Commercial Account Executive; SaaS, IT, Banks​/CU's

Founded in 1980, SMA Technologies is dedicated to giving our customers their time back by providing innovative software and services that automate IT processes. Born of NASA and successful for over 40 years, SMA is the leader in the automation space for credit unions and banks. As we continue to grow, we are looking for an individual to join our revenue team who is determined to hit goals, work collaboratively, and be a key driver of our pipeline engine.

Objectives - The Problems You'll Solve

Reporting to our Head of Sales, SMA Account Executives are the engine that drives revenue growth. As an Account Executive, you will be solely focused on driving sales by managing and growing new client relationships. This is a quota-carrying role responsible for the entire sales cycle from opportunity qualification to closing, including discovery, product pitch/demo, proposal development, contract negotiation, and pipeline forecasting.

SMA has committed significant time, resources, and product development to the Financial Services industry. The ideal candidate is eager to partner with Product, Marketing, BDRs, and Pre-Sales to refine the way we deliver value to customers by improving the way we uncover pain, showcase the product, and advance our offerings over time.

How You'll Get There

In your first 6 weeks, onboard, get up to speed, and complete our sales training program to demonstrate your knowledge of our product, customers, and the pain we help solve:

• Connect with members of our Sales, Marketing, Product, and Technology teams to understand our offerings and why our customers value them.
• Learn our sales process, methodology, and forecasting guidelines.
• Get acquainted with our messaging and competitive positioning, including listening to call recordings, “riding along” with other AEs, and leading mock calls.
• Ramp up on our CRM, meeting cadence, and sales methodology; begin planning and reporting on progress within your book of business.
• Speak with initial Sales Qualified Leads, execute top-of-funnel outreach, and begin to develop early-stage pipeline.

In your first 3 months, take ownership of your territory, sales forecast, and book of business:

• Understand SMA’s product offerings and competitive landscape, including the business problems we solve to deliver value and exceed customer expectations.
• Prioritize your Banking vertical territory and collaborate with team members (Business Development Reps, Sales Engineer, and Consulting) to uncover customer needs and optimize productivity.
• Begin weekly reporting on your quarterly sales forecast and rolling pipeline.
• Own the sales process: discovery, demo, proposal development, negotiation, and closing.
• Establish a strong list of prospects and show a sales pipeline equal to 30-50% of quota.
• Create a strategic plan of how to move prospects along in the sales funnel with specific steps aimed towards a goal of deal closure.
• Assess the current status of our marketing and product positioning for the Banking vertical and present your findings to Leadership.

Within 9 months, fully ramp + regularly achieve/exceed your quota and help us continue to build a high-performing sales team inside of SMA:

• Display mastery of our sales process and methodology, including a high accuracy quarterly forecast.
• Show progress in your prospecting and opportunity creation efforts, including having a top 10 list of accounts, names of contacts, role, and corresponding deal size. The expectation is to have your first deal closed in under 9 months.
• Analyze performance metrics in your individual Sales Dashboard to ensure pipeline stage progression, improve deal velocity, and increase win rates.
• Review personal call recordings to streamline messaging and improve sales positioning.
• Partner with our Consulting team to scope the work for new install and implementation.
• Contribute to the continuous improvement of our team and playbook.
• Lead ongoing “post mortem” sessions with Product and Marketing on why we win/lose opportunities.

Competencies – What we’re looking for:

• Trusted advisor to customers and colleagues: You will establish domain expertise by learning our…