*This post was created on behalf of one of Bravado’s clients.
Our client is a leading Pipeline AI platform tailored specifically for B2B companies seeking to maximize their website's inbound conversions. Through the power of AI and automation, they helps businesses enhance their engagement by providing tools that capture, qualify, and convert more visitors. With an all-in-one platform that includes features such as Piper, the AI-driven sales development representative (SDR), live chat, chatbots, meeting scheduling, and personalized marketing offers, our client transforms website interactions into meaningful opportunities.
Our client is equips B2B companies with actionable intent data, offering insights that enable teams to prioritize high-value leads and drive conversions more efficiently. By seamlessly integrating these tools into a single platform, Qualified streamlines the sales and marketing process, empowering companies to optimize their inbound pipeline, engage with potential customers in real-time, and foster stronger connections that lead to higher conversion rates.
Location: United States of America
Responsibilities:
- Generate leads and prospect high-potential enterprise accounts, focusing on clients that align with the company’s strategic goals. Meet or exceed quarterly and annual revenue and growth targets through strategic sales efforts. Create and implement sales plans tailored to each account, aligning with broader company goals.
- Establish trust and credibility with decision-makers and stakeholders within enterprise accounts, serving as the primary point of contact. Ensure high levels of client satisfaction by regularly engaging with clients, understanding their needs, and addressing any issues proactively. Focus on building and sustaining long-term relationships that lead to repeat business and account growth.
- Conduct thorough discovery sessions to gain insight into the client’s business challenges, goals, and requirements. Craft and deliver proposals, presentations, and product demos that showcase how the company’s solutions can meet specific client needs. Lead contract negotiations to secure agreements that are beneficial for both the client and the company, ensuring terms that align with business objectives.
- Work closely with product, customer success, and marketing teams to ensure that client requirements are met and that solutions are aligned with client expectations. Act as a liaison between the client and internal teams, facilitating communication and ensuring that support and implementation needs are met.
- Keep up-to-date with market developments, competitive landscape, and client industry trends to inform sales strategies and conversations. Provide clients with insights and thought leadership on trends and developments, adding value beyond just the product or service.
- Spot potential upsell or cross-sell opportunities within existing accounts, positioning additional solutions or services that align with client needs. Develop and implement strategies to grow existing accounts by expanding usage, adding new services, or increasing license volume.
- Manage account activity through CRM tools, ensuring accurate tracking of sales pipeline, forecasting, and progress toward goals. Regularly update management on account status, revenue projections, and growth opportunities, providing actionable insights. Monitor key performance indicators to assess account health, engagement, and potential risks.
- Ensure a smooth onboarding experience by coordinating with customer success and support teams, helping clients adopt the company’s solutions effectively. Remain available to clients for any questions, issues, or support requests, providing a high level of service to maintain satisfaction.
- Proactively engage with clients ahead of renewal dates, discussing value delivered and preparing for contract renegotiations if needed. Work to reduce churn by understanding and addressing any potential concerns that may impact client satisfaction or loyalty.
Qualifications:
- 5+ years of experience in B2B sales, preferably in enterprise or strategic account management, with a proven track record of meeting or exceeding sales targets. Familiarity with the company’s industry and the specific challenges enterprise clients face, allowing for more effective engagement and solution selling.
- Strong ability to understand client needs and offer solutions that align with their business objectives, rather than a one-size-fits-all approach. Experience negotiating complex contracts, with the ability to reach agreements that satisfy both the client and company objectives.
- Commitment to understanding client needs, building trust, and maintaining long-term relationships with high-value accounts. Ability to build and nurture relationships with key decision-makers, including executives and senior leaders, within client organizations.
- Strong ability to convey complex information in a clear, persuasive manner. Proficiency in creating and delivering compelling presentations and product demos to clients and internal teams.
- Deep understanding of the company’s products, services, and how they provide value within the client’s industry. Familiarity with CRM systems (such as Salesforce), sales automation tools, and analytics platforms to manage pipeline and client interactions.
- Ability to analyze account performance metrics, identify growth opportunities, and make data-backed decisions. Capability to develop tailored account strategies that align with broader company goals and drive account growth.
- A proactive approach to achieving sales targets and developing client relationships. Flexibility to navigate changes in client needs, industry trends, or company offerings, and the persistence to overcome challenges. Willingness to collaborate with internal teams to deliver the best outcomes for clients.
- A degree in business, marketing, communications, or a related field is typically preferred. Advanced education (e.g., MBA) may be advantageous but is not always required.
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