Description:
As a Senior Customer Account Executive, you will contribute to the overall growth of the company by driving expansion sales with existing clients, located primarily in the US but occasionally throughout the Americas and New Zealand. You will work closely with Quorum's Customer Success Managers to identify cross-sell targets in their portfolios. Then, communicate directly with clients to uncover and understand their individual needs, recommend solutions to solve those challenges, and execute on contracts to achieve your revenue target.
This role includes responsibility for expansion sales to potential clients. This role does not include responsibility for renewals for existing clients, new logo sales to potential clients, or expansion sales to potential clients located in APAC and EMEA. The Customer Account Executive will report directly to the Senior Director of Customer Accounts and will be part of a team dedicated exclusively to client expansion.
What You'll Do
- First Week: You'll learn the history of Quorum, get introduced to colleagues inside the Business Development team and start learning our culture. You and your manager will review a comprehensive onboarding plan that will address the product and market knowledge you need to work with Quorum clients. You will also be introduced to the Expansion Sales Playbook along with other relevant sales systems and assets (Salesforce, etc). Finally, your manager will outline expectations for lead and opportunity conversion required to meet your sales targets.
- First Month: You will participate in sales training to build a fundamental understanding of Quorum's products, primary value propositions and use cases, and buyer personas. You will shadow demos with potential clients and trainings with current clients. During this time you will gain an intimate knowledge of the Quorum sales process and begin reviewing the existing sales pipeline for your portfolio of clients.
- First Six Months: After successfully completing sales onboarding, you will assume full cross sell responsibilities for clients within your portfolio, converting leads created by Customer Success Managers along with executing your own prospecting to uncover new cross sell opportunities. With the help of the revenue operations and marketing assets you will be expected to build and manage your pipeline.
- First Year: You will demonstrate mastery of the Quorum products and lead a healthy pipeline to achieve annual sales quotas. Success in the role requires proving yourself a partner both to the customer success management team and to Quorum's clients.