years of sales experience in the SaaS sector, specifically targeting commercial accounts. Experience selling in areas such as Cyber Security Operations or DevOps is a plus, along with a track record of meeting or exceeding quotas. Familiarity with Salesforce and consultative selling processes will also enhance your application.

As an Account Executive at Everbridge, you'll adopt a consultative sales approach. This involves identifying buyer needs, developing tailored solutions, and guiding customers through the sales funnel. You'll build and maintain a healthy pipeline of prospects while working to close new business, ensuring that each interaction adds value to the customer relationship. Regular collaboration with the marketing and sales teams will also be part of your sales strategy.

The work environment for an Account Executive at Everbridge is dynamic and supportive. You’ll be working remotely from anywhere in the UK, offering you flexibility and autonomy. You'll collaborate with a passionate team dedicated to making a significant impact during your workday. Everbridge is committed to fostering a culture of growth and empowerment, making it an exciting place to advance your sales career.

Essential skills for an Account Executive at Everbridge include strong consultative selling abilities, excellent communication, and problem-solving skills. A solid understanding of the SaaS landscape and experience engaging with multiple stakeholders within large organizations are also critical. Additionally, being a proactive 'hunter' with a proven track record of exceeding sales goals is crucial to success in this role.

In a consultative selling approach, I focus on understanding the unique needs of each customer. I believe that asking the right questions helps uncover pain points, which allows me to tailor the solution we provide effectively. By engaging with customers and demonstrating how our product meets their specific needs, I can establish trust and build a long-term relationship.

Managing a sales pipeline successfully involves diligent organization and regular follow-ups. I leverage tools like Salesforce to track interactions, set reminders, and prioritize leads based on their engagement level. Regularly updating my pipeline ensures that I stay focused and can adjust my strategy based on the varying stages of each opportunity.

I am familiar with several sales methodologies, including SPIN Selling and MEDDIC. Applying SPIN Selling involves understanding the customer’s situation and pain points before suggesting solutions, while MEDDIC emphasizes metrics and decision criteria that align with the organization’s goals. I select the methodology based on the customer and situation, ensuring a tailored approach.

In my previous role, I exceeded my sales target by 30% by identifying an underserved market sector. I created a targeted campaign that showcased our product's unique benefits to these prospects, which resulted in an influx of leads. By maintaining regular touchpoints and addressing their needs, I successfully closed several key accounts, significantly boosting my sales numbers.

Handling objections involves active listening and empathy. When a potential client raises concerns, I take the time to understand their viewpoint and address it directly with factual information or alternative solutions. By showcasing how our offering mitigates their concerns, I can often turn objections into opportunities for discussion and connection.

I have found that personalized email campaigns and social media outreach, particularly through LinkedIn, are effective in generating leads. By tailoring messages to specific industry pain points and highlighting relevant case studies, I can grab the attention of decision-makers and initiate meaningful dialogue about our solutions.

To stay motivated in a sales role, I set personal goals alongside my targets and celebrate small wins to maintain momentum. I also participate in regular training to sharpen my skills and share successes with team members, which fosters a collaborative spirit and keeps us all inspired to reach our goals.

I tailor my sales presentations by first researching the audience to understand their industry, role, and challenges. I then customize my content to resonate with their specific situation, using relevant examples and metrics to illustrate how our solution can benefit them. This personal touch often leads to stronger engagement and interest.

Feedback is crucial in the sales process. I encourage feedback from clients after meetings or presentations to understand their perceptions and areas for improvement. Additionally, I seek feedback from my peers and mentors to refine my techniques. This iterative process allows me to adapt and enhance my approach continuously.

I know that Everbridge provides vital critical communication solutions that help organizations operate smoothly during crises. The impact of these solutions on public safety and business continuity inspires me, as I understand that my efforts directly contribute to saving lives and protecting communities. This mission drives me to connect with prospects and convey the value of our offerings.