Account Executive

As an Account Executive at Span, you'll be responsible for constructing your own B2B pipeline by initiating conversations with CTOs, VPs of Engineering, and other empowered buyers. Engaging in both technical and business-oriented discussions will be pivotal as you navigate intricate deal cycles, conduct product demos, manage proofs of concept, and develop compelling business case studies to showcase the value of Span.

To qualify for the Account Executive role at Span, you'll need at least 5 years of Mid-Market B2B sales experience, particularly in a startup environment. A strong track record of meeting or exceeding sales goals, experience selling to technical roles like CTOs and VPs of Engineering, and prior involvement in building a sales organization from scratch will make you an ideal candidate.

An Account Executive at Span may encounter challenges in navigating the unique dynamics of selling to technical end users. This might involve translating complex technical features to business benefits, engaging with buyers who have high expectations, and managing long sales cycles effectively. Successful navigation of these challenges will require strong communication skills and a deep understanding of our product offerings.

Collaboration is at the heart of the Account Executive role at Span. You'll work closely with the CEO, CTO, and Engineering teams to facilitate smooth pre-sales and post-sales processes, ensuring a seamless experience for clients. Being a team player will not only enhance your performance but will also contribute to the overall growth and culture of the organization.

At Span, we cultivate a vibrant and supportive company culture that emphasizes teamwork, personal growth, and innovation. As an Account Executive, you’ll find yourself in a fast-paced startup environment where every team member is encouraged to share ideas, collaborate with others, and challenge themselves. If you thrive in dynamic settings and love tackling challenges, you’ll fit right in!

Discuss your previous roles in B2B sales, focusing on specific successes and how you tailored your sales approach to suit the technical needs of your clients. Highlight experiences that align with Span's clientele, such as selling to CTOs or VPs of Engineering, and share strategies that led to closing high-value deals.

Addressing objections requires a keen understanding of both your product and the client's needs. Emphasize the importance of actively listening to the concerns of the client and using your knowledge of Span’s solutions to provide evidence-backed responses, thereby reinforcing the value of what you’re offering.

Building relationships in a technical space involves understanding your client's business and technical landscape. Share how you prioritize frequent communication, tailor conversations based on their requirements, and leverage your understanding of their pain points to build trust and rapport.

Outline the steps you take to manage long sales cycles effectively, including maintaining regular communication with potential clients, setting expectations for the timeline, and using analytics and insights to drive engagement and nurture the relationship throughout the decision-making process.

Discuss your methodology for analyzing potential accounts based on criteria like deal size, strategic fit, and likelihood of closing. Explain how you use analytical tools to inform your prioritization and ensure that you are focusing on accounts that align with Span's goals.

Bring attention to your past product demo experiences, emphasizing your ability to customize presentations based on audience knowledge levels, addressing specific client pain points, and demonstrating clear, actionable benefits of the product in a relatable manner that resonates with the client's needs.

Share your techniques for staying informed about industry trends, including valuable resources such as relevant publications, networking with experts, attending conferences, or participating in webinars. Explain how this knowledge contributes to your effectiveness as an Account Executive at Span.

Provide a specific example that highlights your achievements, detailing the strategies and techniques you employed to exceed your sales targets. Focus on the set goals, the challenges faced, and how your innovative approaches led to successful outcomes for you and your team.

Explain how you leverage data analytics to inform your sales strategies, track performance, and assess client engagement. Highlight specific tools or metrics you utilize to gain insights that enhance your decision-making and support your sales activities.

Articulate your personal and professional motivations for applying to Span, focusing on your passion for tech sales and the company’s vision. Show how your values and goals align with Span’s mission to enhance engineering teams' effectiveness and drive impactful change in the tech landscape.