Mid-Market Sales Executive

As a Mid-Market Sales Executive at Modernize, your main responsibilities include prospecting home remodeling companies with annual revenues between $10M-$30M, closing new business deals, and conducting deep discovery to understand each prospect's unique needs and goals. You'll also be involved in presenting financial proposals during video calls with C-level executives and using industry knowledge to differentiate Modernize's services from competitors.

To qualify for the Mid-Market Sales Executive position at Modernize, candidates should possess over five years of experience in a consultative sales environment, with a minimum of two years in outbound prospecting and B2B cold calling. Expertise in closing five-figure business deals, strong understanding of ROI concepts, and exceptional communication skills are essential to succeed in this role.

A Mid-Market Sales Executive at Modernize should have a cursory knowledge of tools such as Salesforce, Outreach, Zoom, Tableau, Oracle Eloqua, and Excel. Experience with LinkedIn for networking and prospecting is also beneficial, as these tools facilitate effective communication and contribute to successful sales strategies.

The expected salary range for a Mid-Market Sales Executive at Modernize is between $60,000 to $70,000 annually. This salary may vary based on geographic location and individual qualifications. Additionally, this position offers potential performance bonuses, commissions, and restricted stock units, providing excellent earning potential and growth opportunities.

The work environment at Modernize is informal yet dynamic, encouraging open communication and participation from all team members. With a newly renovated office located downtown, team members enjoy a collaborative atmosphere that fosters creativity and innovation while allowing for independent work and problem-solving.

When answering this question, focus on specific strategies you’ve used in outbound prospecting, emphasizing the results you’ve achieved. Detail how you identify potential leads, your approach to engaging prospects, and how you follow up effectively to close deals, ensuring to connect your experiences back to the skills required for the Mid-Market Sales Executive position.

Share a structured approach to handling objections, such as actively listening to the prospect’s concerns, empathizing, and providing clear, tailored responses that address their points. Illustrate with a specific example of when you successfully turned an objection into an opportunity.

Discuss your techniques for conducting thorough research on prospects, such as using LinkedIn, industry reports, and their company's website. Emphasize the importance of understanding their business challenges and goals, as well as your approach to leveraging this knowledge in your sales conversations.

Describe your goal-setting process and the metrics you track. Discuss the importance of maintaining a disciplined work schedule, prioritizing tasks, and continuously seeking feedback from your team to stay motivated and focused on exceeding targets.

Explain your strategy for establishing credibility and connection with C-level executives, including understanding their pain points, discussing return on investment, and tailoring your presentations to align with their strategic priorities. Share an example of a successful engagement with a C-level decision-maker.

Discuss your time management techniques, such as creating a prioritized task list, leveraging tools for scheduling follow-ups, and using CRM software to track interactions. Highlight the importance of staying organized to maintain continued contact with potential clients while addressing urgent tasks.

Share a specific example that illustrates your skills in negotiation, problem-solving, and resilience. Focus on the challenges faced, how you navigated them, and the strategies that led to a successful closure, showcasing your tenacity as a Mid-Market Sales Executive.

To answer this, articulate your understanding of Modernize's value proposition. Discuss how the company's focus on connecting motivated homeowners with qualified contractors, combined with 20 years of industry experience, can benefit both clients and contractors, ultimately enhancing customer satisfaction.

Share your strategies for maintaining motivation, such as setting small, achievable goals, celebrating minor wins, and seeking camaraderie within your team. Offer insights into how you remain resilient and adapt to setbacks while keeping focused on your larger objectives.

Explain how you guide conversations with prospects to uncover their specific needs and pain points. Discuss the types of questions you ask, how you ensure active listening, and how you use this information to determine how Modernize's services can best serve them.