Account Executive

As an Account Executive at Liminal, you will be responsible for managing the complete sales process, from engaging with prospects to closing contracts. You’ll work closely with a BDR to identify new opportunities, conduct client discovery calls, and deliver tailored presentations showcasing our research capabilities. Your role is essential in achieving sales targets and building long-term relationships with clients.

To qualify for the Account Executive position at Liminal, you should possess a Bachelor's degree in Business, Marketing, Communications, or equivalent experience, along with 3+ years in an account executive role with a track record of exceeding a $500K quota. Familiarity with digital identity, cybersecurity, or fintech will be highly advantageous.

The sales process for an Account Executive at Liminal involves several key stages: initial contact, detailed client briefings, needs assessments, tailored presentations, and finally, closing the deal. You will guide clients through each phase, ensuring a client-centered approach that aligns with their specific needs and our research offerings.

As an Account Executive at Liminal, you will be required to achieve defined sales targets for our research services by identifying, qualifying, and successfully closing new client accounts within your designated territory or vertical. Your ability to meet these targets will be crucial to your success and the company's growth.

Account Executives at Liminal utilize various CRM tools, primarily HubSpot, to maintain accurate records of client interactions, forecast sales activities, and track pipeline progress. Proficiency with these tools is essential to ensure efficient management and reporting of your sales efforts.

In responding to this question, highlight your relevant sales experience, specifically any achievements that demonstrate your ability to meet or exceed sales quotas. Discuss how this experience aligns with Liminal's focus areas, like digital identity and cybersecurity, and show your understanding of how your background prepares you for this role.

When asked about discovery calls, emphasize your structured approach. Describe how you prepare by researching the client, preparing open-ended questions, and actively listening to understand their needs. This method not only builds rapport but also allows you to tailor your presentation effectively.

In your answer, focus on your strategic planning and time management skills. Discuss how you set realistic goals, regularly track your progress, and adjust your strategies as needed to stay aligned with your sales targets. Include any specific techniques or tools you employ, such as CRM systems.

For this question, outline your presentation strategy. Discuss how you would highlight the unique benefits of Liminal's research capabilities, using real-life examples or case studies that align with the client's needs. Tailoring your messages to address specific pain points can lead to more impactful presentations.

In your response, be honest and reflect on a specific situation. Describe the challenge, your approach to resolving it, and the eventual outcome. Highlight the skills you used to adapt and ensure a successful resolution, reinforcing your problem-solving abilities.

Discuss your familiarity with CRM systems in general and specifically with HubSpot. Mention how you’ve utilized the system for managing client data, tracking sales activities, and maintaining communication records. This shows that you are adept with the tools necessary for success in the Account Executive role.

Your response should reflect the proactive steps you take to stay informed. Mention resources you follow, such as industry publications, seminars, and networking events, and explain how you use this information to adjust your sales strategies effectively.

Highlight collaboration as a key aspect of your sales strategy. Discuss how engaging with your BDR as well as other teams—like marketing and research—enhances your effectiveness. This collaborative approach can help identify opportunities and drive success more consistently.

Discuss your method for addressing objections. Emphasize active listening, empathizing with the client, and providing factual information or case studies to reassure them. A calm and knowledgeable response can often turn objections into opportunities.

In your answer, express genuine enthusiasm for Liminal’s mission and values. Discuss how your background in sales aligns with Liminal’s focus on digital identity and cybersecurity, and explain how you envision contributing to the company’s goals while growing your own professional skills.