Mid-Market Account Executive

As a Mid-Market Account Executive at ProcessUnity, your primary responsibilities will include developing and executing sales strategies aimed at exceeding quotas in the mid-market segment, engaging with potential clients through self-sourced leads, maintaining relationships with mid-market customers, and leading the full sales cycle from prospecting to closing deals. You'll also collaborate with solutions engineers to provide tailored presentations, making it essential to have a solid understanding of our products alongside the TPRM, GRC, and cybersecurity landscapes.

Candidates for the Mid-Market Account Executive role at ProcessUnity should have at least 5 years of enterprise B2B software sales experience, ideally within the TPRM, GRC, or cybersecurity sectors. Proven success in meeting and exceeding sales targets is a must. Familiarity with enterprise sales methodologies, negotiation skills, and the ability to self-source leads are essential. Moreover, proficiency in sales tools such as Salesforce, LinkedIn Sales Navigator, and Outreach will significantly enhance your effectiveness in this role.

As a Mid-Market Account Executive at ProcessUnity, you can expect to travel regularly to client locations within the New York City area. The goal is to deepen customer engagement and build lasting relationships, so onsite meetings will be a vital part of your responsibilities. This travel requirement underscores the importance of actively engaging with your clients to effectively understand and meet their needs.

The On Target Earnings (OTE) range for the Mid-Market Account Executive position at ProcessUnity is set between $220,000 and $320,000, depending on your experience and track record. This competitive salary structure reflects the company's commitment to rewarding top-performing sales professionals who drive growth and help expand the company’s reach in the market.

ProcessUnity is dedicated to providing a supportive work environment that values diversity and inclusion. As a Mid-Market Account Executive, you can expect a range of benefits designed to promote work-life balance and personal wellness, including health and dental insurance, retirement plans, and opportunities for career growth. Additionally, the collaborative culture at ProcessUnity allows you to thrive alongside a talented team committed to shared success.

In your response, focus on specific strategies you've implemented to identify and engage potential customers independently. Highlight successful examples where your proactive approach led to closing lucrative deals. Demonstrating your ability to generate interest without relying solely on marketing support will show your resourcefulness.

Discuss your methods for establishing rapport with high-level stakeholders, including understanding their business needs and challenges. Share examples of how you've tailored your communication style and presentations to resonate with executives, ensuring that your interactions reflect their priorities and concerns.

When answering this question, explain specific tactics you use to identify potential growth opportunities, along with your approach to time management and prioritization. Provide examples illustrating how your actions have led to consistently exceeding your sales goals, enhancing your credibility as a target-driven seller.

Share your methods for maintaining industry knowledge, such as following relevant news outlets, participating in webinars, and joining industry-specific forums or groups. Emphasize the importance of understanding the competitive landscape to effectively position your company's solutions during sales conversations.

Provide a detailed account of a complex deal that required strategic planning and collaboration. Describe the obstacles you encountered, the solutions you proposed, and how you ultimately led the negotiations to a successful close, demonstrating your problem-solving abilities and negotiation skills.

Discuss the importance of collaborating with internal teams, such as solutions engineers and marketing, to achieve sales success. Provide examples of how leveraging the strengths and insights of your colleagues led to better outcomes, illustrating that you understand the significance of a team-oriented approach in achieving collective goals.

Outline a structured approach for addressing objections, emphasizing active listening and empathy. Share how you turn objections into opportunities for deeper conversation, providing reassurance and validating the concerns of the client. Discuss a specific incident where you effectively navigated objections to close a deal.

Discuss which sales tools you are proficient in and how they enhance your productivity. Be sure to highlight tools like Salesforce, LinkedIn Sales Navigator, and Outreach, explaining how these tools have improved your lead generation and relationship-building efforts in past positions.

Describe your approach to managing multiple leads and projects simultaneously. Discuss the criteria you use to evaluate opportunities based on potential revenue, client urgency, or alignment with strategic goals. Emphasize your ability to remain organized and focused on delivering results in a fast-paced environment.

Share personal motivations that drive you in sales, such as achieving personal goals, helping customers solve their challenges, or working collaboratively with teammates. Authenticity is key here; explaining how your passions intersect with your career aspirations will help demonstrate your commitment to the role.