About You

Yembo is gearing up for a transformative year in our Insurance vertical! We're seeking Account Executives to focus on selling into Enterprise accounts to help fuel our growth to $100M ARR. If you're interested in joining a venture-backed startup using Computer Vision and AI to disrupt an outdated industry and want to accelerate your career, then read on...this might be a good opportunity for you!

Responsibilities

An Enterprise Account Executive will be the key person in driving the sales process from intro, discovery, and demo to close, and responsible for acquiring 12+ new Enterprise customers this year. You'll be working directly with the VP of Sales, and the Customer Success team on a daily basis to execute our sales process and go-to-market strategy.

• Prospect into specifically targeted Enterprise accounts to develop new opportunities and conduct cold outreach on a daily basis
• Build account action plans to help define appropriate sales tactics for each account
• Use Yembo's sales methodology (based on the Challenger Sale and MEDDICC) to engage key decision-makers, and develop relationships with economic buyers and champions
• Manage the full sales cycle, from running discovery calls and demos to managing trials, then negotiating and closing new business in order to hit and exceed your sales goals
• Work closely with cross-functional teammates in Marketing and Customers Success to execute an Account-Based marketing and sales approach
• Be a Yembo product and industry expert, teaching customers how to achieve excellent outcomes using our AI products
• Build and manage an active pipeline of qualified opportunities by leveraging the use of product trials
• Forecast pipeline accurately, and hit and exceed your targets and quarterly quotas
• Contribute to the ongoing development and improvement of our sales playbook, process, and methodology
• Occasionally attend industry conferences
• Report directly to the VP of Sales on a weekly, monthly, and quarterly basis

Requirements

• 6+ years of SaaS sales experience, while successfully carrying a low 7-figure quota in a closing role for at least 2 years
• Strong business acumen with a "management-consultant" approach towards offering a solution sale with a focus on value over cost and features
• Self-starter with a bias towards action who is comfortable with ambiguity, and demonstrates a willingness to learn and ramp quickly to solve problems
• Track record of consistently exceeding quota responsibilities
• High standard of excellence and strong attention to detail
• Ability to multi-task, prioritize, and manage time effectively
• You believe 100% is the minimum, are competitive by nature and have a desire to win
• Growth mindset and belief in getting 1% better each day - you know feedback and coaching will help accelerate your growth
• Passion for being the underdog and challenging the status quo
• Natural curiosity to understand customers and their business
• Possess a "don't take NO for an answer" mentality - patience and persistence are key to success in this role
• Strong two-way communication skills with high EQ and the ability to understand the needs of others
• An eagerness to learn and contribute to the development of a best-in-class enterprise sales process and methodology

Bonus

• Experience or training in using the MEDDICC methodology for qualifying sales opportunities
• Experience using Hubspot, LinkedIn Sales Navigator, and/or ZoomInfo

Outcomes

Once you join Yembo, here's how you can expect to make an impact:

• Be a part of a fast pace company at an early stage, high growth startup
• Join a fantastic team in active growth mode - Our early customers love the products
• Elevate your skills - We're redefining how the Insurance industry evaluates risks and completes settlements 

In your first 30 days, you'll:

• Build relationships with SDRs, Account Executives, the VP of Sales, Customer Success Managers, and peers within the company
• Learn Yembo's sales process and methodologies, as well as, the tools we use on a daily basis
• Leverage any opportunity you can to learn the market and industry
• Show comfortability making cold calls on your own and a capacity to hit your weekly KPIs
• Be able to run product demos on your own
• Begin creating a pipeline to set yourself up to hit your first sales targets and ramp successfully

In your first 60 days, you'll:

• Be proficient in using Yembo's suite of products
• Utilize the principles of the Challenger Sale and MEDDICC for qualifying and managing your opportunities
• Be comfortable responding to customer's objections over the phone and via email, as well as, discussing our pricing model
• Develop a strong understanding of the moving and relocation industry as displayed by an ability to hold two-way conversations with prospective customers
• Learn how to structure your workday to consistently hit your weekly KPIs
• Maintain an active pipeline of 3x your monthly quota

In your first 90 days, you'll:

• Become a product and industry knowledge expert to inspire new use cases for prospective customers
• Inspire confidence in prospective customers by becoming a product expert as displayed by an ability to independently answer frequently asked questions
• Consistently hit your weekly KPIs and achieve monthly quotas
• Close at least one deal and hit your 90-day sales target

Salary Range: Base: $100,000 // OTE: $150,000 USD

*Based on a variety of factors, including location, relevant skills, and years of experience.

Benefits

• 100% Employer Covered Health Care Plan for you and your family (Medical, Dental & Vision)
• Retirement Plan (We offer a 401k with 4% company match)
• Life Insurance (Basic, Voluntary & AD&D)
• Paid Time Off (Unlimited Flex PTO, Flexible Sick Leave & 11 National Holidays)
• Parental Leave for both caregivers
• Annual Events & Meetups
• Work From Home (Fully Remote Team)
• Stock Option Plan
• Learning & Development Opportunities
• Note: Health care, retirement and insurance benefits are currently available only for US employees.

If you don’t meet all the requirements but think you would be a great fit for our team, we’d still love to meet you and encourage you to apply! Additionally, check out our careers page for more information on Yembo! 

Notice

Yembo is an Equal Opportunity Employer, and all qualified applicants will receive consideration for employment, as Yembo does not discriminate on the basis of race, color, religion, sex, age, national origin, disability, veteran status, sexual orientation or any other classification protected by Federal, state, or local law.

We are not accepting submissions from recruiting firms at this time.

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