Sr. Account Executive

About Us:

Rootstock Software® is disrupting the ERP space! We are a worldwide provider of cloud ERP on the Salesforce Cloud Platform. When combined with Salesforce CRM, Rootstock Cloud ERP offers manufacturing, distribution, and supply chain organizations a single platform to grow and manage their businesses. Rootstock Cloud ERP is a flexible, modern, and digitally connected system that transforms companies to deliver a more personalized customer experience, efficiently scale operations, and out-service the competition.

Rootstock Software® serves customers throughout North America, Europe, and Asia Pacific and is available exclusively on the Salesforce Platform (Force.com) via the Salesforce AppExchange, the world’s most-popular marketplace for business apps. Organizations now have insight on what is happening or what will happen at each step of the manufacturing, distribution, and supply chain processes.

This is a remote position based in the United States.

Summary:

The Account Executive is a proven sales contributor who has successfully built a territory, managed an optimized sales cycle and has consistently exceeded their quota. The Account Executive formulates and executes a strategy to maximize business growth. This role works in partnership with Sales, Marketing, Solution Architects and Partner Alliances, therefore cross-company engagement and orchestration is essential. The Account Executive is a high impact individual capable of driving outstanding business results and is responsible for generating revenue for their assigned region and meeting quota.

Responsibilities:

• Significant prospecting efforts to drive territory coverage and pipeline growth. The AE will be expected to submit a quarterly prospecting plan that will include cross-functional engagement with the marketing and SDR teams.
• Meet or exceed assigned sales objectives and quarterly and annual booking targets by adhering to the defined sales process which includes, but isn’t limited to: prospecting, lead generation, qualifying and disqualifying opportunities, scheduling appointments, making presentations, understanding business needs, developing solutions and proposals, forecasting, and negotiating economic and business terms.
• Develop an Account Plan for each forecasted account, then drive the execution of that plan to drive bookings.
• Meets/exceeds monthly, quarterly, and annual score card objectives thresholds.
• Provide a compelling point of view to help leaders understand how modernizing their technology is strategic to their corporate financial plan.
• Develop strong, ongoing relationships with operators, decision makers, and C-level executives by providing valued consultation.
• Provide proactive, trusted thought leadership to target accounts
• Collaborate with and coordinate internal resources to share information, execute sales cycles/processes, and respond to RFPs
• Maintains relationships with customers by providing support, information, and guidance; researching and seeking new opportunities to expand the account.
• Identifies product improvements or new products by remaining current on industry trends, market activities, and competitors
• Works with Partners to build relationships that contribute to the goals of this role.
• Diligent use of Salesforce CRM to track all opportunities, leads, activities, forecasts, etc.
• Provide accurate forecasting and pipeline management.

Requirements:

• Bachelor's Degree from an accredited college or university or equivalent experience.
• 10 years of full cycle sales experience, at least 5 years in Enterprise Sales.
  
• 5+ years of proven quota attainment selling ERP or Supply Chain applications into Manufacturing and Distribution companies. Will consider candidates with complex enterprise SaaS/Cloud sales experience.
• Proven track record of hitting quota and sales objectives
• Strong executive presence – very comfortable with C-level executive.
• Expertise in managing multi-stakeholder sales cycles and closing large deals.
• Proven ability to manage complex sales cycles.
• Intuitive, tenacious, and competitive
• Strong written and verbal communications skills.
• Experience in both mid-market and large enterprise is a plus.
• Experience selling in the salesforce.com ecosystem is a plus.
• Experience selling SaaS is a plus.
• No restrictions to periodic regional travel and ability to work remotely

In all we do, our four guiding principles, based on our core values, light the way:

1. Trust is the cornerstone of our organization, built through integrity, transparency, and accountability.
2. Resourcefulness: We believe in being resourceful - thinking creatively and adapting to challenges with agility.
3. We believe in taking Ownership of our actions, decisions, and their outcomes.
4. Collaboration is the key to our collective success. We believe that working together with respect, openness, and shared purpose enables us to achieve more than we could individually.

We offer our team members competitive compensation, world class benefits, work life balance (flexible schedules, telecommuting, vacation time off), and the opportunity to work alongside an amazing and supportive team!

Rootstock values diversity and is an Equal Opportunity Employer.