Account Executive - Vancouver

As an Account Executive at Zen, your key responsibilities include initiating contact with school leaders through strategic outreach, handling objections, and securing appointments. You will own the full sales cycle from prospecting to onboarding customers, using a consultative approach. Additionally, you'll work collaboratively with account management and technology teams to enhance efficiency and may even have opportunities to travel to support our US operations.

To succeed as an Account Executive at Zen, candidates typically need 4+ years of full cycle sales experience and a proven track record in a fast-paced environment. Successful applicants are passionate team players with experience in outbound prospecting and a proactive approach to problem-solving. Previous experience in enterprise sales or within the education sector is considered a bonus but isn't mandatory.

The Account Executive role at Zen is unique because you are not just selling a product; you are part of a mission-driven team committed to transforming the education system. You get to work in a rapidly-growing tech startup environment, where innovation and impact are at the forefront of the company's vision. The role also offers the potential for personal growth and the opportunity to lead initiatives that can reshape education for countless students.

The compensation for the Account Executive at Zen is designed to be competitive and enticing. The estimated OTE (On-Target Earnings) ranges from CAD $80,000 to $100,000, with a well-balanced split of 70% base salary and 30% performance-based bonuses. This structure ensures that top performers are rewarded for their efforts and contributions.

At Zen, the work culture is vibrant, inclusive, and focused on collaboration. The team is passionate about their mission and supports one another as they tackle challenges in education. Employees can expect a fun-loving, tight-knit atmosphere where differences are celebrated, and diverse opinions are welcomed, making it an ideal place for enthusiastic individuals who thrive in a dynamic environment.

When cold calling as an Account Executive, it’s crucial to prepare by researching the schools and understanding their unique challenges. Start by introducing yourself and articulating the value Zen can bring to their operations. Listening attentively to their needs and responding with relevant solutions will help build rapport. Maintaining a positive attitude and being persistent is key to success in this aspect.

Discuss your experience with each stage of the sales cycle, from initial prospecting through to onboarding customers. Highlight specific achievements where you successfully secured appointments, addressed objections, and converted leads into active clients. Providing examples of how you maintained customer relationships post-sale can also reflect your commitment to long-term success.

Collaboration is vital in my sales strategy. By working closely with account management and operations teams, I ensure that we’re providing a unified experience for our clients. This collaboration helps enhance the efficiency of our processes and strengthens customer relationships, ultimately leading to greater satisfaction and retention.

Understanding the education industry is important because it allows you to connect with school leaders on a deeper level. Recognizing their challenges helps tailor your approach and solutions to meet their specific needs. This knowledge not only builds credibility but also demonstrates your genuine commitment to improving the education system.

Anticipating challenges is important in sales. One of my biggest challenges may be breaking into established networks within the education sector. However, I believe that with thorough research, persistence, and a strong pitch, I can overcome these barriers by demonstrating the unique value Zen offers.

Handling objections requires a calm demeanor and active listening. I strive to understand the specific concerns of potential clients and respond with factual information that addresses their issues. It's essential to pivot the conversation back towards the value the solution provides and to reassure them that their needs are at the forefront of our mission.

In a previous role, I faced a school leader who initially rejected our offerings. I took the time to ask open-ended questions to uncover their real concerns, after which I tailored a solution based on our competitive advantages. By demonstrating empathy and understanding, I followed up with additional resources and testimonials, ultimately turning the initial 'no' into a 'yes' and securing a partnership.

I am motivated by the impact my work can have on both the organizations I serve and the communities they work within. Knowing that I am helping schools find the right staff for students, and making a difference in education, fuels my passion for success. Additionally, personal growth and the possibility of career advancement also drive my ambitions.

Managing time effectively requires a proactive approach. I prioritize my tasks using a combination of deadlines and importance and utilize tools for tracking progress. Regular check-ins with team members also help in adjusting priorities quickly, allowing us to respond to the dynamic nature of startup life without losing sight of our goals.

To drive sales growth, I would utilize targeted outreach strategies, leveraging data to identify key opportunities and segments. Establishing meaningful connections through networking events and conferences, coupled with a strong referral program, will build our brand presence. Additionally, analyzing competitors to identify gaps will help tailor our approach and differentiate Zen's offerings.