The Role
Own the full mid-market SaaS sales cycle from prospecting and qualification through demonstrations, contracting, closing, and first-year account maintenance. Generate outbound pipeline, manage forecasts, navigate multi-stakeholder enterprise deals, present to executives, articulate ROI, and coordinate with legal, security, technical, onboarding, and client teams. Provide customer feedback to improve products and sales enablement. Travel may be required for client meetings, conferences, trade shows, and retreats.
Summary Generated by Built In
Mid-Market Account Executive
Zenwork is searching for an ambitious, passionate, metric-driven Mid-Market Account Executive. This position will report to the VP of Sales and will own the entire sales cycle, including prospecting, demonstrations, contracting, closure and first year account maintenance. They will also participate in meetings with the sales and marketing team to provide input and feedback on conferences, competitive insights, marketing messaging, sales collateral, and other items.
Location
Our preference is for this position to be in Dallas or Fayetteville, AR, though we are willing to consider a remote arrangement for the right candidate.
Responsibilities
- Consistently achieve or exceed annual net new sales revenue targets
- Drive the full sales cycle from prospecting to close, including identification of expansion potential within the initial year of customer contract
- Research, qualify and respond in a timely manner to various inbound leads coming into our lead funnel
- Outbound lead generation using various tools and techniques, including but not limited to, outbound phone calls, emails, and LinkedIn messages to generate 30% contribution to own pipeline
- Establish and navigate relationships with senior executives and key decision-makers
- Uncovering prospective client pain points and matching Zenwork's SaaS solutions to solve these issues
- Conduct live web demos for future clients and recommend solutions for their businesses
- Understanding and managing sales process, including working with contracting/legal, InfoSec and API integration
- Communicate and escalate issues appropriately including billing, legal, security, onboarding, and technical inquiries (for the first 12 months)
- Serve as the voice of the customer and collect feedback to drive continuous improvement across all areas including product
Requirements
- 2+ years as a sales hunter (new logo / new revenue acquisition) with 2-3 years consultative sales SaaS experience and a track record of achieving/exceeding quota.
- Experience managing pipeline at multiple different stages, accurate forecasting, and closing SaaS agreements with long sales cycles (2-8 months)
- Skilled building and navigating multi-stakeholder deals with Fortune 1000 companies
- Proven success with market research and outbound sales prospecting to generate 30% of pipeline
- Exceptional onsite/virtual presentation skills at the executive level (C-suite, VP, Director)
- Demonstrated ability in value-based or consultative selling and articulating ROI to business stakeholders
- General understanding of API and technical integration processes and documentation
- Skilled at identifying client needs and orchestrating collaboration between Zenwork’s internal experts and client teams to deliver solutions and resolve technical questions
- Ability to travel for trade shows, conferences, company retreats, or client visits (sometimes on short notice)
- Willingness to learn and constantly improve
- Demonstrated agility in adapting to new challenges, environments, and client needs
- Authentic and charismatic personality
- Working knowledge of Microsoft Office Suite (Word, PowerPoint, Excel), ChatGPT, and Salesforce
Qualifications & Preferences
- Ability to travel on short notice for client meetings and conferences
- Must be able to pass required background check
- Bachelor’s Degree is preferred
- Knowledge of identity verification or compliance risk preferred, ideally in the U.S. tax or payroll space
- Experience selling accounting, financial services, or tax preparation software preferred
- ZoomInfo and Outreach experience preferred
Compensation and Benefits
We offer competitive compensation and a comprehensive benefits package, including 401k, PTO, robust medical coverage for employees and their eligible dependents, and HSA company contribution.
Equal Employment Opportunity Statement
Zenwork values diversity and does not discriminate based on race, color, religion, sex, national origin, age, disability, or genetic information in our hiring practices. We are committed to providing equal employment opportunities to all applicants and employees and fostering an inclusive and respectful work environment. If you require reasonable accommodation during the application or interview process, please let us know.
Skills Required
- 2+ years as a sales hunter focused on new-logo or new-revenue acquisition
- 2–3 years of consultative SaaS sales experience
- Track record of achieving or exceeding sales quota
- Experience managing pipelines across multiple stages, forecasting accurately, and closing SaaS agreements with 2–8 month sales cycles
- Experience navigating multi-stakeholder deals with Fortune 1000 companies
- Success with market research and outbound prospecting generating 30% of pipeline
- Exceptional onsite and virtual executive presentation skills
- Value-based or consultative selling experience, including articulating ROI
- General understanding of API and technical integration processes and documentation
- Ability to identify client needs and coordinate internal experts with client teams
- Ability to travel for trade shows, conferences, retreats, and client visits, sometimes on short notice
- Willingness to learn and continuously improve
- Agility adapting to new challenges, environments, and client needs
- Working knowledge of Microsoft Office Suite, ChatGPT, and Salesforce
- Ability to pass a required background check
- Bachelor’s degree
- Knowledge of identity verification or compliance risk, ideally in U.S. tax or payroll
- Experience selling accounting, financial services, or tax preparation software
- Experience with ZoomInfo and Outreach
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The Company
What We Do
Zenwork, through its Tax1099 and Compliancely brands, is a fast-growing digital tax compliance and regulatory reporting technology company, with 10+ years of experience powering informational tax returns and compliance checks on behalf of its customers base. The company currently serves over 100,000 customers nationwide, including 30,000 CPA firms, as well as enterprise customers such as Allbirds, Berkshire Hathaway, GrowthForce, Rover, Deloitte, and others.
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