Sales Account Executive

As a Sales Account Executive at Sunset, your main responsibilities will include managing the entire sales cycle—from conducting discovery calls to closing deals. You will immerse yourself in our products and services while learning about the dissolution process and the needs of tech startups. Additionally, you’ll collaborate with seasoned team members through mock sales calls to deepen your understanding of our sales techniques, effectively communicate our value proposition, and tailor your pitches to fit client needs.

To succeed as a Sales Account Executive at Sunset, you must possess exemplary consultative selling skills and demonstrate an ability to build trust with clients. Ideal candidates typically have a background in sales, particularly within the tech or startup sectors. Strong communication skills, both verbal and written, are essential, as is a track record of achieving a significant close rate in past sales roles. A passion for helping startups and working in a collaborative office environment is also important.

Success in the Sales Account Executive role at Sunset is primarily measured by your ability to maintain a close rate of 40% or more within the first six months. This involves effectively managing your pipeline, conducting discovery calls, and nurturing leads while developing a deep understanding of clients' needs and the dissolution landscape. Your contribution to building lasting relationships and providing genuine value will also significantly contribute to the overall success of our team.

While the Sales Account Executive position at Sunset favors candidates with consultative selling experience, if you are new to sales but possess strong communication skills, a desire to learn, and a passion for tech startups, you may still be considered. Those who are relatable, trustworthy, and have a keen interest in helping founders navigate their options will find success in this role, despite their experience level.

At Sunset, the work environment is vibrant, collaborative, and focused on growth. As a Sales Account Executive, you will work in our New York office five days a week, engaging with a passionate team committed to helping tech startups wind down effectively. The company culture values teamwork, ongoing training, and mentorship, ensuring professional development and a fun, engaging atmosphere.

In a discovery call, the key is to listen more than you talk. Start by asking open-ended questions to understand the client's unique situation. Tailor your follow-up questions to dig deeper into their pain points or concerns, showing genuine interest in what they're facing. Use this information to explain how Sunset's services can address their needs while building a relationship based on trust.

In responding to this question, share a specific situation where you faced obstacles. Outline the steps you took to address the client's concerns, how you tailored your approach based on their feedback, and the final outcome. Emphasize what you learned from the experience and how it enhanced your consultative selling techniques.

Effectively prioritizing leads requires assessing their urgency and potential value. I categorize them based on readiness to purchase, their specific needs, and urgency. Regular follow-ups ensure that I maintain communication. Utilizing a CRM tool helps in tracking my interactions, setting reminders for follow-ups, and keeping my pipeline organized for efficiency and maximized revenue potential.

When faced with objections, I adopt an empathetic and inquisitive approach. I listen carefully to understand the concern before responding. I address their objection with factual information, share case studies or testimonials from similar clients, and reframe the discussion to emphasize the value Sunset provides. Remembering to stay patient and focused is crucial to finding common ground.

My main motivation stems from the relationships I build with clients and the impact I can have on their journey. Helping startups transition smoothly while assisting them in finding their next steps energizes me. Additionally, achieving sales targets and personal growth through connecting with diverse businesses fuels my drive.

Staying updated on industry trends is vital. I regularly read tech and startup news, follow relevant blogs and podcasts, and engage with the startup community through webinars and networking. This keeps me informed on the challenges startups face, allowing me to anticipate their needs and provide informed solutions during sales discussions.

Consultative selling requires a deep understanding of the client’s needs. I put emphasis on building rapport and trust while asking insightful questions that uncover the client’s pain points. By actively listening and tailoring my responses to show how Sunset can address their concerns, I effectively position the services as valuable solutions to their unique challenges.

Teamwork is crucial in my role as a Sales Account Executive. Collaborating with colleagues provides diverse perspectives and learning opportunities. Sharing insights about successful techniques or challenging clients can enhance our collective performance. A cohesive team culture fosters support and motivation, ultimately contributing to attaining the company’s sales goals.

I recall a situation where a client was uncertain about the dissolution process. I took the initiative to research their case and provide a comprehensive breakdown of their options. By offering additional resources and referrals to other services, I gained their trust and confidence, reinforcing the value of Sunset's mission to support founders through their journey.

Feedback plays an essential role in my sales process. I actively seek input from clients regarding their experiences and concerns. Internally, I engage with team members and supervisors to refine my techniques based on observations. Embracing feedback helps me continuously improve my approach, adapt to client needs, and ultimately drive greater success in sales.