Mid-Market Account Executive

As a Mid-Market Account Executive at n2y, your responsibilities focus on customer expansion, upselling, and maintaining a healthy sales pipeline. You will own a defined book of business, collaborate with various teams to ensure a seamless sales process, and execute strategies to achieve upsell and cross-sell objectives. The role emphasizes building strong relationships within assigned accounts and guiding opportunities through the sales funnel while contributing to the customer experience post-sale.

To thrive as a Mid-Market Account Executive at n2y, candidates should have prior experience in SaaS or EdTech and demonstrate exceptional sales performance. Familiarity with CRM systems, particularly Salesforce, is essential. Strong communication skills, effective negotiation techniques, and the ability to prioritize amongst various opportunities are crucial to succeed in this role. A Bachelor's degree in a related field is preferred, and experience with special education is a plus.

The Mid-Market Account Executive plays a pivotal role in advancing n2y's mission by driving sales growth and expanding the reach of our innovative educational products. By effectively upselling and cross-selling to existing clients, the AE ensures that diverse learners receive the tools they need for success. This directly impacts our goal of enhancing understanding and communication for one billion people worldwide. Your efforts will contribute significantly to transforming educational landscapes.

n2y is committed to ensuring that its Mid-Market Account Executives have the right support and resources to succeed. You will work closely with a variety of teams, including Customer Success, Demand Generation, and Revenue Operations. Additionally, the organization promotes ongoing professional development and collaboration, allowing you to engage in EdTech-specific events to enhance market influence and customer relationships.

At n2y, the environment is collaborative, inclusive, and geared towards professional growth. The company values diversity and fosters a culture where employees are empowered to contribute their unique perspectives. As a Mid-Market Account Executive, you can expect to work closely with passionate colleagues committed to making a difference in learning and communication. The remote structure allows for flexibility, while occasional travel helps build meaningful relationships with clients.

In response to this question, showcase your strategic approach by discussing how you would first analyze the client's current products and usage. Highlight the importance of building a strong relationship and understanding their needs, followed by suggesting relevant product enhancements. Be sure to mention your familiarity with customer success practices and how this informs your upselling strategy.

The MEDDPICC framework is a structured approach to managing complex sales processes, and it's critical for success as a Mid-Market Account Executive. When answering, detail how you would use each component—Metrics, Economic buyer, Decision criteria, Decision process, Paper process, Identify pain, Champion, and Competition—to rigorously qualify opportunities and effectively guide prospects through the sales funnel.

When answering this question, use the STAR method (Situation, Task, Action, Result). Begin by outlining the client issue you faced, then explain the actions you took to resolve it, emphasizing collaboration with other teams if applicable. Conclude with the positive outcome, highlighting how your efforts strengthened the client relationship and contributed to retention.

Discuss your strategy for assessing lead quality based on factors such as potential revenue, urgency, and alignment with customer needs. Explain how you leverage CRM tools like Salesforce to track and evaluate opportunities effectively, and mention the importance of maintaining organized documentation and staying responsive to client inquiries.

In your response, discuss various techniques such as establishing rapport, understanding the client's motivations, actively listening to their concerns, and addressing objections. Also, mention the importance of clearly articulating value propositions and presenting tailored solutions that meet the client's needs while aligning with n2y's mission.

Explain your commitment to follow-up engagement with clients after the sale, discussing how you collaborate closely with the Customer Success team for smooth handoffs. Mention regular check-ins to assess satisfaction, the importance of listening to feedback, and how you leverage that information for continuous improvement in service delivery.

Share your vision for utilizing EdTech events to reinforce customer relationships and expand market presence. Discuss strategies for networking with potential clients, gathering insights on industry trends, and promoting n2y's products through presentations or colocating with industry partners for enhanced visibility.

Highlight personal motivations such as a passion for education technology, the drive to impact diverse learners, or the satisfaction derived from achieving targets and exceeding quotas. Also, consider discussing your desire for personal growth and the excitement of working in a dynamic, mission-driven environment like n2y.

Discuss how you approach sales forecasting by considering historical sales data, current pipeline status, and buyer behavior patterns. Explain your habit of using CRM tools to maintain accurate data, focusing on the importance of adjusting forecasts based on ongoing client interactions and market dynamics.

Respond by mentioning specific strategies such as subscribing to industry newsletters, participating in webinars, and following thought leaders on social media. Share your commitment to continuous learning, which could involve attending conferences, networking with peers, and actively seeking out resources to enhance your industry knowledge.