Enterprise Account Executive

Based in Washington, D.C., Quorum is a fast-growing software company and is the leading provider of workflow software and information services for government affairs professionals across the corporations, non-profits, associations, and governmental end-markets. Quorum allows users to manage stakeholder engagement, launch grassroots advocacy campaigns, and track legislative activity at all levels of government, including federal, state and local.

Quorum provides mission-critical solutions to public affairs professionals for their work in Congress, all 50 state legislatures, major U.S. cities, the European Union, and 30+ countries around the globe. Quorum serves over 2,000 customers globally including over 50% of the Fortune 100, and has over 350 team members across the globe.

As an Enterprise Account Executive
, you will sell $200,000+ deals to a small number of highly strategic enterprise accounts. On the new logo side, you will own strategy from identification and prioritization of accounts, mapping the enterprise, developing a bespoke solution, to driving the deal through procurement to close. You will also own expansion of enterprise accounts, and your input will be relied upon to help shape our marketing and product efforts in this space.

Responsibilities

• Strategic Sales Execution: Communicate directly with executive-level prospects to uncover and understand their individual needs, 'map the enterprise' to ensure we've identified each business unit that is affected by the overarching challenges Quorum solves, and identify and secure high-dollar value clients via a strategic, multi-product, multi-stakeholder sale.
• Pipeline & Revenue Management: Manage existing, inherited enterprise pipeline to close within the designated year or take up where a previous EAE left off and successfully move the opportunity forward. Build a minimum of $1.5m or 2x projected quota in enterprise pipeline. Sell $200,000+ deals to a small number of highly strategic enterprise accounts.
• New Logo & Expansion Strategy: Own strategy from identification and prioritization of accounts, mapping the enterprise, and developing a bespoke solution to driving the deal through procurement to close. Own expansion of enterprise accounts and provide input to help shape marketing and product efforts in this space.
• Consultative Relationship Building: Establish strong business relationships with C-Level Corporate Executives to generate cross-functional influence, continually develop new business opportunities, and contribute to the overall growth of the company through new business.
• Market Intelligence & Strategy: Assist in developing and implementing industry-specific sales strategies, engage your own network to increase awareness of the company and solutions, and identify potential opportunities through targeted research and external events.
• Cross-Functional Collaboration: Partner collaboratively with marketing, product, and customer success teams to identify development opportunities to support the enterprise market.
• Internal Leadership: Engage in peer-to-peer coaching and provide feedback to ensure the success of the team.

Required Qualifications

• You have carried an annual goal of $750k+ annual goal in new logo and/or expansion sales (please exclude any renewal quota) at $50k+ ASP and met or exceeded quota consistently.
• You have 4+ years of experience selling SaaS products.
• You have complex sales experience and are comfortable working with multiple stakeholders across many levels of the business both internally and externally.
• You can manage a pipeline with varying degrees of velocity, sales price, complexity; grasps the importance of owning their number and the controllable inputs needed to hit that number.
• You are comfortable sourcing your own pipeline and building relationships to further long-term sales.
• You have experience selling and mastering a complex product (i.e. leverages sales engineer only as need versus as the norm) in a mix of green space (i.e. client has no existing solution so selling on need for software and why yours is the right choice) and takeaway (i.e. client has an existing solution with a competitor, selling on why yours…