Item: Workiva
Rating: 4.1
Author: RepVue

Software

LinkSquares

LinkSquares is a fast-growing LegalTech software company, rated as one of “The Best Places to Work in 2023” by the Boston Business Journal and BuiltIn Boston.  
LinkSquares unlocks the full potential of legal teams at more than 1,000 companies, including Wayfair, TIME, ProPharma, the Boston Celtics, and Commvault with purpose-built, AI-powered technology to perform, manage, and quantify all their work in one place. Legal teams rely on our all-in-one contract lifecycle management (CLM) and legal project management platform to manage key priorities and contracts, accelerate workflows across the business, and use data to visualize the impact of their work. Our solutions save companies hundreds of hours and millions of dollars by eliminating manual processes and driving better consistency of process, communication, and quality. Headquartered in Boston, Massachusetts, LinkSquares is consistently recognized for being a leader in innovation, delivering results, and company growth. 
LinkSquares is looking for a Director of Sales to join our sales team and to be responsible for managing and overseeing a team of individual contributors (new business hunters) and SDRs.
A successful candidate should be a well-rounded player/coach with demonstrable abilities to coach, mentor and manage. Cross functional collaboration is key, so they will need to prioritize a team-first, collaborative culture. LinkSquares is a growth mindset company so continuous learning and development is key.
Responsibilities: 
<ul>
<li>Coach, mentor and manage the team on a day to day basis</li>
<li>Drive top of funnel activities.</li>
<li>Performance management - managing to a set of Gold Standards </li>
<li>Forecasting accuracy </li>
<li>Deal coach</li>
<li>Accountability to delivering against revenue goals</li>
<li>Key collaborator within the sales leadership team</li>
</ul>
Requirements: 
<ul>
<li>Experience with full-cycle sales (lead generation through closing business)</li>
<li>Experience building and managing a sales team</li>
<li>Experience with Salesforce, Outreach, LinkedIn Sales Nav, and ZoomInfo </li>
<li>Boston based / hybrid (expectations of 3 days per week in office)</li>
<li>Experienced in working with a best practice sales methodology (MEDDPICC)</li>
</ul>
About LinkSquares
Founded in 2015 with headquarters in Boston, we offer a comprehensive and competitive benefits package that includes medical, dental and vision plans for employees and their families, health and wellness programs, a 401(k) plan, unlimited vacation, paid parental leave and more. Learn more here:<a href="https://linksquares.com/careers/"> https://linksquares.com/careers/</a> 
For legal teams needing to move their business forward faster, LinkSquares provides a contracting platform for writing better contracts, analyzing what’s in existing contracts, and working better with their team. It differs from other tools on the market with its powerful AI insights, speed to providing tangible results, and ability to help the entire company collaborate better. LinkSquares saves companies hundreds of hours and thousands of dollars by eliminating manual contract processes and reducing the need for outside counsel. For more information, visit<a href="https://linksquares.com/"> https://linksquares.com/</a>.
LinkSquares is an Equal Opportunity Employer and does not discriminate on the basis of an individual's sex, age, race, color, creed, national origin, alienage, religion, marital status, pregnancy, sexual orientation or affectional preference, gender identity and expression, disability, genetic trait or predisposition, carrier status, citizenship, veteran or military status and other personal characteristics protected by law. All applications will receive consideration for employment without regard to legally protected characteristics.

