Sr. Mid-Market Account Executive, East

Location: 

Moveworks’ Mid-Market Sales team works with a best-of-breed product that solves real problems for our customers. Sellers follow a well-defined methodology that helps them identify the customer's unique needs and clearly convey the value of the Moveworks platform. Whether you're looking to learn from the best or be the best, the Moveworks sales team is dedicated to furthering personal development and team success.

We are searching for a curious, hungry, and consultative seller who has a real passion for technology and can deliver on bold revenue targets. We have experienced explosive growth and success in our Mid-Market segment and are excited to grow the team! This is a lucrative opportunity to break into new accounts within a rich, green territory.

• Prospect and build pipeline while running an efficient sales process
• Maintain, build and own specific relationship maps for your territory including existing relationships and aspirational contacts
• Ensure high forecasting accuracy and consistency
• Consistently achieve quarterly and annual numbers
• Consistently build strong pipeline (3.5x of quota)
• Consistently achieve leading indicator targets such as 
• Develop a deep comprehension of customer's business
• Establish loyal champion relationships within account targets who can navigate, guide, and refer opportunities
• Negotiate favorable deals and business terms with large commercial by selling value and ROI
• Handle existing customer expectations while expanding reach and depth into assigned territory
• Identify robust set of business drivers and move towards motivated buyers behind all opportunities

• A sales professional with 2+ years closing complex software deals (mix of field selling within mid-market and enterprise)
• Experience working for an innovative tech company (SaaS, IT infrastructure or similar preferred) selling ‘unbudgeted’ software without a big brand name.
• New logo hunting experience 
• Driven and have met/exceeded direct sales goals of 1M+ and operated with an average deal size of $75k+
• Able to demonstrate sales methodology to prospect, build pipeline, exploit tools/resources, and leverage a strong contact network in pursuit of new logo acquisition
• Familiarity with the challenger sale or MEDDIC approach
• President’s Club, top rep, top percentile performer, consistent YoY overachievement
• Systematic approach to Pipeline Generation that ensures both consistent pipeline growth week over week and strong messaging contained in actual emails/calls.
• NBM Prep & Execution - Ability to walk into NBMs with a perspective, position Moveworks and our differentiation, and schedule next steps
• Building Champions / Navigating Personas - Developing champions effectively in each sales cycle and getting multi-threaded within accounts
• Business Pain Discovery - Clear understanding of the pain a prospect feels and the associated business metrics to that pain (tied to revenue/cost/risk)
• Technical Validation - Leverages CDD & SDW to uncover their required capabilities and ties them back to business pain
• AIA Execution - Effectively navigates stages and builds effective readouts
• Business Case Creation - Unified narrative of what we’ve uncovered to connect discovery pain to readout and pricing
• Deal Hygiene (Mutual Action Plans / SFDC)

Compensation Structure: Base + Commission + Equity