Strategic Account Executive

Own and grow 10-15 existing SAP partner accounts with wide open expansion growth opportunities and a portfolio of 50+ winback and net new logo opportunities for further growth. Net new logo opportunity leads are delivered to you each week to support your territory growth.

Sell high-value, multi-product event and membership marketing solutions into CMOs and senior marketing leaders at top enterprise technology companies delivering high quality measurable leads for every client engagement. Join a senior, high-performance team with direct access to executive leadership and uncapped earnings.

This is high energy, consultative enterprise sales approach to the most senior marketing professionals at the largest enterprise technology vendors in the world. The typical sale is a high-ticket, multi-threaded sales conversation that requires skills, experience, prospecting and exceptional listening ability. This is not transactional media ad sales.

The role is located in the Chelmsford MA office 2 days (Tue - Wed) per week with the other days of the week in your home office location.

• Commercial ownership is the central function
  :
  This role has full commercial ownership of a set of named accounts and is a personally accountable sales professional that achieves monthly sales quota and revenue budget goals while assuring high levels of year over year bookings growth and account retention.
• Executive relationship skills are a core differentiator
  :
  This role is an individual contributor, quota-carrying, hunter-farmer role that is responsible for selling integrated membership, event sponsorship, lead generation and digital content services to marketing teams at SAP Partner companies. The role manages a named account territory of ~10-15 SAP Partner technology companies with strong historical spend plus a portfolio of winback and net new logo prospects to drive accelerate growth.
  
  Building deep relationships with all key Executives and Marketing leaders in every client account including CEO, CMO, Events, Advertising, Lead Generation, Product Marketing, Regional Marketing and Field Marketing and Market Intelligence.
• Territory Pipeline Management is essential
  :
  This role leverages direct AI SDR Agent support functions to ensure that all accounts are fully penetrated and developed as well as generating new logo sales opportunities for the territory. The Strategic Account Executive always maintains a healthy SFDC pipeline of 4X quota requirements with an expected 30–120-day sales cycles and typical deal sizes ranging from $15,000 to $500,000 with multiple expansion sales opportunities in every account.

The Strategic Account Executive reports directly to the Chief Sales Officer and is a member of the Global SAPinsider Sales Leadership Team.

• 5+ years sales experience in B2B media, event sponsorship, lead generation services or digital marketing services selling to marketing at technology or SaaS companies.
• Must have successfully sold programs directly into B2B enterprise technology marketing functions.
• Must have managed, expanded and grown a named account territory of 20+ named accounts.
• Hands on experience with marketing services including lead generation, content creation, email, webinars, advertising, social media and event sponsor ships.
• Keen understanding of how to leverage AI SDR Agents to build qualified pipelines.
• Proven skills with managing an SFDC pipeline and reporting environment.
• Excellent speaking, presenting and writing communication skills.

• Work with some of the world’s leading SAP partners and B2B technology brands as strategic accounts.
• Desire having full commercial responsibility for your named account territory
• Sell across a unique portfolio of membership, event sponsorship, lead generation and digital content services with clear and proven ROI stories.
• Join a small, senior team reporting directly to the CSO and partnering with executive leadership and product strategy.
• All sales and delivery resources in one dedicated team.
• Travel globally to SAPinsider events throughout the year.

• You have primarily sold transactional or low ACV offerings
• You have not previously grown a territory to $1.0M+ bookings performance
• You are not comfortable selling to senior marketing executives
• You are not comfortable as a hunter in selling new accounts
• You do not have experience in growing existing accounts
• You are not excited about being in a hybrid work environment

• Achieving $150,000 plus in Year 1 earnings
• Build multiple buyer relationships in every account
• Achieve greater than 90% company level retention year over year
• Build a highly engaged global network of enterprise technology marketing leaders

The Strategic Account Executive enjoys a base salary of $80,000 to $100,000 per year based on experience with Year One OTE up to $150,000 plus with uncapped upside. The role participates in all SAPinsider employee benefit programs including healthcare…