Boston-Providence, MA-RI-NH-CT

Director of Sales

Redgate Software

The Role:&nbsp;&nbsp;As a Named Account Executive,&nbsp;you’ll&nbsp;play&nbsp;an integral part in the success of the global sales team and will&nbsp;be responsible for&nbsp;driving&nbsp;new sales&nbsp;and partnering with new and existing customers to solve their business challenges.&nbsp;&nbsp;With market-leading software solutions, the strongest brand in our space, and well-respected thought leadership in your back pocket,&nbsp;you’ll&nbsp;act as a guide and strategic partner to some of our biggest US customers.&nbsp;You’ll&nbsp;become intimately knowledgeable about their key business challenges and tailor insights that challenge their status quo in line with increasing database development and management pressures.&nbsp;&nbsp;You’ll&nbsp;directly manage all aspects of the sales process including prospecting, proof-of-concept planning, presenting business proposals, closing, and account care. In many cases,&nbsp;you’ll&nbsp;also need to quarterback a team effort, bringing in help from Sales Engineering, BDRs, Product Managers, Marketing, and Renewals (among other business units) to ensure success in a target&nbsp;timeframe.&nbsp;With an uncapped commission plan, a competitive base salary, and an incredible team of people around you,&nbsp;it’s&nbsp;an exciting time to join Redgate!&nbsp;&nbsp;Your Work at Redgate Software:&nbsp;&nbsp;<ul><li>Define and execute account sales plans for your defined set of accounts&nbsp;&nbsp;</li><li>Meet sales goals through prospecting, qualifying, managing, and closing sales opportunities&nbsp;</li><li>Act as a guide and strategic partner to customers by becoming intimately knowledgeable about their key business challenges&nbsp;&nbsp;</li><li>Become a trusted advisor to the customer by building deep relationships to position Redgate's solutions across their organization&nbsp;&nbsp;</li><li>Keep abreast of competition, competitive issues,&nbsp;and products&nbsp;&nbsp;</li><li>Use Salesforce to manage customer interactions, the sales process, and reporting&nbsp;&nbsp;</li><li>Travel to customer locations when&nbsp;required&nbsp;(once typical business operations resume)&nbsp;</li><li>Participate in team building and company-growth activities&nbsp;including&nbsp;strategy setting, sales training, marketing efforts,&nbsp;and customer care&nbsp;&nbsp;&nbsp;</li></ul>What You Bring to the Table:&nbsp;&nbsp;&nbsp;<ul><li>2+ years&nbsp;as a&nbsp;SaaS AE in or a quota-carry role&nbsp;&nbsp;</li><li>2+ years&nbsp;of&nbsp;closing experience&nbsp;&nbsp;</li><li>Experience selling complex solutions to multiple stakeholders&nbsp;&nbsp;</li><li>Six-figure deal experience or selling directly to the C-suite&nbsp;&nbsp;</li><li>Strong closing skills&nbsp;&nbsp;</li></ul>Who You Are:&nbsp;<ul><li>Proven ability to work collaboratively and cross-functionally&nbsp;</li><li>You are a self-starter, autonomous,&nbsp;and can exercise credible&nbsp;judgment&nbsp;and decision making&nbsp;</li><li>Genuine interest in technology&nbsp;&nbsp;</li><li>Extraordinary communication skills, both written and oral&nbsp;&nbsp;</li><li>Positive, winning mentality willing to go above and beyond&nbsp;&nbsp;</li><li>Bachelor’s degree and/or a proven&nbsp;track record&nbsp;in sales&nbsp;</li></ul>Tech Stack:&nbsp;&nbsp;<ul><li>Marketo&nbsp;&nbsp;</li><li>6sense&nbsp;</li><li>Salesforce&nbsp;&nbsp;</li><li>Salesloft</li><li>Zoom (internal/external)&nbsp;&nbsp;</li><li>Sales&nbsp;Navigator&nbsp;&nbsp;&nbsp;</li></ul>Impact Plan:&nbsp;&nbsp;&nbsp;30 Days – Basic Understanding&nbsp;<ul><li>Get up to speed on the company’s mission, vision, strategy, accounting policies, and procedures&nbsp;</li><li>Meet with team leaders to understand each department’s roles&nbsp;</li><li>How to work with accounts&nbsp;</li><li>How to work with Sales Engineering&nbsp;</li><li>Overview of how we sell at Redgate&nbsp;</li></ul>&nbsp;60 Days – Intermediate Understanding&nbsp;<ul><li>Start ramping on product and solution knowledge&nbsp;</li><li>Further understand the process for working accounts&nbsp;</li><li>How to work with Marketing&nbsp;</li><li>Further breakdown of our sales methodologies&nbsp;</li><li>Learning how to use our sales tech stack&nbsp;</li></ul>90 Days –Comprehensive Understanding&nbsp;<ul><li>Be able to&nbsp;demonstrate&nbsp;knowledge of products and solutions&nbsp;</li><li>Being able&nbsp;demonstrate&nbsp;understanding of MEDDPICC and our buyer's journey&nbsp;</li><li>Start using sales tech stack to start prospecting and to start following up on sales leads&nbsp;</li><li>Start running initial sales calls&nbsp;</li><li>Start account mapping strategic accounts&nbsp;</li></ul>Salary:&nbsp;<ul><li>Base: $75k - $100k&nbsp;</li><li>OTE: $150k-$200k&nbsp;(50/50 spilt)&nbsp;</li><li>&nbsp;</li></ul>Our salary ranges are&nbsp;determined&nbsp;by role and location. The range displayed on each job posting reflects the minimum and&nbsp;maximum&nbsp;target for new hire salaries for the position. Within the range, individual pay is&nbsp;determined&nbsp;by work location and&nbsp;additional&nbsp;factors, including job-related skills, experience, and relevant education or training. Your recruiter can share more about the specific salary range for your preferred location during the hiring process.&nbsp;&nbsp;Please note that the compensation details listed reflect the base salary only, and do not include bonus/commission (if applicable), equity, or benefits.&nbsp;

