RollWorks, a leading provider of Account-Based Marketing (ABM) solutions, empowering businesses to achieve targeted growth and enhanced customer engagement is seeking to add to its growing New Business Sales Team. We are seeking a motivated and results-driven Principal New Business Account Executive to join us in our next phase of growth. The ideal candidate will be responsible for driving new business acquisition, managing the sales process from prospecting to closing, leveraging the MEDDPICC qualification framework, and contributing to our company’s revenue growth. This role requires a proactive individual with a proven track record of meeting pipeline generation and sales targets and a passion for selling cutting-edge technology solutions.
In this role, you will be responsible for evangelizing our full funnel Account Based platform and building relationships to win net new logos. We're looking for a collaborative individual who excels at sourcing and developing pipeline, deeply understands B2B go to market (GTM) teams biggest demand generation challenges, and has the drive to make a significant impact. You’ll be working with industry thought leaders and surrounded by smart, driven and friendly people who are passionate about tackling new challenges together. Are you looking to grow your career in B2B SaaS Sales? If so, you are who we are looking for!
This role is open in San Francisco, New York City, or Remote locations.
The Impact You’ll Make:
- Own the Full-cycle Sales Process: Identify, nurture and close High Growth companies (100-499 employees) in the B2B vertical through a combination of phone, InMails, video, email and face to face (when the time is right!). Generate net new opportunities through self prospecting in addition to effectively progressing appointments set through the demand generation program. Ensure consistent and timely follow-up with prospects.
- Sales Pipeline Management: Track all activities and opportunities in the Salesforce. Efficiently manage pipeline, forecast accurately & drive the necessary inputs to over-achieve to goal.
- Consultative Selling: Understand your customer’s Demand Gen and Account Based strategies to develop the highest impact plan for adopting RollWorks’s technology. Conduct thorough needs analysis through natural curiosity and deliver compelling presentations and product demonstrations to prospective clients, effectively communicating the value proposition of our platform. Navigate all levels and departments of your target accounts to effectively position the value of the RollWorks platform.
- Negotiate and Close Deals: Lead negotiations and close sales deals, ensuring mutual satisfaction and alignment with company goals. Prepare and present proposals, contracts, and pricing options. Consistently close new RollWorks customers on SaaS and Media contractual commitments and exceed your annual quota goals.
- Relationship Building: Establish and maintain strong relationships with key decision-makers, champions, and stakeholders within target accounts. Identify and develop champions to help you sell. Serve as a trusted advisor and point of contact throughout the sales process.
- Market and Product Knowledge: Stay informed about industry trends, competitive landscape, and product developments. Use this knowledge to address client needs and position our solutions effectively.
- Collaboration: Work closely with the internal sales consulting, marketing, product, and customer success teams to ensure a seamless handover of new clients and alignment on account strategies.
- Reporting: Provide regular updates on sales activities, pipeline status, and revenue forecasts to Revenue leadership. Utilize data and analytics to inform decision-making and strategy adjustments.
Skills You’ll Bring:
- 8+ years of direct sales experience in a commercial outbound sales environment consistently over achieving quarterly revenue quota
- Experience selling SaaS solutions and/or digital media to Director, VP and C-Level executives
- Experience working in a dynamic, high-energy, high-volume sales culture
- The sophistication to navigate a complex sales process combined with the urgency required to hit quarterly activation targets
- Ability to work cross-functionally to consistently contribute to helping RollWorks deliver a Best-in-Class experience to our customers
Benefits and Perks:
- Competitive salary and equity
- 100% employee coverage for medical, dental and vision premiums
- Short and long term disability benefits at no cost to the employee
- Basic life and AD&D insurance at no cost to the employee
- 401K Plan (Pre-tax and Roth)
- 4 weeks of paid time off and work/life balance
- Up to 12 weeks of paid family leave (care for a family member, bond with a new child, etc.)
- Up to 6 weeks of paid disability leave (up to 12 weeks for pregnancy disability leave)
- Join a community of fellow Rollers as a member of one of our Employee Resource Groups
- Ample opportunities to volunteer with local organizations with NextRoll Gives Back
- For additional benefits not mentioned, visit our Careers page
Additional Information:
Minimum salary of $128,300 to maximum salary of $180,600 + bonus or commission (if applicable) + equity + benefits.
On-target earnings are 66.67% of base (60/40 split) and will be paid quarterly based on achievement of sales targets.
The range provided is NextRoll’s reasonable estimate of the base compensation for this role. The actual amount will be based on job-related and non-discriminatory factors such as location, experience, training, skills, and abilities. Consult with your Recruiter during the initial call to determine a more targeted range based on these job-related factors.
About RollWorks:
RollWorks, a division of NextRoll, offers ambitious B2B companies an account-based platform to align their marketing and sales teams and confidently grow revenue. Powered by proprietary data and machine learning, RollWorks’ solutions address the needs of organizations large and small—from those with best-in-class ABM programs to those just beginning their exploration. RollWorks empowers teams to identify their target accounts and key buyers, reach those accounts across multiple channels, and measure program effectiveness in their system-of-record. Learn more at www.rollworks.com.
We are committed to building diverse teams of “Rollers” and are proud to be an equal opportunity employer. Learn more about our DEI impact via our DEI Annual Report on our Culture page. All applicants will receive consideration without regard to race, color, ancestry, sex, religion, gender, gender identity or expression, sexual orientation, marital status, national origin, citizenship, genetics, disability, age, veteran status or other characteristics. We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. To request reasonable accommodation, contact [email protected].
