Account Executive, Emerging

As an Account Executive, Emerging at Guideline, you'll be responsible for managing a high-volume sales pipeline, working through a consultative sales process with small and medium business (SMB) owners. You'll educate prospects on 401(k) regulatory requirements, conduct sales demos, and take leads from qualification to deal closing. Additionally, you'll monitor your sales performance and contribute to continuous improvement in best practices.

To be successful as an Account Executive, Emerging at Guideline, you should have a background in financial services and experience working with VP and C-level executives. Familiarity with CRM tools such as SFDC, Outreach, and TalkDesk is essential. Furthermore, a proven track record of exceeding sales goals and generating new leads is necessary to thrive in this role.

At Guideline, we are committed to the growth of our employees, including Account Executives. We provide an annual learning and development stipend to support professional development. You'll also collaborate on impactful projects that enhance your skills while contributing to the company's growth, ensuring you evolve alongside the team.

Guideline offers a competitive compensation package for the role of Account Executive, Emerging. The on-target earnings (OTE) typically range from $100,000 to $120,000, depending on location, skills, education, and experience. This includes a combination of base salary and performance-driven bonuses, alongside a substantial equity component and comprehensive benefits.

The work environment at Guideline is collaborative, innovative, and centered around helping small business owners succeed. As an Account Executive, Emerging, you'll join a dynamic team that values employee contributions and ideas. With a focus on technology and people, you’ll find a supportive atmosphere where professional growth is encouraged.

When discussing your sales approach, focus on your consultative methods that emphasize understanding the client's needs and providing tailored solutions. Share examples of how you've successfully navigated complex sales processes and built lasting relationships with clients.

To effectively manage a large sales pipeline, detail your use of CRM tools and any specific strategies you employ for organization and prioritization. Discuss how you stay organized, track performance, and follow up with leads to ensure ongoing engagement throughout the sales cycle.

In answering this question, highlight any relevant past roles in financial services and your understanding of key concepts related to 401(k) plans. Emphasize your ability to educate potential clients in this niche and how you have succeeded in similar positions.

Prepare a specific example that showcases how you not only met but surpassed sales targets. Discuss the strategies you implemented, any hurdles you overcame, and the final outcome, including metrics where possible.

Share your approach to actively listen to client feedback and adapt your strategies accordingly. Discuss how this adaptability has led to improved client satisfaction and successful deal closures.

Technology is key in today’s sales environment. Discuss the CRM tools you're familiar with and how you leverage these resources for prospect research, tracking sales activities, and streamlining communication to enhance your sales process and improve efficiency.

Explain your strategy for addressing objections by listening carefully, asking clarifying questions, and re-positioning your value proposition to align with the client’s concerns. Use examples to demonstrate your success in overcoming objections.

Detail various lead generation techniques you have employed, such as networking, referrals, or leveraging social media. Highlight innovative methods that have worked for you and showcase your proactiveness in expanding your pipeline.

Discuss your time management strategy, focusing on lead prioritization based on potential value, engagement level, or stage in the buying process. Consider mentioning any tools or methods that assist you in staying organized and productive.

To answer this question effectively, connect your personal values with Guideline's mission. Discuss what interests you about their platform, the company culture, and how you envision your fit within the team, focusing on your dedication to helping small businesses succeed.