Los Angeles-Anaheim, CA

Named Account Executive – Los Angeles

NICE Ltd

<div class="content-intro">At NICE, we don’t limit our challenges. We challenge our limits. Constantly. We’re relentless. We’re ambitious. And we make an impact. Our NICErs bring their A game and spend each day turning it into an A+. And if you’re like us, we can offer you the kind of challenge that will light a fire within you.</div> NICE Actimize Sales Executive
 The Sales Executive will be responsible for establishing new strategic relationships while maintaining existing relationships and analyzing customer’s business situations to identify constraints and new opportunities due to technological advances. Drive NICE Actimize's response to customers’ critical business problems; improve NICE Actimize’s position for current proposals while enhancing long-term relationships. Responsible for achieving annual sales quota and personally negotiating Enterprise-wide agreements. Coordinate and lead all sales activities to achieve business goals. Ensure the proposed sales and solutions capitalize on NICE Actimize strengths and can be implemented successfully; promote trust in NICE Actimize; enhance NICE Actimize's reputation for delivering promised result. Develop and maintain high-level relations with ‘C’levels. Create and maintain a high-level presence and a network of relationships to facilitate sales. Initiate, support, develop and monitor purchasing agreements between NICE Actimize and the customer. Education: • Minimum BS or BA degree, preferably in business, finance accounting, or computer science Requirements: 
<ul>
<li>5+ years’ experience selling Software solutions to the financial services industry. </li>
<li>High profile sales person with excellent communication and presentations skills</li>
<li>Proven successful ability to sell $1M Enterprise software/business solutions</li>
<li>Ability to develop relationships with the ‘C’ level business users to sell based on business value</li>
<li>Ability to interface with Sales Engineers and IT users to understand high-level technical requirements</li>
<li>Experience selling Fraud, Anti-Money Laundering, or Brokerage Compliance Solutions a plus</li>
<li>Global vision, creativity, and long-term planning ability required</li>
</ul>
                 NICE Systems is an Equal Opportunity/Affirmative Action Employer, M/F/D/V.
 <div class="content-conclusion">
About NICE 
NICE Ltd. (NASDAQ: NICE) software products are used by 25,000+ global businesses, including 85 of the Fortune 100 corporations, to deliver extraordinary customer experiences, fight financial crime and ensure public safety. Every day, NICE software manages more than 120 million customer interactions and monitors 3+ billion financial transactions. 
Known as an innovation powerhouse that excels in AI, cloud and digital, NICE is consistently recognized as the market leader in its domains, with over 8,500 employees across 30+ countries. 
NICE is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, national origin, age, sex, marital status, ancestry, neurotype, physical or mental disability, veteran status, gender identity, sexual orientation or any other category protected by law.
 
