Account Executive - SaaS

| San Diego, CA | Hybrid
Employer Provided Salary: $180,000-$250,000 Annually
Salary data is provided by the employer. Please note this is not a guarantee of compensation.
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  ⚡️Why Altium?

Altium is transforming the way electronics are designed and built. From startups to world’s technology giants, our digital platforms give more power to PCB designers, supply chain, and manufacturing, letting them collaborate as never before.

  • Constant innovation has created a transformative technology, unique in its space
  • More than 30,000 companies and 100,000 electronics engineers worldwide use Altium
  • We are growing, debt-free, and financially strong, with the resources to become #1 in the EDA industry

About the Opportunity: 

The New Initiatives Account Executive is a foundational role on the team that is ensuring Altium’s continued growth. In this role, you will drive strategic initiatives for Altium by effectively positioning new products on our Cloud Platform by targeting a set of prospective and existing accounts. Success in this role requires a consultative approach to deeply understanding our customers' challenges and goals. Ultimately you will be responsible for identifying and selling the solution packages that help our customers reach their business objectives and blaze new trails within their organizations. You play a critical part in our Cloud go-to-market strategy, and you will be set up for success within a fast paced, collaborative, and inclusive culture.

Who you are and what you’ll need for this position:

You are a self-starter and an innovator. You will establish relationships within a defined set of accounts to achieve net new revenue growth targets for your given territory. By leveraging analytics, case studies, past performance, and market intelligence, you will create a territory plan and craft your own target account strategies. You will then apply these strategies and leverage your extended sales team and partner ecosystem to sell the value and long-term ROI of one or more of our industry leading solutions.

Post-sale you will lead in orchestrating the transition of these accounts as well as the sales playbook to our established digital and enterprise sales teams as you continue to focus on new initiatives.

A Day in The Life of Our Account Executive: 

  • Strategic product planning - Follow a disciplined and analytical approach to planning and maintaining a use portfolio of use cases and effectively positioning the platform. Keep pipeline current and progressing and provide effective feedback on strategic considerations such as pricing and positioning.
  • Sales strategies - Develop effective and specific account plans to maximize new product revenue growth. Develop and leverage relationships throughout our strong based of existing accounts and in your net new customer accounts to drive strategy through organization.
  • Creative marketing and prospecting – Think outside-the-box to cultivate awareness of the Altium vision. Strong planning and execution of targeted campaigns for your territory.
  • Customer Acumen - Actively understand each customer’s strategic growth plans, technology footprint and corresponding technology strategy, internal challenges and competitive landscape. Review public information (e.g., new executive appointments, earnings statements, press releases) for the company and its competitors to remain updated on key industry trends and issues impacting the prospect.
  • Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap.
  • Account Transition – After successfully closing your initial sale, you will orchestrate the transition of the account to our Digital Sales or Enterprise team.
  • Net New Revenue, Adoption and Conversion – Execute on new business revenue goals for the organization, while closely working with our CSM and support organizations to ensure effective adoption.

To be successful in this role you have:

  • Proven track record of positioning SaaS / PaaS products and/or Management Consulting, with a demonstrated ability to generate new business at new accounts, especially in startups.
  • Ability to understand broad, macro-level business needs for a prospective client.
  • Ability to break down a complex sales process into discrete activities and see steps ahead to deliver customer outcomes.
  • Excellent interpersonal skills to inspire and lead a matrix team to establish trust and credibility with prospective customers.
  • Demonstrated perseverance, resilience, and savvy to find new creative paths to open doors, increase interaction and participation, and engage prospects.
  • The ideal candidate lives our values to “stay hungry and humble” and doesn’t take their success for granted, always curious, ready to learn and evolve.
  • Travel up to 50% (depending on geography/region).

