Enterprise Account Executive

The Enterprise Account Executive at Productboard is responsible for driving revenue through managing the full cycle sales process. This includes prospecting, engaging with C-suite executives, negotiating contracts, and closing deals. You’ll work with larger companies to convey the unique advantages of Productboard, helping them enhance their product management processes.

To qualify for the Enterprise Account Executive role at Productboard, candidates should possess a minimum of three years of experience in a closing role within a direct B2B software sales environment. A proven record of meeting and exceeding sales quotas, advanced knowledge of sales methodologies, and experience selling to C-level executives is essential.

Productboard actively supports career growth through a culture of openness and collaboration. You’ll have the opportunity to contribute to team discussions, access mentorship from experienced professionals, and participate in training programs that encourage continuous improvement, all while being part of a dynamic team atmosphere.

The sales process for an Enterprise Account Executive at Productboard involves a structured approach that starts with prospecting and identifying leads, followed by engaging stakeholders in meaningful discussions about their product needs. You will guide potential clients through the evaluation process using solution-selling techniques, ultimately aiming to close new and renewal contracts.

As an Enterprise Account Executive at Productboard, you'll primarily use Salesforce for managing leads and tracking sales activities. Familiarity with this tool will enhance your efficiency in managing sales processes and enable you to set up and optimize workflows that streamline operations further.

The culture at Productboard is centered around empowerment, support, and inclusivity. As an Enterprise Account Executive, you’ll be part of a team that values creativity, encourages continuous improvement, and fosters open communication, making it an exciting place to work and grow.

Productboard maintains its Unicorn status through strategic funding and continued innovation in its product management solutions. With substantial backing from top investors and an impressive client base, the company focuses on expanding market reach while ensuring product excellence, which contributes to its strong market valuation.

When answering this question, highlight specific roles where you successfully closed sales, outlining your approach to building customer relationships and meeting quotas. Use metrics where possible to demonstrate your achievements, such as percentage growth or sales targets exceeded.

Respond by discussing your strategies for addressing objections, such as actively listening to the client's concerns, validating their feelings, and providing tailored solutions. Share an example of a time you successfully turned an objection into a sale.

Talk about the specific sales methodologies you're familiar with, such as SPIN Selling or Challenger Sales. Explain how you have applied these methodologies in your past roles to drive results and enhance your effectiveness as a salesperson.

For this question, use the STAR technique (Situation, Task, Action, Result) to structure your answer. Describe the context, your role in facilitating the discussion, the steps you took to address their concerns, and the eventual outcome of successfully closing the deal.

Discuss your organizational strategies for managing your pipeline, such as using CRM tools to track leads and regularly prioritizing tasks based on urgency and importance. Share how you adapt your approach depending on the sales cycle of different clients.

Conduct thorough research on Productboard and be prepared to share insights about its product management platform and its benefits for organizations. Focus on key features and how they address specific challenges in the market to demonstrate your preparation and alignment with the company's goals.

Discuss your commitment to professional development, such as reading industry publications, participating in webinars, or engaging in networking events. Share specific resources you rely on to stay informed about trends and how that knowledge influences your sales strategies.

Use the STAR method to explain a specific instance where you surpassed your sales goals, detailing the steps you took to achieve this, the challenges you faced, and the measurable results of your success.

Emphasize the importance of genuine communication and understanding client needs. Share strategies you employ to establish trust, such as regular check-ins, personalized follow-ups, and making sure that you understand their business goals.

Discuss what drives you personally, be it achieving targets, a passion for helping clients, or working within a collaborative team setting. Your answer should reflect how your motivation aligns with the values and vision of Productboard.