Enterprise Account Executive (Bilingual - English/French)

As an Enterprise Account Executive at Procore, your responsibilities will include developing prospecting and account plans to establish rapport with potential clients. You’ll be tasked with researching accounts, identifying key decision-makers, and generating interest in Procore’s construction management software. Managing the sales pipeline accurately within Salesforce.com and achieving quarterly and annual targets are pivotal aspects of your role.

To qualify for the Enterprise Account Executive position at Procore, you should possess professional working fluency in French, coupled with a BA/BS or equivalent experience. Additionally, 8+ years of successful software sales experience, preferably in B2B environments, and familiarity with consultative, solution-based sales methodologies are essential. Proficiency in Microsoft Office and CRM tools, particularly Salesforce.com, is also required.

To excel as an Enterprise Account Executive at Procore, focus on building and nurturing relationships with your clients. Utilize your consultative sales approach to understand the needs of potential customers, and maintain consistent communication to manage their concerns. Additionally, keeping your pipeline organized and under control within Salesforce.com and staying informed about industry competitors will aid in demonstrating Procore's unique value proposition effectively.

Procore promotes a remote work environment, providing the flexibility to work from anywhere in the Greater Montreal area. The culture at Procore is inclusive and supportive, encouraging employees to take ownership of their work while also fostering an atmosphere of collaboration with cross-functional teams. You'll find it to be a challenging yet rewarding environment where innovation and creative ideas are welcomed.

Procore offers its Enterprise Account Executives a comprehensive benefits package, which includes generous paid time off, healthcare coverage, and professional development programs. By investing in their employees, Procore aims to empower you to grow and thrive in your career, offering plenty of avenues for career enrichment and support.

When responding, highlight specific sales achievements over your 8+ years in the field. Focus on instances where you excelled in B2B environments, using consultative approaches to drive results. Provide quantifiable examples of how your strategies directly contributed to revenue growth and client satisfaction, demonstrating how your experience aligns with Procore's objectives.

Discuss a combination of traditional outreach methods like cold calling and networking, along with digital techniques such as leveraging social media for research and engagement. Emphasize the importance of identifying key decision-makers and crafting personalized messaging to pique their interest in Procore's software solutions.

Address this question by explaining your approach to understanding the root cause of the objection. Emphasize your ability to listen actively and reformulate objections into opportunities for further discussion, showcasing your problem-solving skills. Provide examples of how you’ve successfully turned objections into closed deals in your previous roles.

Share a specific example of a quarter or year where you surpassed your targets. Be sure to detail the strategies you utilized, whether it was refining your lead qualification process, conducting tailored product demonstrations, or investing additional time in relationship management. This will illustrate your proactive nature and determination to exceed expectations.

Highlight how collaboration with various teams, such as SDRs and Account Managers, enhances the sales process. Outline a specific instance where teamwork led to a successful outcome, demonstrating that you value input from others and understand its significance in achieving collective goals.

Explain your use of CRM tools, particularly Salesforce.com, to document and monitor leads, opportunities, and customer interactions. Discuss any personal organization systems you utilize, such as digital reminders or project management tools, to maintain your progress towards sales goals.

Define solution-based selling, emphasizing its focus on understanding client needs and providing tailored solutions. Provide an anecdote from your previous work where utilizing this approach resulted in a successful sale, demonstrating your proficiency in this selling methodology.

Talk about your commitment to transparency and trust during the relationship-building process. Share techniques such as regular check-ins, providing value through insights, and taking the time to understand clients' needs beyond the immediate sale, reinforcing your long-term relationship-building strategy.

Before your interview, research Procore and familiarize yourself with its values, mission, and recent accomplishments. Frame your answer around how Procore’s focus on efficiency and innovation resonates with your own passion for helping clients streamline their construction management processes.

Illustrate your experience in managing sales pipelines by referencing specific metrics you track. Discuss any forecasting techniques you adopt to predict your sales outcomes accurately. Highlight your analytical skills in adjusting strategies based on your forecasts to improve sales performance consistently.