Mid-market Account Executive

2 weeks ago

Toronto, Canada Ten Thousand Coffees Full time

We’re Ten Thousand Coffees (10KC) and we believe that it’s connections with colleagues, mentors, and leaders where learning and development happen. We’re building the world’s first talent experience platform to unlock opportunity through meaningful connections. We offer inclusive mentoring, connectivity and skills development solutions.

We’ve built award winning partnerships in enterprise, academic, and industry organizations. Our clients include Fortune 1000s like the Royal Bank of Canada (RBC), PwC, Adidas, General Electric, TELUS, Johnson & Johnson, post-secondary academic institutions across Canada, and diversity networks like Ascend and Black Professionals In Tech Network (BPTN). We have big plans to grow and are building a world-class team to help us meet (and exceed) our ambitious goals.

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The Role

Ten Thousand Coffees (10KC) is looking for a Mid-Market Account Executive to build partnerships with some of the world’s most progressive companies. In this role, you'll be leading an end-to-end consultative sales process from prospecting to close with Mid-Market clients (1,000-5,000 employees).

As a Mid Market Account Executive, you will report directly to the VP of Sales and will be empowered to prospect, forecast, plan, and sell 10KC products and deepen your relationships within the HR and Talent space.You will speak the language of talent leaders to drive new revenue opportunities and customer growth initiatives. You will also act as a strategic advisor to solve critical business problems using the 10KC platform and suite of best practices.

If you’re passionate about generating and qualifying leads through prospecting new business with a ‘hunter’ mentality by using innovative sales strategies in a fast-paced, start up environment, we want to meet you

**What you'll do**:

- Build a robust sales pipeline. Prospect, network, and grow relationships with Mid-Market HR, Talent and DEI leaders. Through your prospecting efforts you will conduct research, identify key players and stakeholders, and qualify inbound leads to drive new business relationships.
- Relationship Building. Sustain value-add relationships with key decision makers by becoming a trusted advisor and build strong internal relationships for long-term customer success.
- Prospecting. Actively grow and close pipeline through strategic sales motions. Position, negotiate, and close new business for mid market to enterprise clients in the North American territory, while concurrently spearheading expansion opportunities with existing clients.
- Strategic Selling. Develop sales assets, business cases, and client facing materials to support complex enterprise sales processes for core 10KC products (Introductions, Office Hours, and Development Programs).
- Solution Selling / Presentations. Effectively present streamlined solutions and presentations by developing a detailed analysis of customized needs for each customer using 10KC products.
- Product Expertise: Become a 10KC product expert and assist customers through the selling process by educating, qualifying, negotiating, and closing sales opportunities.
- Sales Operations. Understand and drive pipeline management, documenting all sales information in Salesforce.
- Team Collaboration. Work closely with Customer Success, Product, and Marketing teams to ensure that best practices of 10KC are shared and implemented across all sales touch points.

**What you'll bring**:

- A considerable amount of experience selling SaaS software to Medium to Large size various sized organizations (500ee and above) and over-achieving your sales quota.
- Ability to manage multiple deals in your pipeline simultaneously and drive sales opportunities and deliver repeatable and predictable bookings.
- A high level of accountability to maintain prospecting targets, sales process SLAs, and critical individual metric analysis to establish actionable improvement areas.
- Experience in and familiarity with a high growth start-up to scale-up environment and have the familiarity in a software environment that is dynamic and agile.
- The ability to thrive in a quota-driven environment with short and long sales cycles and experience with deal ownership from start to finishExperience in HR Software Solutions is a bonus. You should have the depth to be able to pitch with confidence to Talent executives about these topics, and to support them in understanding how to implement them with effectiveness.
- A curiosity and a growth mindset where you ask questions, crave feedback, and continuously look for opportunities to progress in your role and within the team
- An empathetic approach to building relationships and the ability to genuinely communicate with prospects, clients, and colleagues

10KC provides a competitive salary commensurate with experience. The

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