Inside Account Executive

The Inside Account Executive at Terminal is tasked with qualifying leads, understanding their business needs, and guiding them through the sales funnel. This includes identifying key decision-makers, developing tailored account plans, maintaining accurate records in the CRM, and facilitating smooth transitions of leads to sales opportunities. This role is crucial for building a robust sales pipeline and fostering long-term customer relationships.

To become an Inside Account Executive at Terminal, candidates should ideally have 5-7 years of experience in Enterprise SaaS sales, particularly within the logistics technology sector or a related B2B environment. A Bachelor's degree in Business, Marketing, or a similar field is preferred, along with strong communication, negotiation, and presentation skills. Familiarity with CRM software and a dedication to continuous learning in the industry are also essential.

The Inside Account Executive is instrumental in driving new business opportunities, contributing directly to Terminal's growth. By engaging with potential customers, understanding their challenges, and guiding them through the sales process, the executive helps establish a solid customer base and drives revenue. Their efforts in maintaining a well-organized CRM and collaborating with the executive team ensure a seamless transition of leads to sales, enhancing overall sales efficiency.

Inside Account Executives at Terminal can expect to work closely with the executive team and other departments to identify and transition leads effectively. This role requires collaboration to develop strategic account plans and align sales strategies, fostering a team-oriented atmosphere that encourages communication and shared goals. This collaborative spirit is crucial in optimizing sales efforts and achieving collective success.

At Terminal, the Inside Account Executive can experience significant opportunities for professional growth. As part of a dynamic and innovative environment, there are chances to develop sales strategies, expand knowledge in logistics technology, and evolve with the company. The role's impact on Terminal's growth means that high performers will likely find pathways to advanced roles or leadership positions within the company.

When answering this question, focus on specific tactics you've used for cold outreach, such as tailoring messages to individual prospects or leveraging social media and networking. Share examples of successful outcomes and highlight your knowledge of effective outreach strategies.

Explain your process for researching target accounts, including tools or strategies you use to uncover decision-makers within organizations. Discuss how you approach initiating conversations and building relationships with these key individuals to advance sales opportunities.

Outline the criteria you use to qualify leads, such as assessing their business needs, interest level, and potential challenges. Illustrate your approach to understanding your prospect’s pain points and how you align your solutions with their specific requirements.

Use the STAR method (Situation, Task, Action, Result) to narrate a specific sales deal. Focus on the challenges faced and how you overcame them, emphasizing the outcomes that demonstrate your effectiveness as an Inside Account Executive.

Discuss your use of CRM tools and techniques to track interactions and follow-ups. Share strategies for prioritizing leads and managing time efficiently to ensure that no opportunities fall through the cracks.

Highlight the critical sales performance metrics you focus on, such as conversion rates, average deal size, or sales cycle length. Explain how you use these metrics as a basis for analyzing your performance and adjusting strategies.

Describe your approach to listening actively to customer concerns and addressing objections methodically. Provide examples that demonstrate how you've successfully turned objections into opportunities, emphasizing your negotiation and reasoning skills.

Express your enthusiasm for Terminal's mission in the logistics industry and discuss how your skills and experience align with the company's vision and values. Share specific aspects of Terminal that excite you and how you see yourself contributing to the team.

Touch upon your communication style and the tools you leverage for team collaboration. Mention your commitment to transparency and how you facilitate regular check-ins with team members and executives to align on sales strategies and updates.

Highlight the importance of following up and building rapport after closing deals. Discuss strategies such as providing ongoing support, seeking feedback, and staying informed about the customer’s evolving needs to foster a lasting relationship.