Job Summary

The Account Executive is a ‘hunter’ who is responsible to drive new business revenues within an assigned territory.  The revenue mix will be across the products and services that Unilog provides, specifically CIMM2 and CX1, cloud-based B2B eCommerce and PIM solutions, as well as product data/content services. The Account Executive is expected to become an expert on the functionality and benefits of the Unilog solutions, with the ability to provide complete demonstrations of the CIMM2 commerce platform SaaS offering and content enrichment services.

Essential Duties and Responsibilities

• Meet and exceed all Sales Key Performance Indicators – monthly sales bookings, sales opportunity conversion, new opportunities created, and prospecting activity
• Create detailed account plans to facilitate the attainment of goals and Account Executive quotas
• Manage the sales cycle from initial prospect qualification calls to securing a deal
• Maintain a high volume of daily and weekly activities to drive pipeline growth
• Communicate Unilog’s value proposition to key eCommerce marketing, sales and executive decisions makers
• Present and demo products/services to prospects
• Maintain the highest quality and completeness of data in CRM (Salesforce)
• Provide professional after-sales support to create referenceable customers
• Proactively continue self-education on Company products, services, and market competition
• Other duties as assigned
  
  

Qualifications

To perform this job successfully, an individual must be able to perform each essential duty mentioned satisfactorily. The requirements listed below are representative of the knowledge, skills, and/or ability required.

Experience

• Experience hitting quota of $800K+ of ARR per year and experience on averaging 8+ customer meetings per week
• Two to Four years’ experience as a BDR/SDR, an Account Executive or a similar sales role in a software company
• Knowledge and experience of the key elements of sales process, including, pipeline generation, qualification, discovery, solution presentation, product demo, and negotiating principles
• Proven ability to overcome objections and maintain a positive attitude
  
  

Education

• Bachelor’s Degree from a four-year college or university in relevant field of study such as Marketing, Communications, or Computer Science preferred but not required
  
  

Technical Skills

• Computer and Microsoft Office proficiency
• Familiarity and experience with software tools required during the sales process: Lead List Building (LinkedIn Navigator, ZoomInfo), Sales Engagement (Outreach), CRM (Salesforce), Online Video (Zoom), Proposal Generation and more
• Ability and desire to learn new sales software as needed to perform role at best level
  
  

Essential Skills

• A genuine curiosity and ability to authentically ask the right questions that build trust with prospects
• Ability to think analytically, including the ability to define opportunities, problems, and priorities; collect and analyze data, establish facts and make valid conclusions
• Superior interpersonal, verbal, and communication skills, most important, listening
• Superior relationship building skills
• Ability to self-direct, creatively problem solve, and multi-task in a fast-paced environment under tight deadlines
• Is coachable. Seeks out and implements coaching on personal performance in order to constantly improve and is open to new ideas and changes in process.
• Ability to exemplify the core Unilog Company values:
  • Curiosity: Be passionate about achieving excellence. Learn every day.
  • Conscience: Be caring of others. Act with integrity.
  • Courage: Be brave. Purse outrageous goals.
  • Compete: Be fair. Play to win.
  • Courtesy: Be humble. Serve customers.
  • Commitment: Be accountable. Own your results.
    
    

Physical Requirements

• Ability to work at a workstation for 8-10 hours a day
• Ability to work on a computer for 8-10 hours a day
  
  

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