Senior Mid-Market Account Executive

Job Description

UserGems is an AI platform that helps sales and marketing teams double their pipeline impact with the same team.

Our AI agent (Gem-E) captures buying signals and your CRM data to identify who to target, when, and why, drafting highly personalized and impactful outreach that results in higher conversion.

UserGems has generated $4 Billion in pipeline and over $950 Million in revenue for hundreds of start-ups and public companies. Companies like Mimecast, UserTesting, SAP LeanIX see more than 15X ROI in closed won revenue from UserGems.

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:

• You will manage the sales cycle from prospecting to close, focusing on the mid-market space
• You will be expected to source 20%- 30% of your own revenue by focusing on outbound sourcing efforts
• You will be able to clearly articulate, present and demonstrate our value proposition to prospects and customers
• You’ll sell to buyers that are just like you - sales and marketers and position yourself as a trusted advisor
• 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.

How you’ll ramp:

…within your first week…

• You’ll get familiar with our product, sales process and tools
• You’ll shadow on all sales calls
• You’ll practice a few mock demos and product Q&A’s with our team

…day 30…

• You’ll run a few sales calls independently
• You’ll multi-thread open opportunities via email, calls, LinkedIn, etc.
• You are familiar with our product, competition, common Q&A

…day 60…

• You’ll be actively managing an opportunity pipeline
• You’ll be collaborating with marketing on campaigns, processes to accelerate the pipeline
• You’ll close your first sale and ring the (virtual) closing bell!

…day 90…

• You’ll be an integral part of our revenue team and success
• You’ll provide ongoing feedback to the marketing and engineering teams based on prospect and customer feedback
• You’ll recommend ways to improve our sales and success processes based on industry best practices

What you’ve accomplished so far:

• At least 3-6 years as a full cycle SaaS account executive in the B2B space
• You have a firm grasp on SaaS sales best practices
• Selling into sales, marketing, or RevOps leaders is a plus
• Must have success in and enjoy the outbounding motion
• Can demonstrate a consistent track record of success in hitting quota
• You’ve become a trusted resource for your prospects, customers, and teammates
• Demonstrated ability to influence buying decisions by approaching prospects and customers in a consultative manner
• You’ve demonstrated the ability to communicate across various channels
• You are comfortable leading “business value” and “ROI” conversations
• Comfortable selling to VP and above, and comfortable navigating through multiple decision makers in an organization

Compensation information- target OTE for this role is $192,000 annually, with a ⁵⁰⁄₅₀ base/ variable split. Final compensation package will be determined based on commensurate experience, qualifications, and demonstrated ability to perform in the role.

Why you should join:

• You’ll be part of a fast-growing startup as it scales from 60 employees to 100+
• Customers love us! (see our Customers page and G2 Reviews). They see ROI in Closed Won revenue generated
• Employees love us! (see our Glassdoor & RepVue page)
• We’re a remote-first company with employees across the Americas and Europe
• We have weekly standups, virtual happy hours, and in-person off-sites around the world so that everyone stays connected
• We are customer-focused and data-driven in everything we do
• 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
• We offer a competitive salary and benefits