Account Executive, Enterprise

Sprout Social

Chicago, IL, US / Seattle, WA, US
  • Job Type: Full-Time
  • Function: Sales
  • Post Date: 02/26/2021
  • Website: sproutsocial.com
  • Company Address: 131 S Dearborn Street 10th floor, Chicago, IL, 60603

About Sprout Social

Sprout Social enables brands to find, form, and deepen the connections with their social audience.

Job Description

Sprout Social is used by over 25,000 brands worldwide including Chicago Bulls, Tuft & Needle, Subaru and Edelman. These businesses rely on Sprout to create stronger relationships with their customers through social media.

As an Enterprise Account Executive, you will prospect, develop, manage and close new sales opportunities for the Sprout Social suite of solutions. You will be responsible for driving new business in the enterprise segment by converting prospective clients into customers. You’ll be supported in your mission by our stellar sales support team that includes Business Development Representatives (BDRs), Professional Services, and more. 

We need an energetic, driven individual with a keen understanding of prospective client organization’s social media management needs. If you’re the best at what you do and have a strong command of social media for business, we’d love to talk with you.

Qualifications

These are the minimum qualifications that our hiring team is looking for in this role:

  • 4+ years of closing experience in B2B sales
  • Proven success selling complex enterprise solutions

Additionally, these are the preferred qualifications that would indicate a particularly strong candidate

  • Consistent overperformance in previous roles
  • SaaS experience preferred
  • Experience building relationships, presenting and selling to C-suite level decision makers across multiple functions
  • Ability to manage a large number of prospective accounts and identify problems, opportunities and provide solutions for each of them

Within 1 month, you will…

  • Complete Sprout Social’s 3-week new hire training & onboarding program alongside other new Sprout team members. You’ll gain a broader understanding of our products and how your role fits into the organization
  • Partner with the Director of Enterprise to define key success metrics for your role and how you will measure against them
  • Meet with current members of the Enterprise Sales team individually to understand what’s working, what’s not, and gather learnings to implement into your role
  • Shadow Account Executives on calls to learn sales strategies and positioning
  • Dive right into our platform to learn about what makes our platform unique and why customers love our solutions
  • Learn Sprout’s go-to-market messaging, key differentiators, develop and personalize segment-specific value propositions
  • Learn the relevant customer stories and case studies to justify your value propositions with real ROI examples from the field
  • Complete a demo and written certification to ensure comprehension
  • Learn Sprout’s existing customer sales process by shadowing your peers

Within 3 months, you will…

  • Meet with your entire book of business and begin the process of building relationships with key strategic stakeholders
  • Understand the contractual language of all your customers and where we can expand our offerings by expansion into new business units or increasing utilization of our platform with existing customers
  • Own your numbers - consistently meet and exceed your activity  goals to build a fruitful pipeline that will provide consistent quota attainment
  • Co-build account & territory plans with your BDR, Professional Services & Customer Success teammates
  • Regularly meet with your BDR to define a relationship that ensures seamless communication and coordination on all net new business generation and expansion opportunities
  • Conduct active research leveraging all available tools and data sources to understand your customers’ brand, culture, KPIs, partners, and success metrics so you can add value throughout your interactions and become a trusted advisor
  • Gain a solid understanding of your customer’s internal transitions and mitigate the risk of churn

Within 6 months, you will…

  • Have built solid relationships at the C-Level with your “book of business"
  • Represent Sprout at conferences and engage potential leads in person at trade shows and events to continue to build our customer base
  • Become a Sprout Social and social media expert to confidently speak to ever-changing trends, new product features and platform enhancements to help our customers realize their full potential and accomplish their goals
  • Consistently achieve your revenue targets

Within 12 months, you will…

  • Mentor and develop your BDR to become best in class at their respective functions and further advance their skill sets and career trajectory
  • Step up as a leader to share best practices across the organization and help others grow from your experiences
  • Consistently meet and exceed monthly activity, pipeline and new business metrics

Of course what is outlined above is the ideal timeline, but things may shift based on business needs and other projects and tasks could be added at the discretion of your manager.

About Sprout Social

Team Sprout is a group of very talented, smart and passionate people with broad interests and backgrounds. We believe that true employee engagement cannot happen if you can’t bring your whole self to work, so we’re committed to building a diverse team, embracing an inclusive culture and investing in equity across our organization. That dedication is core to Sprout. We want all candidates, particularly those coming from traditionally underrepresented groups in the technology industry, to know they are welcome at Sprout.

We’re proud to regularly be recognized for software, product and company culture achievements. Our team’s shared belief in Sprout’s mission promotes a culture of openness, empowerment and fun. We have built a benefits program to match the strength of our team. This program includes:

  • Insurance and benefit options that are built for both individuals and families, including generous company contributions
  • Progressive benefit offerings like our parental leave program 
  • High-quality and well-maintained equipment - your computer will never prevent you from doing your best whether you are in an office or working remotely
  • State of the art offices in cities where Sprout has physical locations (Chicago and Seattle) for those that prefer an office setting
  • Solid programs in some of the staples: medical coverage, disability and life insurance
  • Wellness initiatives to ensure both health and financial well-being of our team
  • Growing corporate social responsibility program that is driven by the involvement and passion of our team members

Sprout Social is proud to be an Equal Opportunity Employer and an Affirmative Action Employer.  We do not discriminate based upon race, religion, color, national origin, sex (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, genetic information, marital status, order of protection status, citizenship status, or other applicable legally protected characteristics. We also consider qualified applicants with criminal histories, consistent with applicable federal, state and local law. If you need a reasonable accommodation for any part of the employment process, please contact us by email at [email protected] and let us know the nature of your request and your contact information. Requests for accommodation will be considered on a case-by-case basis. Please note that only inquiries concerning a request for reasonable accommodation will be responded to from this email address.

For more information about our commitment to equal employment opportunity, please click here (1) Equal Opportunity Employment Poster  (2) Sprout Social's Affirmative Action Statement (3) Pay Transparency Statement.

When you apply for employment with Sprout Social, we will process your job applicant data, including your employment and education history, transcript, writing samples, and references as necessary to consider your job application for open positions. For more information about our privacy practices please visit our Privacy Policy. California residents have additional rights and should review the Additional Disclosures for California Residents section in our Privacy Policy.

Additionally, Sprout Social participates in the E-Verify program in certain locations, as required by law. We value the things that make us different and want to see how you can make our team better!

Whenever possible, Sprout wants to provide our team with the flexibility to work in the location that makes the most sense for them. For those that prefer an office setting, this role may be based in our Chicago or Seattle locations. If you prefer to work from your home, we can accommodate that for many locations across the United States. We are not set up in all states, however, so please take a look at the drop down box in our application. If your state is listed, we're good to move forward. If not, we're not able to hire in your state at this time. If you'd like to stay in touch with us in case that changes in the future, please apply and we'll save your application for possible future consideration.

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Disclaimer: Local Candidates Only
This company does NOT accept candidates from outside recruiting firms. Agency contacts are not welcome.