Job description
Sales Executive
SMG is hiring a Sales Executive who will be accelerating the sales cycle, understanding the organizational landscape, decision criteria, risk associated with change while securing buy-in and alignment across multiple stakeholders. They will have a proven track record of achieving quota, generating most of their own pipeline, and with a network of prospects they can tap & convert.
Why work at SMG?
SMG is a leading experience management (XM) provider, serving restaurants, retailers, and other multi-location consumer businesses by changing how brands act on customer + employee insights. With a rich 30-year history, SMG is uniquely pairing an enterprise software platform with professional services to help brands generate new revenue, grow existing revenue, reduce detractors, and drive operational efficiencies. And with our 2024 acquisition of Bulbshare, we also help the world’s leading organizations grow through real-time customer collaboration by building mobile-first customer communities in over 30 markets worldwide, enabling clients to collaborate with consumers quickly and effectively for insights, ideation, and advocacy.
We offer our talent -
- Work hard, have fun environment - We work hard to deliver a fulfilling, exciting workplace environment for each SMG employee. Our teams are composed of smart, talented, curious people who love a good challenge.
- Values driven culture where we connect, collaborate & co-create.
- Remote first company (fully remote)
- Unlimited PTO
- Tech provided
- Company sick pay
Diverse, experienced, friendly team which will welcome you, support you and challenge you. We are proud to be an equal opportunity employer. We celebrate diversity and create an inclusive work environment in which all our colleagues experience belonging, have their unique needs respected and met, have equal access to opportunities and resources, and feel fully engaged to contribute to the company’s success.
What we need in this role:
- Spend approximately 35% of your time in prospecting activities to self-source a significant portion of your own Pipeline. These activities will include but are not limited to: using SMG’s extensive MarTech stack of automations, cold-calling new prospects, and attending in-person networking events, attendance at appropriate trade events as determined by SMG leadership.
- Attaining assigned $250,000 quarterly quota through closure of mid-market ($80k to >$500k) Annual Contract Value (ACV) new clients.
- Negotiating effectively, generating support and cooperation from a variety of key stakeholders to close deals that contribute to the defined revenue and growth targets.
- Guiding prospects by demonstrating market expertise, and client awareness to uncover business needs. Understands the way influence flows through the organization, budget is developed and allocated, decisions get made, change is implemented, and investment decisions are approved.
- Demonstrated ability to build trusted relationships quickly. A proven collaborator who can solicit assistance & offer it to others when needed.
- Lead pursuits from the front but also be a team player who can engage other specialized teams (e.g., Solution Engineering, Marketing, etc.).
- Understand how to differentiate in the market based on professional services (e.g., Research, Insights, and vertical expertise), and will have a track record of winning sales based on selling a program not a product.
What you’ll need to succeed:
- Bachelor’s degree (or equivalent experience) required.
- 4+ years of experience.
- Proficient knowledge of a structured consultative strategic selling process (e.g., Franklin Covey or similar).
- Senior-level contacts in the vertical(s) you will be selling to. Ability to nurture and develop new and existing client relationships.
- A proven track record in highly consultative sales with demonstrated success closing $80k+ USD annual contract value deals of multi-year duration. This track record should ideally be in selling technology-enabled consulting or services solutions to mid-to-large enterprise clients.
- Experience in customer and/or employee experience.
- Expert-level executive presentation skills with experience & comfort being in the spotlight and dealing with C-level audiences.
- Comfortable in daily use of the applicable component of SMG’s MarTech stack (CRM, LinkedIn Sales Navigator), and – upon occasional need – to leverage our prospecting tools when the state of our pipeline’s health requires exceptional attention (Outreach, ZoomInfo, SalesIntel, 6Sense, Cognism, Sendoso, etc.).
- Comfortable in a Remote-First environment, hitting goals by Zoom and other remote means most of the time. As occasionally required, the ability to travel as needed (1-2 conferences or trade shows per annum at most, and occasional prospect-facing travel) – not more than 25%.
About SMG:
To learn more about our customer, employee, and brand experience management (XM) solutions, visit www.smg.com.
