Enterprise Account Executive

Description:

We are looking for an ambitious growth-oriented Enterprise Account Executive who will be focused on delivering net-new and expansion revenue from a small number of key accounts, but mostly through new name acquisition from a list of carefully selected target accounts and prospects. An understanding of advanced sales methodologies is an advantage – we employ the use of MEDDPICC and SPIN.

We pride ourselves on providing one of the best personal development processes in the industry for our team members. You will be part of this continued push benefiting personally and contributing as a senior team member. We have a world-class marketing team which encompasses in-house business development, but you will also be expected to drive your own pipeline generation and deal origination. We have an amazing pre-sales team to support prospecting activities and post-sales Customer Success Management teams to take care of post-sale implementation, training and customer success. nCino, the global leader in intelligent banking, has recently acquired FullCircl. This position will be within our FullCircl brand, now called Smart Solutions.

Our Smart Solutions product portfolio connects the insight you need when it matters most. We partner with more than 500 of the UKs leading banks, insurers and FinTechs to deliver market leading insight on their business customers. Clients use our product to solve three mission critical business challenges, namely how to: identify & acquire, verify & onboard and retain & grow customers. We realise at nCino that it takes a dedicated team of brilliant people to continually innovate, push boundaries and exceed expectations. We pride ourselves in bringing together a diverse group of individuals with the skills, energy and shared passion to help us do amazing things.

Responsibilities
 

• Pipeline-generate own opportunities to supplement inbound qualified leads (80/20 split).
• Develop, forecast, close and win business from existing key accounts and new business target names.
• Practise the MEDDPICC process, SFDC and conduct deal-reviews.
• Develop needs (company uses SPIN) to drive value.
• Follow a structured deal qualification process (company use MEDDPICC).
• Work with clients to build value-based ROI business cases that justify large investments.
• Be able to build champions in client and prospect accounts.
• Manage senior CXO client/prospect relationships offering value-added, insightful and strategic solutions to maximise ROI.
• Manage all types of sales negotiations (complex and straight forward).
• Work with the extended team of pre-sales, CSM, training and others to deliver the best client experience.
   

Our Ideal Enterprise Account Executive Will Have
 

• 8 years of experience in software sales with demonstrated record of meeting or exceeding targets or combination of education, experience, & superior performance
• Knowledge of Financial Services.
• Enterprise sales experience in B2B software sector.
• Be proficient and practising MEDDPICC
• Team player, who always upholds professional integrity.
• Self-starter mentality with strong internal focus of control.
• Entrepreneurial spirit or experience of working for a start-up/early-stage company.
• Inspirational presenter.
• Proven track record of success.
• Solid understanding of SaaS business.
• Understand value sell vs feature sell.
• Desire to learn and develop.
• Be presentable and confident.
• Experience in running and using Salesforce for forecasting and reporting