</div>

Account Executive

HubSpot

As a Growth Specialist (Account Executive) on the direct sales team, you will identify, source and close net new business opportunities that fall within the small business space (1-25 employees). 
Using strong consultative selling skills, you will balance primarily passive leads for your pipeline in addition to qualifying inbound leads. This role will require a team member with strong prospecting skills, a strong commitment to win and the desire to continue growing in a SaaS sales career. 
In this role, you’ll get to:
<ul>
<li>Position the value of HubSpot’s software and the customer journey to small and medium-sized businesses</li>
<li>Be responsible for prospecting, qualifying leads, and approximately 1-3 discovery calls per day where you would uncover pain points, challenges, and provide value. </li>
<li>Be expected to run 1-3 demos per week for prospective customers</li>
<li>Educate and guide prospects through the sales cycle (average 30 days) to help them learn how HubSpot can grow their business in the short term and scale for the long term</li>
<li>
Manage a pipeline of primarily outbound prospects (about 75%) as well as inbound leads to identify, engage, and develop relationships with potential buyers
</li>
<li>Dissect and qualify prospects’ business goals to determine if HubSpot can be a strategic investment for their business growth</li>
<li>Close net new business at or above quota level</li>
<li>Partner with marketing and technology departments to execute sales strategy as the company introduces enhancements to existing solutions and/or releases new products</li>
<li>Bring your thinking, strategies, and ideas to advance our company’s values, unique culture, and vision for the future</li>
<li>Engage as your unique self in a diverse, inclusive and high-performing team</li>
</ul>
We are looking for people who:
<ul>
<li>Have at least 1 year of working with self-sourced or passive leads </li>
<li>
Have at least 2 years of net new closing experience (SaaS experience is a plus)
</li>
<li>Have the desire and commitment to do what it takes to be successful in sales</li>
<li>Have a positive outlook and a strong ability to take responsibility for their successes and failures</li>
<li>Have exceptional consultative selling and closing skills</li>
<li>Are Top Producers in their current role</li>
<li>Have a sharp focus on their goals and a belief that their daily, weekly and monthly activities will help achieve them</li>
<li>Using strong consultative selling skills, you will balance primarily passive leads for your pipeline in addition to qualifying inbound leads.</li>
<li>
Manage a pipeline of primarily passive prospects (about 75%) as well as inbound leads to identify, engage, and develop relationships with potential buyers
</li>
<li>Are proactive in uncovering and solving their gaps and raising their skill level</li>
</ul>
<hr>
Cash compensation range: 140000-160000 USD Annually <a href="https://drive.google.com/file/d/1C1TGMkG5mos30bkgmNIap_sSzr-lCOWF/view?usp=sharing">This resource</a> will help guide how we recommend thinking about the range you see. Learn more about HubSpot’s <a href="https://www.hubspot.com/careers-blog/compensation-philosophy">compensation philosophy</a> from Katie Burke, HubSpot’s Chief People Officer. The cash compensation above includes base salary, on-target commission for employees in eligible roles, and annual bonus targets under HubSpot’s bonus plan for eligible roles. In addition to cash compensation, some roles are eligible to participate in HubSpot’s equity plan to receive restricted stock units (RSUs). Some roles may also be eligible for overtime pay. Individual compensation packages are based on a few different factors unique to each candidate, including their skills, experience, qualifications and other job-related reasons. We know that benefits are also an important piece of your total compensation package. To learn more about what’s included in total compensation, check out some of the <a href="https://www.hubspot.com/careers/benefits">benefits and perks HubSpot offers</a> to help employees grow better. At HubSpot, fair compensation practices isn’t just about checking off the box for legal compliance. It’s about living out our value of transparency with our employees, candidates, and community. <div class="content-conclusion">
<hr>
We know the <a class="c-link" href="https://www.theatlantic.com/magazine/archive/2014/05/the-confidence-gap/359815/" target="_blank" rel="noopener" data-stringify-link="https://www.theatlantic.com/magazine/archive/2014/05/the-confidence-gap/359815/" data-sk="tooltip_parent">confidence gap</a> and<a class="c-link" href="https://www.braintreepayments.com/blog/overcoming-imposter-syndrome/" target="_blank" rel="noopener" data-stringify-link="https://www.braintreepayments.com/blog/overcoming-imposter-syndrome/" data-sk="tooltip_parent"> imposter syndrome</a> can get in the way of meeting spectacular candidates, so please don’t hesitate to apply — we’d love to hear from you.
 
If you need accommodations or assistance due to a disability, please reach out to us <a href="https://form.asana.com/?k=Xr9-j19kRaY5T5NjIeyx4Q&amp;d=8587152060687" target="_blank" rel="noopener" data-saferedirecturl="https://www.google.com/url?q=https://form.asana.com/?k%3DXr9-j19kRaY5T5NjIeyx4Q%26d%3D8587152060687&amp;source=gmail&amp;ust=1699378163995000&amp;usg=AOvVaw2_XirAqwPzHwePk2ZYcL3q">using this form</a>. This information will be treated as confidential and used only for the purpose of determining an appropriate accommodation for the interview process.
 
<hr>
 
Germany Applicants: (m/f/d) - link to HubSpot's Career Diversity page <a href="https://www.hubspot.com/careers/diversity" target="_blank" rel="noopener" data-saferedirecturl="https://www.google.com/url?q=https://www.hubspot.com/careers/diversity&amp;source=gmail&amp;ust=1642285588184000&amp;usg=AOvVaw3xxMKJX-6TTmbnyN6vYtUx">here</a>.
 
<hr>
About HubSpot
HubSpot (NYSE: HUBS) is a leading customer relationship management (CRM) platform that provides software and support to help businesses grow better. We build marketing, sales, service, and website management products that start free and scale to meet our customers’ needs at any stage of growth. We’re also building a company culture that empowers people to do their best work. If that sounds like something you’d like to be part of, we’d love to hear from you.
You can find out more about our company culture in the <a href="https://http://culturecode.com/">HubSpot Culture Code</a>, which has more than 5M views, and learn about <a href="https://www.hubspot.com/jobs/diversity-inclusion">our commitment to creating a diverse and inclusive workplace</a>, too. Thanks to the work of every employee globally, HubSpot was named the #2 Best Place to Work on Glassdoor in 2022, and has been recognized for award-winning culture by Great Place to Work, Comparably, Fortune, Entrepreneur, Inc., and more.
Headquartered in Cambridge, Massachusetts, HubSpot was founded in 2006. Today, thousands of employees work across the globe in HubSpot offices and remotely. Visit our <a href="https://www.hubspot.com/careers">careers website</a> to learn more about culture and opportunities at HubSpot. 
<hr>
By submitting your application, you agree that HubSpot may collect your personal data for recruiting, global organization planning, and related purposes. HubSpot's <a class="c-link" href="https://legal.hubspot.com/recruiting-privacy-notice" target="_blank" rel="noopener" data-stringify-link="https://legal.hubspot.com/privacy-policy" data-sk="tooltip_parent">Privacy Notice</a> explains what personal information we may process, where we may process your personal information, our purposes for processing your personal information, and the rights you can exercise over HubSpot’s use of your personal information. 
</div>

