Commercial Account Executive (Mid-Market)

As a Commercial Account Executive (Mid-Market) at Qualio, your primary responsibilities will include managing the full sales cycle, driving sales growth from new customers, developing consultative sales presentations, and maintaining effective communication with key decision-makers and stakeholders. You will also be responsible for providing accurate sales forecasts and collaborating with other teams to ensure a top-notch customer experience.

To become a Commercial Account Executive (Mid-Market) at Qualio, you’ll need at least 2 years of proven SaaS sales experience, particularly in the Mid Market sector. Strong business acumen, excellent communication skills, and a mastery of the SPICED sales framework are essential. Familiarity with Salesforce.com and experience in healthcare or life sciences backgrounds are also highly beneficial.

Success in the Commercial Account Executive (Mid-Market) role at Qualio requires exceptional communication and presentation skills, along with the ability to navigate complex decision-making processes. Strong skills in deal strategy development, time management, and maintaining executive relationships are crucial. Additionally, a proactive approach to pipeline management and forecasting is vital for meeting sales targets effectively.

At Qualio, there are significant opportunities for career advancement as a Commercial Account Executive (Mid-Market). With your proven track record of sales success, you may take on larger accounts or leadership roles within the sales organization. Continuous learning and demonstrated capabilities can fast-track your professional growth within the company.

Qualio offers a range of competitive benefits for Commercial Account Executive (Mid-Market) employees, including a competitive salary, matching 401k, comprehensive medical, dental, and vision benefits, unlimited PTO, and a company allowance for home office supplies. Additionally, employees enjoy paid parental leave and the rewarding experience of contributing to life-saving projects.

When answering this question, highlight your specific experiences in SaaS sales, focusing on your achievements in the Mid Market sector. Discuss your approach to building relationships and your methods for selling to C-level executives. Be prepared to give examples of how you've met or exceeded quotas.

To answer effectively, explain your methodology for understanding customer needs. Discuss how you listen actively, ask insightful questions, and tailor your sales presentations to align with those needs. Emphasize how this approach has led to successful sales outcomes in your previous roles.

Share which sales tools and methods, such as Salesforce.com or the SPICED sales framework, you use to manage and track your sales pipeline. Discuss why you find them effective and how they have improved your productivity and sales numbers in the past.

Use the STAR method to frame your response: Situation, Task, Action, Result. Describe a specific challenge, what you were tasked with, the actions you took, and the successful result. This will showcase your problem-solving skills and resilience as a salesperson.

Discuss your strategies for building and maintaining executive relationships. Your answer should include your tactics for regular check-ins, providing value through insights and information, and being responsive to their needs. Mention the importance of trust and reliability in such relationships.

Outline your process for pipeline management, emphasizing how you prioritize leads, follow up consistently, and use forecasting to project sales. Discuss specific metrics you track and how you adjust your strategy based on performance insights.

Articulate what you believe constitutes an effective sales pitch, emphasizing the importance of understanding the client's needs, tailoring your message to resonate, and clearly demonstrating the value proposition. Provide an example where you successfully employed these strategies.

Discuss your approach to objections — how you remain calm, listen actively, and address concerns thoughtfully while reframing them as opportunities to reinforce your solutions. Share a scenario where you turned an objection into a sale.

Describe your approach to continuous learning. Discuss subscribing to industry publications, participating in relevant webinars, or networking to stay abreast of market developments. Show your commitment to evolving your expertise as a sales professional.

Thoughtfully express your interest in Qualio as a company, touching on its mission, innovative products, and inclusive culture. Relate your passions and career ambitions to what Qualio is accomplishing and how you see a future there.