Sr. Account Executive

As a Sr. Account Executive at Occuspace, your key responsibilities will include driving sales of our space utilization solutions primarily for corporate real estate clients. You'll be tasked with new business development, managing sales strategy and execution from lead generation to closing, and providing tailored solutions through consultative selling. Staying informed on industry trends and challenges related to occupancy management will be crucial, along with building and maintaining relationships with key stakeholders.

The Sr. Account Executive role at Occuspace requires a minimum of 5-7 years of enterprise-level sales experience, specifically in the SaaS or PropTech sectors. A strong background in corporate real estate is essential, along with the ability to engage with stakeholders and communicate technical solutions effectively. Familiarity with CRM tools and a consultative sales approach will elevate your application for this role.

The sales process for a Sr. Account Executive at Occuspace will involve several key steps. You will start with prospecting and qualifying potential clients, followed by presenting tailored solutions and negotiating terms. Closing deals successfully while nurturing the client relationship is a fundamental part of the role, as well as maintaining an active sales pipeline utilizing CRM software to track interactions and forecast opportunities.

To succeed as a Sr. Account Executive at Occuspace, strong communication and negotiation skills are paramount. You should be able to articulate complex solutions clearly and compellingly to diverse audiences. Relationship-building skills, particularly within corporate real estate, are also crucial, as is a deep understanding of client needs and industry trends that affect occupiers. Technical proficiency in occupancy software is a plus.

Working as a Sr. Account Executive at Occuspace comes with a competitive base salary along with a commission and bonus structure. The benefits package includes health, dental, and vision insurance, a 401(k) plan, opportunities for professional development, and the flexibility of remote work. At Occuspace, we are committed to your growth and ensuring you thrive in a supportive environment.

When building relationships with potential clients, it's important to focus on understanding their specific needs and pain points. I start by conducting thorough research on the company and its key decision-makers. From there, I aim to establish trust through open communication and by showcasing how our solutions can specifically address their challenges. Consistent follow-up and providing valuable insights without being overly salesy can help strengthen those relationships.

My process for developing a successful sales strategy often begins with thorough market research to identify trends and challenges within the corporate real estate sector. Following this, I set clear, measurable goals and outline specific tactics to reach those goals, including targeted outreach, networking, and attending industry events. I regularly review and adjust the strategy based on performance metrics and feedback to ensure ongoing success.

I have extensive experience utilizing CRM tools like Hubspot to manage customer relationships effectively. These platforms help me track interactions, forecast opportunities, and maintain a healthy sales pipeline. They also facilitate better communication with cross-functional teams, allowing for tailored solutions based on client feedback. The ability to generate reports and analyze data through CRM systems is invaluable for continually refining my sales strategies.

I prioritize staying informed about trends in corporate real estate by subscribing to industry reports, attending conferences, and participating in webinars. I also engage with peers and thought leaders in the sector on platforms like LinkedIn. This continuous learning helps me understand the evolving landscape and allows me to provide current insights and solutions to my clients.

Tailoring my sales approach for different C-suite executives involves understanding each executive’s priorities and pressures. For instance, a CEO may focus on overall business strategy, while a CFO is more concerned with ROI and cost savings. I adapt my messaging to align with these priorities by highlighting how our solutions can contribute to their specific goals, thus demonstrating real value.

Consultative selling has been a core component of my sales philosophy. I believe in engaging clients by first understanding their challenges and then collaboratively working with them to develop tailored solutions. This approach builds trust and positions me as a partner rather than just a salesperson, which significantly improves the chances of closing a deal and fostering long-term client relationships.

Effective negotiation begins with preparation and understanding the needs and constraints of both parties. During negotiations, I focus on clear communication of the value our solutions provide, while remaining responsive to the client’s concerns. I aim for win-win outcomes by being flexible in my approach and open to creative solutions, ensuring that both sides feel satisfied with the agreement.

In my sales role, I consider a variety of performance metrics important, including lead conversion rates, average sales cycle duration, and revenue generated versus targets. I also track customer retention rates, as fostering long-term relationships is key to sustainable success. Analyzing these metrics helps me identify areas for improvement and adjust my strategies accordingly.

Preparing for an important sales presentation starts with knowing my audience and their specific interests. I conduct thorough research to align my presentation content with their challenges and goals. I also practice my delivery to ensure confidence and clarity, and incorporate engaging visuals to facilitate understanding. Finally, I anticipate potential questions and prepare to address them, ensuring I'm ready to demonstrate how our solutions can provide value.

Handling objections during a sales conversation requires active listening and empathy. I first acknowledge the client's concerns and clarify to ensure I fully understand the objection. Then, I respond thoughtfully by providing relevant information or case studies that address their concerns. If necessary, I am flexible in adjusting our offerings to better meet their needs, always aiming to keep the conversation collaborative and positive.