Account Executive - Small Business 

UserGems

<div class="content-intro">
UserGems helps companies generate more revenue by identifying buyers who will most likely buy from them. Leveraging artificial intelligence, UserGems combines relationship data with trigger events to surface the most relevant buyers for each customer. We’ve raised $20M Series A from investors including Craft Ventures, Uncork Capital, Battery Ventures, and Tiger Global.
 
 
</div>UserGems helps companies generate more revenue by identifying buyers who will most likely buy from them. Leveraging artificial intelligence, UserGems combines relationship data with trigger events to surface the most relevant buyers for each company. 
We are looking for a full-cycle Senior Account Executive to accelerate UserGems' growth by prospecting and acquiring new customers in the mid-market space. This is a great opportunity for someone who thrives in a high growth environment and is self-motivated with an entrepreneurial spirit. 
As a Sr. Account Executive:
<ul>
<li>You will manage the sales cycle from prospecting to close, focusing on the mid-market space</li>
<li>You will be expected to source 15%-30% of your own revenue by focusing on outbound sourcing efforts</li>
<li>You will be able to clearly articulate, present and demonstrate our value proposition to prospects and customers</li>
<li>You'll sell to buyers that are just like you - sales and marketers and position yourself as a trusted advisor </li>
<li>You'll partner with the marketing team to effectively target accounts - top, middle, bottom of the funnel - to close deals quicker. Sales and marketing get along very well here - both are measured by revenue.</li>
</ul>
How you'll ramp:
...within your first week...
<ul>
<li>You'll get familiar with our product, sales process and tools</li>
<li>You'll shadow on all sales calls</li>
<li>You'll practice a few mock demos and product Q&amp;A's with our team</li>
</ul>
...day 30...
<ul>
<li>You'll run a few sales calls independently</li>
<li>You'll multi-thread open opportunities via email, calls, LinkedIn, etc.</li>
<li>You are familiar with our product, competition, common Q&amp;A</li>
</ul>
...day 60...
<ul>
<li>You’ll be actively managing an opportunity pipeline</li>
<li>You'll be collaborating with marketing on campaigns, processes to accelerate the pipeline</li>
<li>You'll close your first sale and ring the (virtual) closing bell!</li>
</ul>
...day 90...
<ul>
<li>You'll be an integral part of our revenue team and success</li>
<li>You'll provide ongoing feedback to the marketing and engineering teams based on prospect and customer feedback</li>
<li>You'll recommend ways to improve our sales and success processes based on industry best practices</li>
</ul>
 What you've accomplished so far:
<ul>
<li>3-6 years as a full cycle SaaS account executive in the B2B space </li>
<li>You have a firm grasp on SaaS sales best practices</li>
<li>Selling into sales, marketing, or RevOps leaders is a plus </li>
<li>Must have success in and enjoy the outbounding motion </li>
<li>Can demonstrate a consistent track record of success in hitting quota</li>
<li>You’ve become a trusted resource for your prospects, customers, and teammates</li>
<li>Demonstrated ability to influence buying decisions by approaching prospects and customers in a consultative manner</li>
<li>You’ve demonstrated the ability to communicate across various channels </li>
<li>You are comfortable leading “business value” and “ROI” conversations</li>
<li>Comfortable selling to VP and above, and comfortable navigating through multiple decision makers in an organization</li>
</ul>
If you are interested in applying, instead of including a traditional cover letter we'd like you to answer a few questions! 
Please write a couple sentences in response to each of the following questions and send along with your CV.
<ol>
<li>What excites you about the opportunity with UserGems?</li>
<li>What are two things you do differently from others that has made you successful as an Account Executive?</li>
<li>Show off your prospecting skills! Why should we proceed with your candidacy?</li>
</ol><div class="content-conclusion">
<h5>Why you should join:</h5>
<ul>
<li>You’ll be part of a fast-growing startup as it scales from 60 employees to 100+</li>
<li>
Customers love us! (see our <a href="https://www.usergems.com/customers" target="_blank" rel="noopener">Customers </a>page and <a href="https://www.g2.com/products/usergems/reviews" target="_blank" rel="noopener">G2 Reviews</a>). They see ROI in Closed Won revenue generated</li>
<li>Employees love us! (see our <a href="https://www.glassdoor.com/Overview/Working-at-UserGems-EI_IE6791259.11,19.htm" target="_blank" rel="noopener">Glassdoor</a> &amp; <a href="https://www.repvue.com/companies/Usergems" target="_blank" rel="noopener">RepVue</a> page) </li>
<li>We're a remote-first company with employees across the Americas and Europe</li>
<li>We have weekly standups, virtual happy hours, and in-person off-sites around the world so that everyone stays connected</li>
<li>We are customer-focused and data-driven in everything we do</li>
<li>We value individual differences in the workforce and strive to make everyone feel welcomed and accepted, regardless of their skin color, gender, or sexual orientation</li>
<li>We offer a competitive salary and benefits</li>
</ul>
</div>

