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Enterprise Account Executive

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PathFactory

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6/5/2020 3:01 PM

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PathFactory

Build, Measure, and Optimize your eCommerce Website

Enterprise Account Executive

6/5/2020 3:01 PM
Account Executive
Marketing
Worldwide

Job Description

Picture this: It’s a busy day in B2B SaaS sales and you’re in the middle of mapping out the buying committee for a fast-moving opportunity, which is just one of your personal 200+ target accounts. You find it easy to focus thanks to the music streaming into your headset while you seamlessly glide from LinkedIn Sales Navigator to ZoomInfo to Salesforce to learn more about ICP decision makers who you’ll build H2H relationships with over the coming days and weeks.


This is not your average sales job opportunity. Keep reading to find out why.


PathFactory helps B2B marketers understand the role of content in the buyer’s journey and discover a new class of data to optimize the path to purchase. PathFactory uses this data and insight to optimize content delivery across every channel, connecting buyers with the most relevant information whenever and wherever they click.


This role requires a proven track record of success in sales and an eagerness to work in a fast-paced start-up with significant accountability. You will be on the front lines of growing PathFactory’s share of the market. You are an expert at managing the full sales cycle, especially qualifying, consulting, proposing, and closing new business. You must have experience working for a SaaS company, preferably in the marketing technology sector. Excellent time management skills and the ability to effectively manage multiple priorities at the same time are essential for this role. You must be an A-team player, self-motivated and driven to win.


What is a typical day at PathFactory like for Enterprise Account Executives? Aka Responsibilities

  • Gain a deep understanding of our marketing technology product set in order to communicate our value proposition to prospects.
  • Generate and own a pipeline of qualified sales opportunities with key accounts – both named and unnamed. You will be expected to generate your own opportunities while being supported by a Business Development Representative.
  • Deploy a consultative sales approach and manage complex B2B (some B2C) sales cycles while effectively communicating the PathFactory value proposition to C-level executives.
  • Build an active relationship with potential clients through phone calls, email, and in-person visits.
  • Own the deal negotiation process with prospects, including contracting, deal terms, and final legal review with our CFO and COO.
  • Collaborate with sales leadership to translate market feedback into our go-to-market approach and product roadmap.
  • Be proactive in communicating cross-functionally with the whole company, especially with our Market Management and Operations teams.


“We hope our employees will join our team with fresh ideas & willingness to collaborate with each other and try new things. At the end of the day, this is NOT just another sales job. We’re humans selling to humans and we care deeply about WHY prospects and customers want to partner with PathFactory, which requires our reps to build authentic human connections with their colleagues and customers.”Maria Tribble, VP Enterprise Sales


What does PathFactory look for when hiring Enterprise Account Executives?

We look for people who are willing and hungry to learn all about PathFactory and most importantly understand WHY a prospect/customer would want to work with us. Our treasure trove of customer case studies make this quite easy. Are you able to anticipate the client’s needs and prescribe clear next steps? Do you want to collaborate with your peers but also lead your own book of business?


  • 6-10 years of proven consultative sales experience selling to C-level with a demonstrated ability to build a pipeline, qualify a high volume of new opportunities, and close deals. SaaS experience is necessary. Marketing Technology experience is highly desirable.
  • Experience in a quota-carrying role; responsible for meeting and exceeding a quarterly goal.
  • Experience in evangelizing, communicating, building relationships and recommending solutions to senior level decision-makers and stakeholders at Enterprise account, on the phone and in person. Key stakeholders include Marketing, IT and Sales.
  • Active listening skills and a genuine curiosity to uncover customer needs, evaluation processes, and solution potential.
  • Live in a growth mindset. Be highly coachable and committed to building an understanding of the market, developing your sales skills, and learning our products and process, so you can be highly successful as an individual contributor.
  • Previous sales methodology training, understanding of marketing automation & strong customer references would be considered strong assets
  • Outstanding organizational, prioritization, and time management skills. Very strong written and verbal communication skills. Experience working with Salesforce.
  • Willingness to travel up to 50% of the time.


You might:

  • Be passionate about marketing technology, marketing and winning in a highly competitive market.
  • Have won sales awards and enjoy presenting in front of a group.
  • Have experience working in a fast-paced, startup environment.


Brittany Marchand
HR Manager