Preferred Qualifications:

  • Degree or equivalent relevant experience required. Experience will be evaluated based on the core competencies for the role and other transferable qualifications/experience
  • 5+ years of quota-carrying, technology solution-based direct sales experience, solution engineering, solution architecture, and/or enterprise marketing, penetrating new products.
  • Strong sales strategy skills and demonstrated experience prospecting and bringing in new business.
  • Experience and success selling a variety of SaaS solutions across all lines of business.
  • Demonstrated experience in keeping accurate forecasts your territory, monthly/quarterly/annually, utilizing sales tools and analytics to target customers with higher propensity to buy, and creating strategies that maximize success.
  • Ability to thrive in a fast-paced environment and effectively collaborate with adjacent teams and enable the ‘scale up’ process
  • Fluency in English

The salary range for this role is {$180,000-$250,000 OTE}. Actual compensation packages within this range are based on a wide array of factors unique to each candidate and role requirements, including but not limited to skill set, years and depth of experience, certifications, and specific location.



🎯 What Matters to Us
  • Big-thinking in pursuit of purpose
  • Diversity of thought
  • Courage of conviction
  • Transparency of intent
  • Ingenuity of AND
  • Agility in action
  • Adaptability of approach
  • Grit in pursuit of mission

🌍 Also, we would like you to knowWe are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender, gender identity or expression, or veteran status. We are proud to be an equal opportunity workplace.

💡 Learn more about why a career at Altium is an opportunity like no other: https://www.youtube.com/watch?v=cAYCOLpPLPE 

✈️ Altium Benefits: https://careers.altium.com/#s-benefits 


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An Insider's view of Altium

How would you describe the company’s work-life balance?

A good work-life balance has been very achievable at Altium. As a remote employer I get the flexibility of staying connected with home and work whenever needed. The great benefits also make it enjoyable.

Steve

Senior Account Manager

What does your typical day look like?

It's hectic but fun. I love the energy everyone provides. We're family. We're a force. We work hard & play hard.

Tiffany

Digital Sales Representative

How does the company support your career growth?

At Altium you can get multiple opportunities to grow your skill set by not only working on a diverse set of projects/programs but also getting online trainings and certifications.

Nupur

Associate Director of Digital Marketing

What kinds of technical challenges do you and your team face?

Working on a public facing website, any development work we do is quickly seen by customers as we release code changes continuously. Whether tweaking an algorithm on the backend or making cosmetic UI changes, we need to measure the impact both through A/B testing and by creating data pipelines to capture analytics.

Erik

Senior Software Engineer, Octopart R&D - Cloud Applications & Platform

What are Altium Perks + Benefits

Altium Benefits Overview

Altium offers an array of competitive benefits:
- Health, dental and vision care
- Generous vacation time and floating holidays
- Competitive compensation
- Retirement savings plans based in the country of employment
- Wellness perks and access to mental health apps
- A hybrid remote/in-office environment
- Free lunch in many offices
- Company and department activities
- Flexible career growth opportunities

Culture
Partners with nonprofits
Open door policy
OKR operational model
Team based strategic planning
Open office floor plan
Employee resource groups
Quarterly engagement surveys
Hybrid work model
Employee awards
Flexible work schedule
Remote work program
Diversity
Mandated unconscious bias training
Diversity employee resource groups
Altium Women's Empowerment ERG
Hiring practices that promote diversity
Awarded Top Diversity Employer 2022
Diversity recruitment program
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Disability insurance
Dental insurance
Vision insurance
Health insurance
Life insurance
Wellness programs
Mental health benefits
Company sponsored subscription to Calm App
Financial & Retirement
401(K)
401(K) matching
Performance bonus
Child Care & Parental Leave Benefits
Childcare benefits
Generous parental leave
Family medical leave
Return-to-work program post parental leave
Vacation & Time Off Benefits
Generous PTO
Paid volunteer time
Paid holidays
Paid sick days
Flexible time off
Floating holidays
Office Perks
Commuter benefits
Free daily meals
Altium offers free lunch to those who come into the office. Some offices cater in lunch to encourage local employees to come together weekly.
Free snacks and drinks
Some meals provided
Onsite office parking
Relocation assistance
Mother's room
Onsite gym
Professional Development Benefits
Job training & conferences
Altium offers employees an annual stipend to education and enhanced learning experiences such as courses, conferences and certification programs.
Promote from within
Online course subscriptions available

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