Senior Mid-Market Account Executive 

Motive

<div class="content-intro">
Who we are:
Motive empowers the people who run physical operations with tools to make their work safer, more productive, and more profitable. For the first time ever, safety, operations and finance teams can manage their drivers, vehicles, equipment, and fleet related spend in a single system. Combined with industry leading AI, the Motive platform gives you complete visibility and control, and significantly reduces manual workloads by automating and simplifying tasks.
Motive serves more than 120,000 customers – from Fortune 500 enterprises to small businesses – across a wide range of industries, including transportation and logistics, construction, energy, field service, manufacturing, agriculture, food and beverage, retail, and the public sector.
Visit <a href="https://http://gomotive.com">gomotive.com</a> to learn more.
</div><div>
About the Role:
As an Enterprise Account Executive, Public Sector at Motive, you are responsible for developing and closing business with Motive’s largest State, Local, and Education prospects. As one of our first Account Executives focused on the Public Sector market, you will lead the charge, selling the value of our products and the business outcomes that can be achieved in partnership with Motive. 
The solutions Motive brings to market align very well with Public Sector organization's values and priorities. Motive makes the world safer, increases productivity, and enhances cost efficiency. Our Enterprise Account Executives focusing on the Public Sector will be entrepreneurial, thoughtfully aggressive, and can truly articulate the value Motive brings to the Public Sector market. You are receptive to feedback, have a willingness to learn, a strong technical aptitude, and a high attention to detail. Because of the collaborative nature of our Go-to-Market team, a win-as-a-team mentality is a must. In this high-energy role, you should be comfortable working in a fast-paced environment with high standards of quality. 
What you’ll do:
<ul>
<li>Establish, develop and grow new business relationships with influential contacts within lighthouse Public Sector accounts</li>
<li>Identify, partner and develop account plans for Motive’s Public Sector prospects, actively developing strategies that result in providing the best value to our customers</li>
<li>Harness key Executive relationships to ensure RFP wins and grow contractual-based business</li>
<li>Strong experience with complex Proof of Concepts or Trials </li>
<li>Partner internally with Sales Engineering, Product, and Software Engineering to provide consistent feedback on product or security gaps that are crucial to win in a Public Sector environment </li>
<li>Partner with the balance of your account team and leverage customer analytics and other available resources to optimize buying decisions</li>
<li>Resolve problems, including identifying issues, thinking critically to determine the optimal course of action, and implementing best available solutions</li>
<li>Work with technical resources to display to prospects the power of integrations &amp; how our partner ecosystem increases the value of our hardware and software </li>
<li>Effectively plan to meet and exceed your ongoing business goals and revenue quotas</li>
<li>Develop a deep understanding of our technology platform and operations, using that understanding and market input to bring back iterations to our business</li>
<li>Constantly study and deepen understanding of market trends to enable consultative insight</li>
</ul>
About you:
<ul>
<li>You have deep Enterprise sales experience selling into the world’s largest Public Sector organizations </li>
<ul>
<li>5+ years of selling a SaaS/Technology product into Public Sector prospects </li>
<li>Telematics, SaaS, and Logistics experience a plus</li>
</ul>
<li>You show a strong track record of exceeding quotas and rapidly growing your book over time backed up by data </li>
<li>You have an ability to build rapport with executive decision-makers, influencing outcomes through both an understanding of the customer’s business and the unique solutions that Motive can deliver </li>
<li>You show a history of working independently with a data-driven mindset for charting a path to short, medium, and long-term sales goals </li>
<li>You have best-in-class communication skills, with the ability to successfully convey key value propositions and quick manage objections</li>
</ul>
</div><div class="content-pay-transparency">
Pay Transparency Your compensation may be based on several factors, including education, work experience, and certifications. For certain roles, total compensation may include restricted stock units. Motive offers benefits including health, pharmacy, optical and dental care benefits, paid time off, sick time off, short term and long term disability coverage, life insurance as well as 401k contribution (all benefits are subject to eligibility requirements). Learn more about our benefits by visiting<a href="https://www.comparably.com/companies/motive/perks-and-benefits"> Motive Perks &amp; Benefits</a>. The compensation range for this position will depend on where you reside. For this role, the on-target earnings (base pay + commissions) are:
Bay Area, California
<div class="pay-range">
$260,000—$300,000 USD
</div>
<div class="pay-range">
$260,000—$300,000 USD
</div>
</div><div class="content-conclusion">
Creating a diverse and inclusive workplace is one of Motive's core values. We are an equal opportunity employer and welcome people of different backgrounds, experiences, abilities and perspectives. 
Please review our Candidate Privacy Notice <a class="ProsemirrorEditor-link" href="https://drive.google.com/file/d/1jXrQjmRxWBTx5Zkpv3YHRYe4gU6eB7jp/view?usp=sharing" target="_blank">here.</a>
The applicant must be authorized to receive and access those commodities and technologies controlled under U.S. Export Administration Regulations. It is Motive's policy to require that employees be authorized to receive access to Motive products and technology. 
#LI-Remote
</div>

