Account Executive - North America

As an Account Executive at Topsort, your key responsibilities include driving commercial growth for our retail media infrastructure by integrating it into potential customers like retailers and marketplaces. You will carry a sales quota, actively engage with RFPs, and use your retail media expertise to guide clients through the sales cycle. Building and fostering relationships through workshops, client visits, and online interactions is also an essential part of the role, all while staying up-to-date with industry trends.

To be a successful Account Executive at Topsort, candidates typically need a Bachelor’s degree or MBA from a top university, preferably with a STEM background, economics, finance, or data science. Additionally, at least 7 years of experience in sales or related fields, such as consulting or product management, is essential. Understanding technical products and customer engagement in sales are crucial, along with a proven track record of exceeding sales quotas.

An Account Executive at Topsort should possess strong sales skills, including the ability to maintain a relentless focus and demonstrate 'hunter energy' in securing deals. Being a team player is vital as well, as collaboration drives our success. Additionally, having technical acumen to comfortably navigate conversations about APIs and retail media technology is important, along with curiosity for continuous learning in the evolving advertising landscape.

The work culture at Topsort encourages straightforward communication, collaboration, and rapid execution. As an Account Executive, you'll be part of a sports-like team atmosphere where everyone supports each other while maintaining competitive external targets. We pride ourselves on getting things done promptly and value creativity and bold choices without the burden of endless meetings, fostering an environment where you can truly thrive.

At Topsort, Account Executives have numerous opportunities for growth. With a focus on direct feedback, rapid personal development, and aggressive goal-setting, you will find that the company actively promotes personal and professional development. You'll also be surrounded by an elite team that encourages collaboration and high standards, plus you’ll gain exposure to industry events and customers, enhancing both your skills and network.

In answering this question, focus on specific roles where you successfully navigated sales processes, mention the quotas you achieved, and demonstrate your ability to adapt to different customer needs. Highlight any experience with retail media, complex sales environments, and your approach to building client relationships.

Discuss your strategies for relationship-building, such as conducting thorough research on the client’s business, using personalized communication, and maintaining a follow-up schedule. Illustrate your proactive efforts, like conducting workshops or client visits, which exemplify your commitment to understanding their needs.

Acknowledge the complexities involved in selling technical products, such as understanding API concepts and demonstrating product value to non-technical stakeholders. Emphasize your approach to overcoming these challenges, perhaps through continuous learning and collaboration with technical teams to gain insights that can help you communicate effectively with clients.

Demonstrate your organizational skills by explaining how you evaluate client needs based on urgency and potential impact. Mention tools or methodologies you use to stay organized, as well as your approach to ensuring every client feels valued, even in busy periods.

Reflect on a specific example where you not only met but surpassed your sales quota. Break down the strategies you implemented, including any innovative approaches or collaboration with your team, showcasing your determination and strategic thinking.

Illustrate your techniques, such as conducting exploratory meetings and asking open-ended questions to uncover underlying challenges. Highlight the importance of listening actively and tailoring solutions to align with their goals.

Discuss your resilient mindset when it comes to rejection, explaining how you view it as an opportunity to learn and improve. Mention any strategies you employ to analyze the feedback and adapt your approach for future interactions.

Share your passion for achieving goals and the thrill of bringing innovative solutions to clients. Mention how the competitive nature of sales motivates you and that being part of a collaborative team environment energizes you.

Be specific about a competitive situation, covering the research you did on the competition, how you positioned Topsort’s product distinctly, and the final steps you took to effectively close the deal.

Talk about your commitment to staying informed through various channels such as industry news, webinars, networking events, and your own research. Highlight how this knowledge not only aids your sales efforts but builds credibility with clients.