Account Executive, Senior MidMarket (LATAM) - job 2 of 2

As a Senior MidMarket Account Executive at Intercom, you'll be responsible for driving the acquisition of new clients within the LATAM market, managing the entire sales cycle from prospecting to closing. You'll build and maintain a healthy sales pipeline while engaging with top companies, providing accurate forecasts, and adapting to an ever-changing market landscape. Additionally, you'll develop tailored product demos addressing client needs, work closely with the Customer Success team to maximize client value, and mentor fellow team members.

To qualify for the Senior MidMarket Account Executive role at Intercom, candidates should possess at least 4 years of experience in sales, with a minimum of 2 years in SaaS sales for similar products. Fluency in Portuguese is essential, and proficiency in Spanish is preferred. A proven track record of exceeding sales quotas, exceptional communication skills, and the ability to thrive in a fast-paced environment are also critical for success in this role.

Intercom provides a competitive salary and meaningful equity for Senior MidMarket Account Executives, along with comprehensive medical, dental, and vision coverage. Employees benefit from flexible paid time off, a paid parental leave program, a 401(k) plan with matching, and fun events to foster a strong company culture. Regular compensation reviews ensure that hard work doesn’t go unnoticed, reflecting the company’s commitment to valuing its talent.

The Senior MidMarket Account Executive role at Intercom is designed to support your professional development through a high-impact position that encourages skill growth and mentorship. You'll engage in team development initiatives, contribute to global business strategies, and have opportunities to work alongside experienced professionals in a collaborative environment. Intercom’s focus on personal growth and success means you'll always have avenues to elevate your career within the organization.

Intercom fosters a radically open and accepting culture, emphasizing collaboration and innovation among its employees. The environment promotes respect for personal opinions and encourages a focus on achieving goals aligned with core values. As a Senior MidMarket Account Executive at Intercom, you'll enjoy a supportive atmosphere and the flexibility of a hybrid working model, allowing you to maintain a work-life balance while contributing to a vibrant team culture.

When faced with objections, it’s crucial to listen actively and empathize with the client’s concerns. Address objections by referencing specific aspects of Intercom's solutions that directly alleviate the issues raised. It's beneficial to share testimonials or case studies from similar clients that demonstrate your product’s effectiveness. Reassuring the client of your support throughout the process also builds trust.

When managing a sales pipeline, I prioritize organization and regular updates to ensure no opportunity is left behind. Utilizing CRM tools effectively to track leads and their statuses is vital. I also categorize leads based on their readiness to buy and focus my efforts on nurturing those who are further along while consistently prospecting for new opportunities.

To exceed sales targets, I employ a mix of strategic prospecting, personalized outreach, and continuous learning about market trends. I set specific, measurable goals for myself, leverage analytics to inform my approach, and build strong relationships with clients. I also regularly review my performance to recalibrate my strategies as needed.

Tailoring product demos begins with comprehensive research on the client's business and understanding their pain points. I customize presentations to highlight features that directly address these challenges, often creating hypothetical scenarios or using data from previous use cases. Engaging the client during the demo by asking questions can create a more personalized experience.

In negotiations, I aim for transparency and collaboration. I listen closely to the client’s needs and requirements, presenting them with options that allow flexibility while still protecting Intercom’s interests. Building a positive rapport during this process is essential, and I find that focusing on how the terms can create mutual value helps in closing deals.

In a previous role, I encountered a situation where a potential client had hesitations due to a competitive offer. I took the initiative to arrange a meeting where we discussed their specific concerns and our unique selling points that the competitor couldn’t match. This approach led to customizing our solution to better fit their needs, ultimately securing the deal.

Staying updated on product knowledge and market trends involves a mix of regular training sessions, reading industry publications, and engaging with colleagues. I subscribe to relevant newsletters and attend webinars to keep my understanding fresh. Additionally, I find that discussions with clients often provide insights into evolving market demands.

Teamwork is essential in my sales approach as collaboration within the sales team and with other departments ensures a holistic understanding of client needs. I actively engage with the marketing and customer success teams to share insights and feedback, which helps us refine our strategies and provide a cohesive experience for clients.

When managing multiple clients, I prioritize my time based on potential client value and urgency. Utilizing time management tools allows me to allocate time appropriately, setting aside specific hours daily for prospecting, follow-ups, and client meetings. Flexibility is key to respond swiftly to any changing client needs.

I am motivated by the challenge of meeting and exceeding sales targets while making meaningful connections with clients. The opportunity to contribute to Intercom’s mission of transforming customer service drives my enthusiasm. Seeing the positive impacts of our solutions on businesses and their customers fuels my passion for sales.