Account Executive, Public Sector

Professional / Business Services

Carolina Handling

As a Business Development Manager you will own the entire buyer relationship and build your book of business. Objectives are to achieve maximum unit sales volume, market penetration, profit return and customer loyalty from the selected and/or targeted accounts through business development and account management.What You’ll Be Doing:1. You will manage the sales cycle from prospecting to close, focusing on the sale and service of Raymond products and Carolina Handling offerings2. Achieve maximum unit sales volume, market penetration, profit return and customer loyalty3. Analyze market potential and trends.4. Prospect into potential customer accounts and other employers through a combination of email, phone call, and other sales channels.5. Responsible for managing all sales activities within the assigned &amp; potential account base.6. Administer overall process of a customer’s needs in terms of specifications.7. Provide creative business solutions to customer needs.8. Work closely with respective Sales Leader on account planning and pricing decisions.What We Expect From You:1. Some experience in outside sales with demonstrated expertise in acquiring new business2. You are data-driven in measuring and improving the impact of your outreach efforts3. You are organized, attentive to detail, and believe that great process leads to great results4. Demonstrate persistence and overcomes obstacles.5. Highly motivated to achieve challenging goals.6. Organizational, planning and prioritizing skills7. Excellent communication and presentation skills&nbsp;The target salary for this position is $45,000 and is part of a competitive total rewards package including profit sharing, benefits, and uncapped commission (average total compensation $150,000 – $200,000 for years 1-3). Individual pay may vary from the target range and is determined by a number of factors including experience, location, internal pay equity, and other relevant business considerations. We review all employee pay and compensation programs annually at minimum to ensure competitive and fair pay.What to expect working here:• You will be held accountable to an exceptionally high bar and impact• This may be the fastest work environment you will ever experience in terms of growth, decision-making, and time to impact• You will be challenged to set and protect your own boundaries• You will create processes &amp; products that have never existed before• You will have very direct conversations and receive continuous feedback to push you to become the highest performer you can be• Change is a constant here: your role, team, responsibilities, and success metrics will shift as the company growsWhat is included?1) Company Vehicle or Personal Car Allowance ($550) a) Company Vehicle includes: Gas Card, Maintenance, Tags/Taxes &amp; Insurance2) Laptop, Cell Phone (iPhone), &amp; iPad3) Expense Account4) Uncapped Commission5) Best-In-Class Training

Atlanta, GA

Business Development Manager - Atlanta, GA 

Workiva’s mission is to power transparent reporting for a better world. We believe that consumers, employees, shareholders, and other stakeholders today expect more from business – more action, transparency, and disclosure of financial and non-financial information. We build solutions to meet that demand and streamline processes, connect data and teams, and ensure consistency – all within a controlled, secure, audit-ready cloud platform. 

Workiva delivers the world’s leading cloud platform for regulatory, financial and environmental, social and governance (“ESG”) reporting. Workiva provides more than 4,300 organizations with software-as-a-service solutions to help solve some of the most complex reporting and disclosure challenges. People all over the world use our connected, cloud platform to seamlessly enable collaboration and deep integration into existing work streams to simplify their most complex reporting challenges. 

