Senior Account Executive

As a Senior Account Executive at Unanet, you’ll take the lead in cultivating a robust pipeline by responding to both field marketing leads and inbound inquiries. You'll demonstrate our ERP and CRM solutions to potential customers in the architecture, engineering, and construction sectors. Additionally, you’ll play a significant role in building long-term relationships and strategizing alongside sales leadership for optimal success.

To qualify for the Senior Account Executive position at Unanet, candidates should have at least 5 years of B2B software sales experience, preferably with a proven record of exceeding quotas. Experience in selling enterprise applications to executive-level decision makers, proficiency in Salesforce, and strong organizational skills are essential for success in this role.

Unanet is dedicated to the professional development of our Senior Account Executives. In your first month, you’ll engage in comprehensive onboarding sessions and product education. As you progress, you'll have access to various training sessions, skill-building classes, and opportunities to collaborate with experienced sales leaders, ensuring you’re well-prepared to excel and drive results.

The base salary range for the Senior Account Executive position at Unanet is between $85,000 and $100,000 annually. Furthermore, you will have the opportunity to earn commissions based on performance, alongside eligibility for employee equity and participation in our comprehensive benefits programs.

At Unanet, you can expect a collaborative and fun work culture that emphasizes teamwork, customer focus, and a drive for exceptional results. We believe every employee plays a crucial role in the company's success and supports a positive environment where celebrating achievements and doing the right thing are integral to our philosophy.

When discussing your prospecting strategies, outline your approach to identifying and qualifying leads. Emphasize tactics like leveraging market research, utilizing CRM tools, and following up on leads from marketing initiatives to ensure a steady pipeline.

In response to this question, detail a specific deal where you showcased your skills and strategic thinking. Highlight the client's challenges, how you tailored your approach, and ultimately how your solution informed by Unanet's ERP or CRM capabilities met their needs.

Discuss the importance of establishing trust and rapport through regular communications, personalized follow-ups, and an understanding of the client's needs. Highlight how you incorporate feedback to enhance the relationship over time.

Share how you've utilized Salesforce to manage customer relationships and document interactions. Touch upon specific features you've used, such as tracking leads, managing sales funnels, and generating reports to measure success.

Explain your method for handling objections by listening carefully to concerns, empathizing with the client's perspective, and providing clear, data-driven rebuttals that reinforce the value of Unanet's solutions.

Discuss specific techniques like setting measurable targets, conducting regular reviews of your sales performance, refining sales strategies, and leveraging team collaboration to push toward commonly shared goals.

Emphasize the collaborative nature of sales, especially in how you engage with colleagues and leverage their strengths to enhance your presentations and strategies, ultimately leading to better outcomes for customers.

Discuss your commitment to continuous learning through reading industry publications, attending relevant webinars, and participating in professional networks to stay ahead of the trends that can impact your clients’ businesses.

Here, narrate a specific instance where you faced challenges, such as resistance from a client or internal roadblocks. Describe your approach to addressing the situation and the positive outcome that followed.

In your response, share personal motivations such as the thrill of closing deals, the desire to provide solutions that help businesses succeed, and the satisfaction that comes from being part of a winning team, especially within Unanet's vibrant culture.