MineralTree, a Global Payments Company
We are a disruptive Fintech company improving operational efficiency with Accounts Payable and Payments Automation.
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Mid Market Account Executive

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Position not referral eligible
Summary of This Role
MineralTree is searching for an Account Executive to join our growing team. In this role you will bring your proven success in SaaS sales to MineralTree. You will have the opportunity to make a difference and contribute to our overall sales and revenue growth.
Generates revenue through sales to new and/or existing key accounts within a geographic area or market. Collects information to better understand business issues, problems, and opportunities and to identify sales prospects. Prepares quantitative, qualitative, and financial data for use in pricing and sales presentations. Ensures sales plans and key account strategies are implemented and sales/financial goals are obtained.
What Part Will You Play?

  • Work closely with Marketing and the BDR team to drive ABS approach into assigned verticals
  • Create a superior prospect experience that sets the stage for future sales
  • Navigate to key decision makers, identify needs, generate interest, qualify and close opportunities
  • Run a minimum of 5-10 discovery calls a week, sourced through a variety of lead sources
  • Help from time-to-time with first-touch demand generation activities (digital marketing, tradeshows, etc.)
  • Contribute to targeted marketing plans and other marketing campaigns
  • Provide feedback to marketing and sales managers on the effectiveness of different messages and campaigns
  • Help grow the sales teams and build a scalable, repeatable process
  • With significant support from internal resources and leadership, researches target prospects and develops pipeline in the assigned territory, assigned portfolio or with assigned accounts for new sales and/or for existing sales. For existing clients, conducts penetration analysis and reviews influencing factors and strategy of client to determine action plan. For new sales, identifies business opportunities, conducts cold calls and determines which relationships to nurture. For North America Segment, typically handles 100k or less accounts on file and typical accounts would include small community banks or small credit unions. For the Merchant Segment, typically leads the work of smaller customers, such as Independent Sales Organizations (ISOs) or Bank Acquirers with 10k or less Merchants.
  • Acts as a front line sales person. Seeks support internally in order to effectively nurture old and new relationships, to execute and create the cold call plan, and to establish the relationship plan for new and existing business on a smaller scale. With guidance from more experienced internal resources, develops an understanding of the territory, conducts sufficient research, determines the appropriate timing for the client contact and determines the appropriate contacts for prospects.
  • Creates, maintains and sustains Strategic Sales Plan (SSP) for identified top prospects in assigned area or accounts. Is responsible for closing the sale. Needs general guidance for closing deals and identifies internal resources for assistance with SSP.
  • Creates the solution design plan. Sizes the work needed for the conversion and helps client understand the work effort for the transition and the correct mix to offer. Assesses the customer's business and reviews solution design options with the client, considering the client's vision, goal, objectives, pain points and target state and makes recommendations for the delivery option. Requires a tremendous amount of support for the large or mega prospects and may need guidance with the smaller prospects, such as small credit unions or small banks.
  • With guidance from internal resources, creates and modifies the sales project plan with the intent to close the sale. Conducts stage assessments from time to time with assistance. Identifies and orchestrates the correct internal resources, such as within pricing, IT, implementation, etc. to meet with the client at the appropriate time based on the objectives of the client. Conducts ongoing communication with various internal groups regarding the client and makes request for assistance with the sales project plan as needed.
  • Understands the dynamics of the industry, is knowledgeable regarding key trends in the market and discusses with clients current product offering and developing products, including mobile app developments, chip cards, etc. Participates with more experienced internal resource who conducts consultative thought leadership with prospects and helps client with possible solution design.
  • Supports the negotiation of the master agreements and service level agreements. May negotiate for small prospects, such as small community banks or small credit unions, but will need support in crafting business terms, etc.
  • With support from internal resources, manages the sales presentation and sales process, including identifying the objectives of the meeting, setting the agenda, and following-up on action items, as needed. Identifies internal resources to attend the meeting with the prospect to assist with questions, etc.


What Are We Looking For in This Role?

