Account Executive - Northeast

The Account Executive - Northeast at RegScale is responsible for establishing a Go to Market strategy, building and managing a sales pipeline, closing new Annual Recurring Revenue (ARR) deals, and ensuring customers are fully adopting our CCM platform. This role combines strategic planning with hands-on sales efforts, allowing you to engage directly with enterprise clients and drive significant business growth.

To qualify for the Account Executive - Northeast role at RegScale, candidates should possess a Bachelor's Degree and have a minimum of 6 years in SaaS/Enterprise Software Sales, along with at least 5 years of experience working within their assigned territory. A well-established network of CISO and security contacts is also crucial for success in this position.

RegScale prioritizes the success of its Account Executives by providing robust training, resources, and a collaborative environment. As an Account Executive - Northeast, you will work closely with the Customer Enablement team to ensure client satisfaction and adoption of the platform, which in turn helps you close deals and build long-term relationships.

Travel is essential for the Account Executive - Northeast position at RegScale as it allows for face-to-face interactions with clients, site visits, and participation in industry events. This hands-on approach helps to build stronger relationships, gain deeper insights into client needs, and promote our innovative GRC solutions effectively.

At RegScale, Account Executives - Northeast can anticipate a competitive compensation package that includes a generous on-target earnings (OTE) structure alongside significant stock options. This rewarding package highlights our commitment to attracting exceptional talent that aligns with our mission of delivering outstanding customer satisfaction.

To build a sales pipeline as an Account Executive, it's critical to identify target markets and create a strategic approach to outreach. Utilize a mix of networking, digital marketing, and direct contact to engage potential clients. Focus on nurturing relationships through consistent follow-ups and by providing valuable insights that address their specific challenges.

When answering this question, provide a specific example where your strategic initiatives led to exceeding sales expectations. Detail your approach, the challenges faced, and the ultimate outcome, highlighting key metrics that showcase your success and the value delivered to clients.

To ensure customer satisfaction, I would implement regular check-ins and gather feedback to understand their evolving needs. Collaborating closely with the Customer Enablement team, I would ensure clients know how to utilize our platform fully, facilitating an adoption strategy that maximizes their investment.

Customer relationship management is vital in the sales process as it allows you to maintain organized records of your interactions, preferences, and past transactions with each client. Utilizing this information fosters personalized communication and a deeper understanding of client needs, ultimately leading to stronger relationships and repeat sales.

Handling objections requires active listening and empathy. Acknowledging the prospect's concerns shows you value their input. To address objections, present data or case studies that counter these concerns, focusing on how our solutions can directly resolve their challenges.

When discussing your experience working with senior executives, emphasize the importance of understanding their strategic goals and aligning your sales approach to demonstrate how your solution will support their objectives. Provide examples of successful engagements where you effectively communicated and influenced their decisions.

Selling SaaS solutions excites me because of the transformative potential technology has to solve complex business challenges. I find fulfillment in helping clients achieve their goals through innovative tools that streamline their processes and enhance operational efficiency.

Prioritization in a sales role is essential. I use a combination of urgency and importance to categorize tasks. Regularly reviewing my pipeline helps ensure I focus on high-impact opportunities while managing customer relationships consistently.

Collaboration with a partner ecosystem can lead to exciting opportunities for joint marketing and selling initiatives. Providing a specific example here, including your role in developing the relationship and the mutual benefits realized, can demonstrate your ability to foster strategic partnerships.

To fully understand client needs, I employ discovery calls and surveys to gather insights. Active listening during these interactions allows me to uncover their pain points and tailor solutions that directly address their unique challenges, ensuring a personalized sales approach.