Enterprise Account Executive

2 weeks ago

Kitchener, Canada ProNavigator Full time

### Who is ProNavigator?

ProNavigator is a venture-backed insurance technology company on an exciting growth path. We build software that helps insurance companies boost their operational efficiency, improve team satisfaction, and win more clients. ProNavigator's all-in-one knowledge management system is used by more than 125 insurance organizations to store, manage, and search business-critical information in a single source of truth.

At ProNavigator, we’re tackling and solving unique challenges. Every day is an exciting new opportunity to collaborate with colleagues as we build a leading-edge platform and support our clients to do their best work. Our culture is built on the values of openness, collaboration, empathy, hard work, creativity and high performance. We’re looking for new team members who will try new things, share their opinion, move fast, think creatively and have fun.

## What’s this role all about?

We’re looking for an Enterprise Account Executive to join our team and play a critical role as we grow our business into the US insurance market. In this role you’ll be accountable for driving greenfield sales of ProNavigator’s products from initial outreach through to close. Your responsibilities will include:

- Developing a healthy sales pipeline of potential leads and leveraging your professional network and exceptional communication skills to hunt for and engage prospects
- Developing solutions
- and trust-based relationships with potential clients early in the sales cycle to enable future deal success
- Customizing sales materials, such as sales presentations and demos, to reflect the unique requirements of clients in the client meetings
- Creating customer proposals outlining the desired rollout-out plan considering the unique details of the customer's business and engaging the Customer Success team in scoping out implementation as needed
- Driving the sales cycle from initial outreach to discovery, demo, contract negotiation and close, ensuring quarterly revenue targets are met while building a strong pipeline for the future
- Collaborating across Sales, Customer Success and Product teams to answer customer questions and to share customer feedback
- Proactively tracking and reporting sales activities and progress, ensuring our HubSpot CRM platform is updated with detailed notes and sharing information on week-to-week activity, learnings and achievements in sales team meetings

While this role will be remote-first, some travel, approximately 25%, may be required across the US.

## What do you need to be successful?
- 3+ years of experience managing sales processes successfully to deal close, specifically with experience selling software or technology solutions into the insurance industry
- A proven track record of consistently meeting or exceeding sales targets in previous roles, specifically where targets have included net new logo requirements
- Strong hunting capabilities with the ability to not just close deals but to develop a pipeline of new sales opportunities from origination of leads and education of prospects on the product offering to create interest and urgency
- Knowledge of the US insurance industry, understanding of common pain points in this industry and a strong network within US insurance agencies, carriers and MGAs
- Exceptional verbal and written communication skills with the ability to capture the attention of prospects, learn and speak their industry-specific language, understand and reflect their needs and challenges, communicate technical concepts in a digestible format and effectively manage objections
- A strong technical fluency with the comfort and previous experience to drive solutions conversations and demo meetings
- Previous experience managing contract negotiation process, engaging to support in scoping as needed
- A keen sense of curiosity that pushes you to constantly learn and seek knowledge that will help you better understand your clients and effectively better manage sales conversations

If you need accommodations during the hiring process, let us know at any time and we’ll make sure you’re set up for success.

## What’s in it for you?

We’re looking for the best of the best to join our team and in return, we invest in the things that are important to our team members including:

- 4 weeks of vacation for all employees to give you the time away from work you need
- Unlimited and flexible time off to help you rest and recover when you’re sick or to manage things that come up in your personal life
- Remote-first work environment that gives you the flexibility to work wherever you’re most productive
- $1,000 annual professional development budget so you can pursue growth in the areas related to your career goals
- Competitive total compensation package across salary, variable compensation and benefits
- A culture that focuses on collaboration, transparency and communication and that prioritizes employee feedback as we continue

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