  • Excellent listening, negotiation and presentation skills
  • Excellent written communications skills
  • Comfortable in a rapidly evolving growth-stage start-up environment
  • Thorough, persistent, detail-oriented, and willingness to collaborate with any and everyone to get deals done
  • One or more years of direct sales or relevant experience in a SaaS environment
  • Bachelor's Degree or equivalent experience


Minimum Qualifications

  • Bachelor's Degree
  • Relevant Experience or Degree in: Typical fields include Communication, English, IT, or Engineering; Combination of relevant training and/ or experience in lieu of degree
  • Typically Minimum 2+ Years Relevant Exp
  • Experience in industry


What Are Our Desired Skills and Capabilities?

  • Skills / Knowledge - Having wide-ranging experience, uses professional concepts and company objectives to resolve moderately complex issues in creative and effective ways. Having ownership of a sub-function, account or matrix management responsibilities, applies knowledge to meet goals, maintain relationships, propose opportunities to expand the business, and lead matrix teams. Some barriers to entry exist at this level (e.g., dept./peer review).
  • Job Complexity - Works on complex issues where analysis of situations or data requires an in-depth evaluation of variable factors. Exercises judgment in selecting methods, techniques and evaluation criteria for obtaining results. Networks with key contacts outside own area of expertise. Builds on/Maintains external relationships of assigned accounts.
  • Supervision - Determines methods and procedures on new assignments and may coordinate activities of other personnel (Team Lead).
  • Negotiation Skills - Ability to close a deal
  • Interpersonal/Communication Skills/Building Relationships - Orchestrate work across internal and external teams
  • Presentation Skills - Present sales presentation and sales process to client
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Candidate Location Eligibility:
Albuquerque, NM
Ann Arbor, MI
Atlanta, GA
Austin, TX
Baltimore, MD
Baton Rouge, LA
Birmingham, AL
Boise, ID
Boston, MA
Buffalo, NY
Charleston, SC
Charlotte, NC
Chicago, IL
Cincinnati, OH
Cleveland, OH
Colorado, CO
Columbus, OH
Dallas-Fort Worth, TX
Dayton, OH
Des Moines, IA
Detroit, MI
Fayetteville-Springdale-Rogers, AR
Greensboro, NC
Hampton Roads, VA
Hartford, CT
Houston, TX
Huntsville, AL
Indianapolis, IN
Jacksonville, FL
Kansas City, MO
Las Vegas, NV
Lexington, KY
Lincoln, NE
Little Rock, AR
Los Angeles, CA
Louisville, KY
Madison, WI
Memphis, TN
Miami, FL
Milwaukee, WI
Minneapolis–Saint Paul, MN
Nashville, TN
New Orleans, LA
New York City, NY
Ogden, UT
Oklahoma City, OK
Omaha, NE
Orlando, FL
Other US Location
Palm Bay-Melbourne-Titusville
Pensacola, FL
Peoria, IL
Philadelphia, PA
Phoenix – Mesa – Scottsdale, AZ
Pittsburgh, PA
Portland, ME
Portland, OR
Providence, RI
Provo, UT
Raleigh-Durham, NC
Reno, NV
Richmond, VA
Rochester, NY
Sacramento, CA
Salt Lake City, UT
San Antonio, TX
San Diego, CA
San Francisco, CA
San Luis Obispo, CA
Santa Cruz, CA
Seattle, WA
Spokane, WA
St. Louis, MO
Tallahassee, FL
Tampa Bay, FL
Tucson, AZ
Tulsa, OK
Washington DC
Wichita, KS
Wilmington, NC

What are MineralTree, a Global Payments Company Perks + Benefits

MineralTree, a Global Payments Company Benefits Overview

As a regular full-time MineralTree employee you will enjoy a competitive salary, bonus and benefits for your peace of mind, such as -- Anthem BCBS medical and dental insurance, vision, life, disability and more! You will save for retirement through our 401K (with matching) and have the opportunity for growth with our tuition reimbursement. With hard work comes the need for time off, so we provide competitive vacation, holiday and sick time, giving you the opportunity to recharge. We look forward telling you more about our great benefits, perks and career growth opportunities here at MineralTree, a Global Payments company.

