Job description
We are seeking a dynamic and results-driven Senior Account Executive to join our team, focusing on new business development, with an emphasis on the association industry. In this role, you will be responsible for identifying and pursuing new sales opportunities, building strong relationships with prospective clients, and driving revenue growth. You will play a pivotal role in our sales and go-to-market strategy and contribute to the overall success of our clients, projects, and company.
Essential Functions:
- Engage with leads, prospects, current clients, and ecosystem partners with an informed perspective on available technology solutions, approach, and fit based on Fionta’s offerings, experience and working style;
- Create and maintain a pipeline of leads and qualified opportunities to meet or exceed an agreed-upon quota;
- Develop strategies for our participation in and attend relevant partner events and conferences;
- Collaborate and participate in the development and strategy of Fíonta business generating events with a focus on client growth;
- Identify and collaborate internally on growth opportunities within a portfolio of existing clients;
- Gather and distribute client feedback to refine the Fionta client experience;
- Discover, document, and organize project requirements and key technology/project related materials throughout the presales process;
- Design, prepare materials for, lead, and coordinate sales presentations and solution demonstrations;
- Lead and execute Fionta’s presales process in collaboration with our Solution Engineer and Delivery team members to accurately scope and prepare our prospective clients for their upcoming projects;
- Contribute to the development of RFP responses, proposals and statements of work;
- Lead an organized and communicative presales process with leads and prospects;
- Ensure successful hand-off of new projects to the Delivery team;
- Maintain necessary capture and tracking of your sales, partnership and marketing related activities and efforts;
- Accurately forecast and report out to Business Development stakeholders on the active leads and opportunities;
- Initiate, foster and maintain active communication with Fionta’s ecosystem partners associated with your leads, opportunities, and existing accounts;
- Serve as an advocate and escalation point for existing clients in your portfolio, their Fionta project team, and associated ecosystem partners;
- Build long-term relationships with new and existing clients in your account portfolio;
- Prospect into your account portfolio to uncover future phases and opportunities;
- Lead a team of consultants, technology partners and the client through the full deal cycle, utilizing best practices and tailored engagement strategies to progress the deal
Essential Skills and Work Experience:
- 5+ years of work experience in a sales role within the Salesforce ecosystem is required.
- 2+ years of experience selling professional services to nonprofit or association clients is required.
- Experience working with association clients in the Salesforce ecosystem is highly desired.
- Dedication to forecast accuracy and lead/opportunity management is necessary to be successful in this role.
- Commitment towards integrity and accountability is a must to be a part of this team and in this role.
- Experience managing and scaling existing client relationships with a focus on client success and retention required.
As a Senior Account Executive…
You have experience in our field: You’ve worked in nonprofit-specific technology and/or associations business development for at least 5 years.
You get work done: You have a demonstrated track record of delivering results, meeting and exceeding your goals and growing a business or organization.
You know Salesforce for Associations or Nonprofits: You are familiar with the Nonprofit Success Pack and/or managed packages for the association industry and can speak to both the common use cases and technology application in an intelligent and informed manner.
You can hold your own in a negotiation: You have strong written and verbal communication skills and can negotiate with the best of them.
You meet clients (both internal and external) where they are: You can build rapport and translate technical materials to non-technical stakeholders when needed.
Fíonta Employees…
Take initiative: identify a need or opportunity to benefit the client or company and take appropriate steps to fill or achieve it.
Orient towards clients: proactively support Fíonta’s clients and would-be clients by considering and advocating for their needs.
Possess exceptional organizational and time management skills: manage workload across multiple projects, taking priority into consideration.
Solve problems creatively: think outside of the box and develop innovate solutions to challenging problems.
Consistently display honesty and integrity: exhibit intuitive understanding of the “right thing” and a track record of doing so.
Additional Information:
Fíonta offers a generous benefits package that includes health, dental, 401k, vacation, holidays, and much more. The candidate must be willing and able to travel on occasion.
The annual on target earnings (OTE) for this role is $190,000 which includes base salary and commission.*
Fionta is an EEO employer committed to fostering a culture of transparency and fairness. As part of this commitment, we believe in pay transparency and we strive to provide all candidates and employees with clear and equitable compensation practices that are consistently applied throughout the company.
*Individual compensation packages are based on various factors unique to each candidate, including skill set, experience, qualifications, and other job-related criteria.
Fíonta is committed to hiring and retaining a diverse workforce. We are proud to be an Equal Opportunity Employer, making decisions without regard to race, color, religion, sex, sexual orientation, gender identity, gender expression, marital status, national origin, age, veteran status, disability, or any other protected class.
All your information will be kept confidential according to EEO guidelines.
