As a Strategic Account Executive at incident.io, you will be responsible for acquiring and growing major enterprise accounts, demonstrating exceptional planning and creativity. Your role involves engaging with C-level executives to articulate our value proposition, conducting impactful product demos, and driving innovation by gathering customer feedback to inform product development. Ultimately, you will be a strategic partner who deeply understands the needs of clients and works continuously to exceed sales targets.

To excel as a Strategic Account Executive at incident.io, you should have extensive enterprise sales experience, particularly selling to technical stakeholders and navigating complex organizational structures. A proven track record of securing new business deals with an Annual Contract Value (ACV) of $1-5M+ is essential. You should also possess exceptional strategic prospecting skills, and the ability to craft compelling business cases that resonate with stakeholders.

At incident.io, the culture is dynamic and supportive, especially for Strategic Account Executives. The team values collaboration and believes that sales is central to the business strategy. You will be surrounded by talented professionals who prioritize personal and professional growth, ensuring everyone has the opportunity to do their best work. The startup environment allows for adaptability and innovation, making it an exciting place to be.

incident.io is dedicated to supporting the growth of its Strategic Account Executives through various initiatives. They offer competitive salaries, generous parental leave, private medical insurance, and a personal development budget. Additionally, you can enjoy enhanced pension benefits and the first Friday of each month off, fostering a work-life balance that promotes overall well-being both in and out of the office.

In the role of Strategic Account Executive at incident.io, you will have the opportunity to work with a wide range of clients, including Fortune 500 companies. Notable names in our customer base include major players like Intercom, Etsy, Miro, HashiCorp, and StubHub. You will be instrumental in helping these organizations modernize their incident management practices and improve their operational efficiencies.

When answering this question, focus on specific experiences you've had selling to large organizations. Highlight notable achievements, such as securing large deals and working with technical stakeholders. Be sure to provide metrics that demonstrate your impact, such as sales targets exceeded or significant new client acquisitions.

Discuss your strategic approach to prospecting, which might include researching potential leads, utilizing social networks like LinkedIn, or engaging in industry events. Emphasize your creative strategies for breaking into major accounts and how you tailor your messaging to align with the prospects' needs.

Describe how you establish trust and rapport with C-level executives. Highlight your ability to listen, understand their pain points, and present tailored solutions. Mention any specific techniques you've used to engage them effectively and build long-term relationships that drive business growth.

Discuss your approach to handling objections by turning them into opportunities. Focus on how you actively listen to the client’s concerns, validate their feelings, and then provide data-driven insights or case studies that address their objections and reinforce the value proposition.

Share the tools and methodologies you use to keep track of your sales pipeline, such as CRM software and personal organization techniques. Highlight your ability to prioritize tasks, set follow-up reminders, and maintain proactive communication with clients to ensure nothing slips through the cracks.

Offer a detailed example of a complex deal you navigated, focusing on the challenges you faced and how you overcame them. Emphasize the role of collaboration with internal teams and your strategic planning in securing the deal. Sharing quantifiable results can enhance the impact of your story.

Discuss intrinsic and extrinsic motivations that drive you in sales. Highlight your passion for helping clients achieve their goals, the satisfaction of closing deals, and your desire to contribute to team success. Personal anecdotes can make your answer more authentic and relatable.

Explain your approach to addressing customer dissatisfaction. Discuss the importance of listening to the customer's concerns, validating their feelings, and coordinating with your team to find a resolution. Emphasize your commitment to turning the situation around and ensuring customer satisfaction.

Describe effective communication techniques such as active listening, clear and concise presentations, and adapting your communication style to suit different audiences. Share examples of how these techniques have successfully aided your sales efforts throughout your career.

Talk about the various resources you utilize to stay informed, including industry publications, online webinars, networking events, and insights from peers. Your proactive approach to continuous learning demonstrates your commitment to maintaining a competitive edge in the sales landscape.