Senior Account Executive - SMB, EU

As a Senior Account Executive - SMB, EU at Sprinto, your main responsibilities include conducting thorough needs analysis to understand clients' unique requirements, building relationships with decision-makers, managing the sales cycle from lead generation to closing leads, and collaborating with cross-functional teams to achieve sales strategies. You will also deliver compelling presentations, negotiate contracts, and consistently generate qualified leads to exceed your sales quota.

To qualify for the Senior Account Executive - SMB, EU role at Sprinto, candidates should possess 4-8 years of sales experience in the SaaS industry, especially within the EU SMB market. Familiarity with advanced sales methodologies like MEDDIC or Sandler is a plus. Strong communication, negotiation, and interpersonal skills are essential, along with a self-motivated attitude and proficiency in sales tools such as Hubspot and LinkedIn Sales Navigator.

Sprinto offers a variety of benefits to its Senior Account Executives, including a remote-first policy with flexible working hours, group medical insurance, group accident cover, company-sponsored devices, and an education reimbursement policy. Our supportive culture is designed to empower you and promote work-life balance while helping you focus on your professional growth.

Success for the Senior Account Executive - SMB, EU at Sprinto is measured by the ability to consistently generate qualified leads, close high-value deals, and exceed a specified annual quota of 400K. Performance metrics include the closing of leads with ACV of 5-15K ARR and the effective management of a robust pipeline of opportunities throughout the sales cycle.

For a Senior Account Executive - SMB, EU at Sprinto, familiarity with advanced sales methodologies like MEDDIC, MEDDPICC, or Sandler can be beneficial. These methodologies equip you with the skills to effectively assess client needs, manage the sales process, and ultimately drive higher sales performance.

When discussing your experience, highlight specific achievements related to your time in SMB sales. Talk about how you identified potential leads, built relationships, and closed deals. Providing quantitative results, such as percentage increases in sales and reaching quotas, can make your answer more impactful.

Explain your lead prioritization process, emphasizing how you evaluate potential customers based on factors such as their need for compliance solutions, readiness to purchase, and overall fit with your product offerings. Mention any tools or methodologies you use to keep track of your leads and ensure efficient follow-ups.

Discuss your techniques for conducting needs analyses, such as active listening during calls and asking open-ended questions that encourage dialogue. Share anecdotes that demonstrate your ability to uncover pain points and tailor your solutions effectively.

Provide a detailed example of a tough negotiation where you successfully navigated complexities to meet the customer's needs while maximizing your company's profitability. Focus on the strategies you employed and the outcome of the negotiations.

Talk about your approach to objection handling. Emphasize the importance of understanding the client's perspective, addressing their concerns directly, and providing evidence or examples to reassure them about the value of your solution.

List the sales tools you regularly use (like Hubspot and LinkedIn Sales Navigator) and explain how they enhance your efficiency. Mention specific features that aid in lead tracking and relationship management.

Share your strategies for staying motivated, which might include setting personal goals, seeking feedback, and celebrating wins, no matter how small. Discuss how your passion for sales drives you to perform at your best even in challenging times.

Demonstrate your research on Sprinto’s portfolio, emphasizing key features and benefits. A solid understanding of how Sprinto’s SaaS solutions address compliance challenges will show your preparedness and genuine interest in the role.

Outline a specific successful sale, including the steps you took to close it, the challenges faced, and the final outcome. Highlight what made it successful and any lessons learned that could apply to future sales.

Discuss your aspirations within the sales field, whether you aim to climb the corporate ladder, explore different sectors, or deepen your expertise in SaaS sales. Convey a sense of ambition and commitment to continuous learning and growth in your career.