Workiva

The Regional Sales Director (RSD)-&nbsp;Federal Sales an individual-contributor account executive role as an enterprise software seller, heavily focused on new business selling in a team sales matrix environment.&nbsp;RSDs are responsible for obtaining new business and customer expansion from executive-level buyers and influencers.&nbsp;Successful candidates will build relationships and identify Workiva solutions and services that meet customer needs to drive customer acquisition within a specific territory. Sales growth is attained through new customers, new solutions, professional services, delivery and training. What You’ll Do&nbsp;<ul><li>Actively prospects for sales opportunities while working strategically with Inside Sales, Solution Specialists and Partnerships to generate qualified opportunities</li><li>Presents to Customers: Uses the facts found in the needs analysis phase to present a compelling demonstration of the Workiva platform and create a customer belief that they must have Workiva solutions</li><li>Handles Objections: Skillfully probes for objections and removes obstacles or eliminates barriers to gain commitment; solves different client challenges, and can pull forward the best possible solution</li><li>Closes Sales: Naturally leads the sales process to a close by demonstrating Workiva’s value proposition</li><li>Reports Customer Contacts: Updates customer relationship management tools regularly and timely</li><li>Forecasts Sales: Provides consistent and accurate forward-looking information though pipeline analysis</li><li>Plans Sales Strategy: Plans and executes sales strategy with purposeful action to complete the sale</li><li>Optimizes Internal Resources: Gathers internal support to pursue an account</li><li>Prioritizes selling activities and follows through in a timely fashion</li><li>Maintains a strong knowledge of Workiva solutions through a commitment to ongoing training</li></ul> What You'll Need Minimum Qualifications<ul><li>4+ years sales experience in a related role selling to Executive-level buyers&nbsp;- enterprise technology, Software as a Service (SaaS) or similar complex solution sales</li><li>Bachelor's degree or equivalent relevant career experience</li></ul>&nbsp;Preferred Qualifications<ul><li>Understanding of the Software as a Service (SaaS) business model</li><li>Experience selling to Federal customers</li><li>Ability to demonstrate complex software applications</li><li>Strong business acumen and and ability to understand complex business issues</li><li>Executive presence; ability to communicate at the most senior level</li><li>Ability to identify and understand the power of influencers versus buyers and how to navigate the nuances of each during the sales cycle.</li><li>Ability to manage multiple complex sales cycles simultaneously</li><li>Ability to negotiate pricing with a focus on retaining value</li><li>Capability for achieving (and exceeding) sales quota targets</li></ul>Travel Requirement<ul><li>Up to 30% Travel</li></ul> Working Conditions &amp; Physical Requirements<ul><li>Reliable internet access for any period of time working remotely, not in a Workiva office.</li></ul>How You’ll Be Rewarded:<ul><li>Salary range in the US:&nbsp;</li></ul>$91,000.00 - $155,000.00<ul><li>Eligible for commission based on sales performance</li><li>Restricted Stock Units granted at time of hire</li><li>401(k) match and comprehensive employee benefits package</li></ul>The salary range represents the low and high end of the salary range for this job in the US. Minimums and maximums may vary based on location. The actual salary offer will carefully consider a wide range of factors, including your skills, qualifications, experience and other relevant factors.Where You’ll WorkOur values drive how we work and who we hire. You will see these values ingrained in how we support our customers, work with team members, build our products and in the work environment we’ve created.<ul><li>Customer Success:&nbsp;Always delight our customers.</li><li>Trust: Rely on each other.&nbsp;</li><li>Integrity: Do the right thing, every time.&nbsp;</li><li>Collaboration: Share resources and work together.&nbsp;</li><li>Innovation: Keep creating solutions and finding better ways.&nbsp;</li><li>Inclusion: Support a diverse community where we all belong.&nbsp;</li><li>Accountability: Be responsible for your success and failure.</li></ul> We believe our people are our greatest asset, and our unique culture gives employees the opportunity to make an impact everyday. We give our employees the freedom and resources they need—backed by our culture of collaboration and diverse thought—to continue innovating and breaking new ground. We hire talented people with a wide range of skills and experiences who are eager to tackle some of today’s most challenging problems.At Workiva, you’ll enjoy:&nbsp;<ul><li>Fantastic Benefits: With coverage starting day one, choose from competitive health, dental, and vision plans on the largest physician networks available.</li><li>Casual Dress: Workiva has a casual work environment, most people wear jeans to the office.</li><li>Involvement: Ability to participate in Business Employee Resource Groups (Black, Hispanic, Asian, Women, Rainbow (LGBTQIA+), Veterans, Disabilities), Volunteering, Company wide celebrations, and more</li><li>Work-life Balance: We have competitive PTO, VTO and Parental Leave. We encourage employees to spend time enjoying life outside of work.</li></ul>

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