Mid-Market Account Executive

As a Mid-Market Account Executive at Front, your key responsibilities will involve prospecting for new business through outreach to potential clients, understanding their specific needs, and delivering tailored product demonstrations that showcase the capabilities of our AI-powered customer service platform. You will also manage the entire sales process, from initial contact through to closing deals, all while using Salesforce for lead management and documenting your interactions effectively.

To qualify for the Mid-Market Account Executive position at Front, you should have over four years of full-cycle sales experience, preferably in the SaaS industry. A strong track record of achieving sales targets, excellent communication skills, and a keen ability to articulate customer needs are essential. Experience with Salesforce as a CRM tool is also a significant advantage in this role.

Front supports its Mid-Market Account Executives by providing comprehensive training, a collaborative work environment, and access to valuable sales resources. You will also receive ongoing guidance from senior team members, including the CEO, to help refine your sales strategies and ensure you're equipped to meet your sales targets consistently.

At Front, our Mid-Market Account Executives can expect a dynamic and inclusive work environment that prioritizes both collaboration and individual success. With the flexibility to work from home three days per week, and initiatives like Focus Fridays, we ensure that our team members have the resources and support they need to thrive both personally and professionally.

As a Mid-Market Account Executive at Front, you will enjoy a competitive salary, equity in a rapidly growing company, private health insurance with various options, mental health support, and a monthly lifestyle stipend to enhance your well-being. Additionally, our commitment to work-life balance is showcased through Wellness Days and a holiday break from Christmas to New Year's, making it a fantastic place to advance your career.

In your response, emphasize the importance of utilizing a multi-channel approach for lead generation. Discuss your experience with cold calling, emailing, social media outreach, and networking events. It's also beneficial to mention how you tailor your strategies based on the target audience and the specific needs of the businesses you're reaching out to.

When answering this question, provide a concrete example that includes the challenges faced by your prospect, how you presented your solution, and what outcomes resulted from your pitch. Highlight any strategies you used to engage your audience and how your insights led to a successful conversion.

Discuss your approach to listening actively to customer objections and addressing them with empathy and understanding. Share examples of when you turned a potential 'no' into a 'yes' by focusing on the benefits of your solution and providing compelling evidence or testimonials.

Talk about your negotiation style and any tools or strategies you find useful in the process. Share a specific example of a successful negotiation, illustrating how you balanced meeting the customer's needs while also securing favorable terms for your company.

Emphasize your use of CRM tools like Salesforce to manage leads and document your interactions effectively. Discuss your prioritization techniques and how you ensure follow-ups are timely, which helps maintain momentum throughout the sales process.

Here, share a specific instance where you collaborated with others, whether it's cross-departmental partnership or working alongside your sales team. Detail your role and how your joint effort resulted in achieving or exceeding sales goals.

Mention your approach to conducting thorough discovery calls, asking open-ended questions, and actively listening to the client's pain points. You might also discuss using feedback loops to ensure that you are addressing all of their concerns effectively.

Share your preparation process, which might involve researching the client’s business and tailoring your demonstration to address their specific needs. Highlight the importance of being well-versed in product features and anticipating potential questions from the prospect.

Be genuine in your response by relating your passion for customer service and technology to Front's mission. Mention specific aspects of the company's culture, values, or achievements that attract you, demonstrating your knowledge and interest in the organization.

Discuss your personal motivation techniques, such as setting small, achievable goals, celebrating wins, or learning from failures. Highlight the importance of maintaining a positive mindset and staying focused on long-term objectives.