Account Executive, Mid Market - West

As a Mid Market Account Executive at Ironclad, your primary responsibilities will include managing the full sales cycle, from prospecting to closing deals, while collaborating effectively with various stakeholders. You'll be tasked with driving sales through our innovative contract lifecycle management platform and ensuring clients understand how our solutions can improve their operations. Additionally, you'll foster internal relationships across departments, contributing to the overall success of the sales team.

To apply for the Mid Market Account Executive position at Ironclad, candidates should possess 2-5 years of proven closing sales experience, ideally within the SaaS industry, specifically with ARR deals ranging from $25k to $150k. Experience in navigating complex sales cycles and engaging multiple stakeholder groups is crucial. While experience selling to Procurement or Sales executives is a plus, it is not a strict requirement.

The compensation for the Mid Market Account Executive role at Ironclad includes an On-Target Earnings (OTE) range of $160,000 to $240,000, based on individual proficiency, anticipated performance, and location. This OTE is just one aspect of Ironclad's comprehensive rewards package that includes equity awards, competitive health and wellness benefits, and a strong commitment to career growth and development.

While the Mid Market Account Executive position is based in San Francisco, Ironclad values flexibility and understands the importance of work-life balance. Although this role may require some on-site presence, candidates are encouraged to discuss potential remote work or hybrid arrangements during the interview process.

Ironclad offers a robust benefits package for its Mid Market Account Executives, including health, dental, and vision insurance, a 401k plan, wellness reimbursement, and a generous vacation policy allowing you to take the time off that you need. Additionally, Ironclad provides significant parental leave for both primary and secondary caregivers, demonstrating our commitment to supporting families.

In approaching the full sales cycle as a Mid Market Account Executive, I focus on establishing meaningful relationships from lead generation to closing. I prioritize understanding the specific needs of the client and adapt my sales strategy accordingly. I ensure persistent follow-up without being pushy while leveraging my knowledge of the product to address any concerns.

In my previous roles, I encountered a challenging sale where the decision maker was resistant due to internal budget constraints. I took the time to really understand their concerns and presented a detailed ROI analysis demonstrating how our solution could save costs in the long term. This approach not only addressed their reservations but also led to a successful closure.

I employ a mix of inbound and outbound strategies for pipeline generation. I leverage social selling through platforms like LinkedIn, engage in networking events, and maintain relationships within my industry. Additionally, I prioritize input from our marketing efforts to optimize the leads that come through and ensure I'm reaching a broader audience.

Handling objections during a sales call involves active listening and empathy. I ensure that I fully understand the concern being raised before responding. I validate their feelings and provide evidence-based solutions or past success stories to counter their objections effectively.

I believe that teamwork and collaboration are essential for success in a sales environment. By sharing insights, strategies, and potential leads with colleagues, we can collectively identify pain points and develop effective solutions that benefit our clients. I actively encourage open communication and foster a supportive atmosphere.

To stay organized while managing multiple sales opportunities, I rely on CRM tools to track interactions and follow-ups. Additionally, I prioritize tasks through daily and weekly planning, ensuring I have a clear outline for which accounts need immediate attention and which have longer-term follow-up needs.

In one instance, I had prepared for a key presentation but learned at the last minute that the attendees had shifted. I quickly adapted by revising my materials to address the new audience's specific pain points and priorities. Flexibility allowed me to deliver a valuable presentation that resonated and ultimately led to a successful outcome.

I view feedback as a crucial tool for growth. After each client interaction, I actively seek constructive criticism from peers and supervisors, which informs my approach. I apply this feedback in real-time to refine my pitch and enhance my relationship-building strategies with prospects.

Ironclad's value proposition centers on providing a seamless contract lifecycle management experience that transforms how companies handle contracts. By emphasizing collaboration, compliance, and operational intelligence, Ironclad enables businesses to save time, reduce risks, and ultimately drive revenue through efficient contract processes.

I want to work for Ironclad because I admire its commitment to innovation and its recognition as a great workplace. Contributing to a category-defining product that significantly impacts businesses excites me. I am eager to bring my experience to a team that values collaborative growth and shares my passion for driving sales in a mission-driven organization.