Account Executive - job 1 of 2

As an Account Executive at Greenlight Guru, your primary responsibility will be to sell our eQMS software to early-stage medical device companies. This involves converting inbound leads, managing your pipeline with urgency, and exceeding quota every month. You will also collaborate across teams to ensure an excellent customer experience and participate in company-sponsored events.

To qualify for the Account Executive position at Greenlight Guru, candidates should have over 3 years of quota-carrying B2B SaaS software sales experience. Strong communication and negotiation skills, along with a proven track record in sales, are essential. Familiarity with the medical device sector or regulated industries is preferred but not mandatory.

In the Account Executive role at Greenlight Guru, you can expect on-target earnings between $140k and $180k, including a base salary of up to $100k. Additionally, commissions are uncapped and are determined by various factors, including your experience and geographic location.

At Greenlight Guru, new Account Executives receive training that focuses on mastering our value proposition, sales processes, and tools. You’ll be supported by a collaborative team environment, ensuring you have the resources needed to succeed and feel confident in your role.

Greenlight Guru emphasizes the fundamental importance of Diversity, Equity, Inclusion, and Belonging (DEIB) as a core value. We strive to create a safe and inclusive environment for all employees, encouraging a diverse workforce to foster innovation and growth.

When answering this question, illustrate your approach from lead generation to closing the deal. Highlight methods like discovery calls, qualification processes, and follow-ups. Discuss how you tailor your sales tactics based on the prospect’s needs to build strong relationships.

Share specific tools or systems you utilize for tracking leads and managing your time effectively. Discuss the importance of categorizing leads based on their readiness to purchase, and how you ensure timely follow-ups to minimize lost opportunities.

Discuss the importance of active listening when addressing customer objections. Explain your strategy for acknowledging the concern, providing relevant information or case studies to counter their objections, and guiding the conversation back toward the benefits of your solution.

Even if your experience isn't solely in the medical device sector, share any relevant experiences where you navigated complex regulations or worked with startups. Emphasize your adaptability and willingness to learn about unique sales challenges in this sector.

Discuss techniques like setting clear, achievable goals, regularly reviewing your sales metrics, and seeking continuous feedback. Share specific examples of how you have adapted your strategies based on performance analysis to achieve or exceed targets.

Be prepared to describe a specific situation where you successfully negotiated terms with a client. Highlight the importance of understanding the client's needs, building rapport, and crafting a solution that benefits both parties to demonstrate your negotiation skills.

Indicate your commitment to remaining current by subscribing to industry publications, participating in webinars, and attending relevant conferences. Highlight your proactive approach to continuous learning and staying ahead of market changes.

Share your belief in the value of collaboration, explaining how you utilize input from your team, consult with cross-functional partners, and leverage shared knowledge to enhance your sales strategy. Emphasize your ability to support and uplift your teammates.

Express your excitement about Greenlight Guru's mission to enhance the quality of life through medical device solutions. Highlight how the company’s values align with yours and your eagerness to contribute to its growth and success.

Illustrate your method of establishing trust and rapport with potential clients by focusing on their needs and showing genuine interest in their business. Talk about your tactics, such as personalized follow-ups and providing valuable insights relevant to their industry.