Account Executive - New Business

Position Summary:

The Account Executive is responsible for the achievement of new business development targets in support of new client acquisition. This is a hunter role that is focused exclusively on attracting new business opportunities. Serving as the primary point of contact in the new sales acquisition process, the Account Executive develops high level sales strategies, qualifies each opportunity in alignment with C2’s sales processes, and delivers sales proposals and contracts utilizing C2’s proven process. The role is a member of the Sales and Marketing team and supports and collaborates with teammates to promote team success against overall sales goals.

The C2 Group is located in Grand Rapids, Michigan. We support a flexible and remote work environment. This role requires the ability to attend in-person meetings in Grand Rapids as needed.

About You:

• Competitive – You’re motivated by growth, curious about digital innovation, and driven to create value through strategic client relationships.
• Goal-oriented – You know what it means to set goals and hold yourself accountable to them. You couldn’t imagine operating without them.
• Resilient – You see failure as a learning experience toward the path of success. You’ve been knocked down before, dusted yourself off, and learned from your experience.
• Accountable – You are a self-starter, curious to learn new things, and your team members can count on you.
• Team Player – Your goal is to work with a talented team that aligns itself with the following core values.

About C2:

The C2 Group is a Midwest based digital thought leader that creates and supports world class content management experiences. C2 drives digital value creation with our special blend of strategy, candor and team. We rely on trust and clear communication to do our work. The foundation of our culture is one of coaching and partnerships, enabling the talented people we work with, both internal and clients, to thrive.

Core Values:

• Intentional – Intent drives how we engage our work and interact with others. Deliberate action, focus, willingness, empathy, and staying calm under pressure each exemplify being intentional. We seek to be purposeful in our actions and thoughtful in our delivery.
• Enthusiastic – Enthusiasm shapes our actions while demonstrating knowledge, passion, and confidence. Our work requires maintaining a realistic and positive vision for the future. Whether it’s in service to team or task, we look to engage with a positive focus and energy.
• Low Ego – Maintaining a low ego provides the right context for serving others. While we are all talented and unique contributors, we realize success is ultimately a team pursuit. We aspire to be accountable, receptive to feedback, and team-oriented.

Accountabilities of the Account Executive  - New Business

Net New Business Development

• Prospect, qualify and secure new client relationships through outbound outreach, networking, referrals, and strategic targeting of ICP
• Engage in partner networking opportunities as a representative of The C2 Group
• Prospect for new opportunities within ICP
• Maintain pitch and proposal materials, working from standard boilerplate and customizing the sales approach to each client

Pipeline management, forecasting, and contract ownership

• Maintain an accurate, healthy sales pipeline in CRM (HubSpot) by tracking opportunities, managing deal stages, forecasting revenue, and ensuring consistent sales activity
• Maintain accurate contact information for all leads/sales contacts
• Manage contract negotiation process, elevating points as necessary to VP of Growth
• Execute legal documentation in support of closure of sales, specifically NDA, MSA and SOW documents working from standard boilerplate and customizing the approach to each client

Consultative sales & solution positioning

• Lead discovery conversations to understand client business challenges, align solutions to business outcomes, and articulate value propositions that differentiate the organization

Revenue generation & sales quota achievement

• Consistently achieve or exceed monthly, quarterly and annual sales targets through effective territory/vertical management, opportunity advancement and closing strategies
• Convert marketing leads into sales opportunities
• Work across departments to scope and sign new business opportunities
• Execute overall sales management process to allow for internal support of scoping and documentation to close sales

Cross functional collaboration & account transition

• Collaborate cross-functionally with marketing, product, and customer success teams to support new business pursuits and drive long-term account growth opportunities
• Ensure seamless handoff of closed business to delivery teams through clear communication, alignment of expectations, and transition planning

Education & Experience:

• Bachelor's degree specializing in business administration, IT, computer science or equivalent work experience.
• Minimum three (3) years selling custom software solutions.
• One (1) to two (2) years of experience managing digital projects.
• Demonstrated experience with prospecting and cold outreach.
• Experience translating technical information to non-technical users.
• High level understanding of digital project life cycle and resource allocation.
• Experience managing client relationships and overall satisfaction.
• Experience delivering sales pitches to clients, or similar experience.