Culture
Volunteer in local community
MineralTree, a Global Payments Company holds a bi-annual company wide volunteering event, and also provides employees with 2 volunteering days a year.
Partners with nonprofits
MineralTree, a Global Payments Company partners with organizations like Rosie's Place, Feeding America, Greater Boston Food Bank, Cradles to Crayons, and others to give back to the community.
Open door policy
OKR operational model
Team based strategic planning
Flexible work schedule
MineralTree offers flexible work schedules for all team members and values a strong balance between home life and work.
Remote work program
Diversity
Documented equal pay policy
Dedicated diversity and inclusion staff
Mandated unconscious bias training
Diversity manifesto
Diversity employee resource groups
MineralTree, a Global Payments Company has internal Employee Resource Groups to support employees and encourage individuality and inclusivity.
Hiring practices that promote diversity
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Some of our medical plan options offer an HSA (Health Savings Account) with contributions provided by MineralTree, a Global Payments Company. We also offer a Dependent Care FSA.
Disability insurance
We offer both short and long-term disability benefits for our employees. These excellent plans offer peace of mind knowing you will have excellent coverage if needed.
Dental insurance
Anthem Dental provides a comprehensive dental plan which offers extensive benefits and a large network of dental providers.
Vision insurance
MineralTree, a Global Payments Company provides a Vision benefit offered by Anthem.
Health insurance
Anthem BCBS provides 3 comprehensive plan options for employees. You will have access to a large network of physicians. Some of our medical plan options offer an HSA (Health Savings Account).
Life insurance
Basic Life & Basis AD&D 100% paid for by MineralTree, a Global Payments Company.
Pet insurance
We offer Pet Insurance through Nationwide. Choose 50% or 70% reimbursement on eligible vet bills.
Wellness programs
We offer a standard fitness membership with Active & Fit Direct, that gives you access to over 11,900 fitness centers and access to 8,700 workout videos.
Mental health benefits
We offer an EAP through Anthem, access to Talk Space via the Anthem EAP, rethink care which supports mental health and parenting as well as Well being podcasts.
Financial & Retirement
401(K)
401(K) matching
Team members who participate in the 401(k) plan are eligible for a total company match of 5% if you contribute 6% or more.
Company equity
Employee stock purchase plan
The ESPP allows you to share in the ownership of the Company by purchasing common stock at a 15% discounted price through after-tax payroll deductions.
Performance bonus
Charitable contribution matching
Child Care & Parental Leave Benefits
Generous parental leave
MineralTree offers a generous paid parental leave for all new parents.
Family medical leave
Adoption Assistance
Company sponsored family events
MineralTree hosts an annual holiday party for all employees and their families. This is a fun celebration for all ages, and even includes activities for the kids!
Vacation & Time Off Benefits
Generous PTO
Paid volunteer time
MineralTree, a Global Payments Company encourages employees to give back with 2 paid volunteer days a year.
Paid holidays
Paid sick days
Office Perks
Company-sponsored outings
MineralTree has company-wide sponsored events such as a summer outing, holiday parties, Women of MineralTree dinners and events, and more! We are excited to host these again in-person post pandemic!
Some meals provided
MineralTree provides team lunches every Friday (when in the office)!
Company-sponsored happy hours
Pet friendly
Recreational clubs
We have multiple employee sponsored clubs "from gaming to book club" for all interests!
Relocation assistance
Fitness stipend
We offer a standard fitness membership with Active & Fit Direct, that gives you access to over 11,900 fitness centers and access to 8,700 workout videos.
Home-office stipend for remote employees
Professional Development Benefits
Job training & conferences
Tuition reimbursement
MineralTree, a Global Payments Company offers $5,250 annually for tuition reimbursement for all full-time employees.
Lunch and learns
Promote from within
Mentorship program
Continuing education stipend
Continuing education available during work hours
Online course subscriptions available
Customized development tracks

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