Enterprise account executive (West)

As an Enterprise Account Executive at Writer, your main duties will include navigating prospective customers through the evaluation and procurement process for our generative AI platform. You'll need to develop a deep understanding of our users’ needs and objectives, qualify inbound leads, generate pipeline from targeted accounts, and guide prospects through hands-on trials. Additionally, you'll collaborate across teams to help prospects secure executive sponsorship and successfully integrate Writer’s solutions into their businesses.

To excel as an Enterprise Account Executive at Writer, candidates should possess at least 5 years of experience in a B2B SaaS closing role, specifically targeting enterprise clients with 6,000 or more employees. Proven success in meeting sales quotas and experience in value-based selling are essential. Strong communication skills, the ability to work with legal and procurement teams, and a record of building lasting customer relationships are also critical for success in this role.

The Enterprise Account Executive plays a crucial role in the sales process at Writer by guiding prospects from the initial interest phase to closing deals. This involves qualifying inbound leads, conducting product demonstrations, and utilizing consultative selling techniques to build relationships and trust. By understanding user needs and championing the value of Writer’s solutions, you'll help prospects make informed decisions and procure the technology that transforms their business operations.

Writer is recognized as one of the best places to work, offering a culture of innovation and collaboration. For an Enterprise Account Executive, this means being part of a supportive team that empowers you to succeed. You'll have access to cutting-edge technology, a diverse workplace, and excellent benefits like generous PTO, health coverage, and professional development stipends. The opportunity to work with leading enterprises across various industries is a unique and fulfilling experience.

Writer is committed to the growth of its employees, providing comprehensive onboarding and ongoing training for Enterprise Account Executives. This includes product training, sales process workshops, and access to industry insights that will enhance your selling capabilities. The collaborative environment also fosters mentorship and knowledge sharing, ensuring that you are well-equipped to engage with prospects and close deals effectively.

In prioritizing sales leads, I first assess their readiness based on their engagement level and alignment with our ideal customer profile. I also consider factors such as company size, industry relevance, and previous interactions with Writer. This approach allows me to focus on leads that are most likely to convert, ensuring efficient use of time and resources.

In my previous roles, I have successfully implemented value-based selling by aligning the technology's benefits with the specific business challenges my prospects face. This involves conducting thorough research, understanding their pain points, and demonstrating how Writer's solutions provide tangible value, leading to long-term relationships and trust.

To build strong relationships, I prioritize open communication and genuine engagement. I focus on understanding my clients’ needs and goals and work to ensure they feel valued. Regular check-ins, providing insightful follow-ups, and showing appreciation go a long way in nurturing long-lasting client partnerships.

My approach to negotiation involves being well-prepared and understanding both my and the client's needs. I ensure I communicate the value Writer brings while remaining flexible to find common ground. Being an active listener also helps me to address any concerns they may have, creating a win-win situation.

I recall a particular instance where a skeptical prospect had reservations about transitioning to new technology. I took the time to understand their concerns, provided tailored case studies from similar companies, and offered a hands-on trial. This level of support helped them see the solution's value, ultimately leading them to become a strong advocate for our platform.

Feedback is crucial in my sales process; I actively seek it from prospects and existing clients. This allows me to identify areas for improvement in my approach and refine my pitch. Moreover, feedback helps me understand market trends and customer needs, shaping how I position Writer’s solutions effectively.

When faced with objections, I practice active listening to understand the underlying concerns fully. I address those directly with tailored solutions and benefits of Writer, reinforcing value and aligning with their needs. Demonstrating empathy while providing clear, factual responses helps diminish concerns and maintain momentum in the conversation.

I measure success through key metrics such as lead conversion rates, deal closure times, and overall sales quota attainment. Customer satisfaction scores post-engagement also offer valuable insights into how well I am meeting client needs, guiding my continuous improvement efforts.

I once led a campaign to approach clients in the retail sector, leveraging tailored messaging that highlighted our AI capabilities to enhance customer engagement. This involved targeted outreach, personalized demos, and case studies focused on ROI. The campaign resulted in exceeding our sales target by 30% and established long-term partnerships.

I stay informed about industry trends by engaging with relevant seminars, webinars, and reading publications specific to the AI and SaaS fields. Networking with other professionals and participating in online forums also provides insights and keeps me updated on emerging technologies and competitive landscapes.