Senior Account Executive, DACH

As a Senior Account Executive at Everbridge, you'll be responsible for a wide range of tasks that center on sales activity within the DACH region. Your primary duties will include prospecting, qualifying leads, managing sales pipelines, and closing new sales for the Everbridge Critical Event Management (CEM) Platform. In addition, you will implement a consultative solution-selling methodology and collaborate with marketing and sales teams to execute targeted campaigns. Your expertise in identifying multiple buyers within organizations and your dedication to exceeding sales objectives will be crucial for your success in this role.

To qualify for the Senior Account Executive role at Everbridge in Germany, candidates should possess at least 8 years of sales experience with SaaS or hosted software in commercial accounts. Experience in selling to large commercial accounts and familiarity with major incident management, cyber security operations, or customer support operations is critical. Additionally, a strong background in consultative selling methodologies and measurable sales achievements, particularly as a 'hunter,' will significantly enhance your application.

Everbridge values various sales methodologies for the Senior Account Executive role, particularly those that emphasize consultative and solution-based selling techniques. Familiarity with modern frameworks such as MEDDIC, Sandler Selling, SPIN Selling, or other consultative sales processes is highly advantageous. These methodologies not only enhance your effectiveness in achieving sales goals but also ensure a thorough understanding of client needs and how the Everbridge CEM Platform can address them.

A successful Senior Account Executive at Everbridge should be proficient in utilizing Salesforce (SF.com) for managing and forecasting sales activities. This platform will be integral to maintaining an organized and efficient sales pipeline. Familiarity with tools that support sales analytics and client relationship management will also contribute to your effectiveness in the role, enabling you to identify trends and areas of opportunity in the evolving market.

The work culture at Everbridge is dynamic, supportive, and mission-driven. As a rapidly growing company, Everbridge fosters an environment that emphasizes collaboration and innovation. Employees are encouraged to take initiative and contribute ideas that align with the company’s mission of ensuring safety and operational continuity during critical events. The remote work structure allows you the flexibility to manage your work-life balance while being part of a dedicated team that actively contributes to saving lives and protecting communities.

When approaching new clients, I typically start by conducting thorough research on the organization to understand its structure and identify potential key decision-makers. I employ a solution-selling approach, wherein I tailor my pitch to address the specific challenges the organization may face, especially during critical events. By engaging multiple stakeholders, I create a more comprehensive strategy that aligns with various interests within the company.

In my previous roles, I've consistently exceeded sales targets by developing strategic prospecting plans and cultivating long-term relationships with clients. I utilize analytics to monitor performance, making adjustments to my approach based on real-time data. By being proactive and understanding my clients’ needs, I am able to anticipate and position solutions effectively, thus driving revenue.

I have over eight years of experience selling SaaS solutions, focusing on major incident management and cybersecurity. My success comes from not only closing deals but also ensuring customer satisfaction post-sale, which leads to upselling opportunities and repeat business. I firmly believe that understanding the customer's journey helps in crafting proposals that deliver real value to their operations.

I prioritize leads in my pipeline based on a combination of factors, including the potential value of the deal, the urgency of the client’s needs, and their readiness to adopt a solution. I find it beneficial to segment leads into categories, focusing on high-potential opportunities while ensuring that I do not neglect smaller accounts that may evolve into larger ones over time.

The Everbridge Critical Event Management Platform is designed to help organizations manage critical events effectively, be it natural disasters, cyberattacks, or other emergencies. My understanding is that the platform integrates various communication capabilities, enabling organizations to coordinate responses quickly and efficiently. I appreciate the importance of such solutions in safeguarding communities and maintaining operational continuity for businesses.

Handling objections requires active listening and empathy. My approach is to ask clarifying questions to understand the root of their concerns and then address them directly. I often share success stories from similar clients and provide data to support how our solution can mitigate their specific objections. This collaborative discussion often turns hesitations into partnerships.

I rely heavily on Salesforce for CRM functionalities, which helps me manage client interactions and maintain an organized pipeline. Additionally, I utilize sales enablement tools for tracking interactions and automating follow-ups. This combination allows me to stay on top of my activities while ensuring that I provide timely responses to potential clients.

I am most motivated by the impact my work has on clients and their communities. Being a part of a team that helps organizations prepare for and respond to critical events is incredibly fulfilling. The fast-paced nature of sales and the opportunity to continuously learn and adapt in a rapidly changing environment further drives my enthusiasm for the role.

In one challenging sales situation, I faced a potential client that was hesitant to switch from their current vendor due to perceived risk. I organized a tailored presentation that highlighted specific benefits of implementing the Everbridge platform and addressed their key concerns directly. By including a pilot program in our proposal, we showcased the platform’s capabilities without requiring a full commitment upfront, which ultimately won their trust.

My long-term career goal is to grow within the sales domain, potentially taking on leadership roles where I can mentor newer team members and influence strategic sales approaches. I aim to continually advance my knowledge of industry trends and build a robust professional network that can drive success for both myself and the organization.