Account Executive - Mid Market at AISquared

<p data-start="225" data-end="246"><span style="font-family: tahoma, arial, helvetica, sans-serif;"><strong data-start="225" data-end="246">Position Overview</strong></span></p> <p data-start="248" data-end="1014"><span style="font-family: tahoma, arial, helvetica, sans-serif;">We are seeking a dynamic and results-driven Strategic Account Executive to focus on acquiring new customers and expanding our market presence in the mid-market segment. In this role, you will focus on helping organizations adopt and leverage our cutting-edge data, AI, and analytics platform to transform their business. You will own the entire sales cycle, from prospecting to closing, and work closely with technical and business stakeholders to deliver innovative, high-value solutions. This role is pivotal in driving revenue growth by identifying, targeting, and closing new business opportunities. The ideal candidate thrives on building relationships, navigating complex sales cycles, and delivering tailored solutions that address prospective clients' needs.</span></p> <p data-start="1021" data-end="1045"><span style="font-family: tahoma, arial, helvetica, sans-serif;"><strong data-start="1021" data-end="1045">Key Responsibilities</strong></span></p> <ul data-start="1047" data-end="2819"> <li style="font-family: tahoma, arial, helvetica, sans-serif;" data-start="1047" data-end="1213"> <p data-start="1049" data-end="1213"><span style="font-family: tahoma, arial, helvetica, sans-serif;"><strong data-start="1049" data-end="1078">New Business Development:</strong><span class="Apple-converted-space">&nbsp;</span>Proactively identify and pursue prospects and new business opportunities to secure new logos, expanding the company’s customer base.</span></p> </li> <li style="font-family: tahoma, arial, helvetica, sans-serif;" data-start="1214" data-end="1399"> <p data-start="1216" data-end="1399"><span style="font-family: tahoma, arial, helvetica, sans-serif;"><strong data-start="1216" data-end="1237">Solution Selling:</strong><span class="Apple-converted-space">&nbsp;</span>Use a consultative approach to understand prospective clients’ business challenges and articulate the value of our platform in solving their data and AI needs.</span></p> </li> <li style="font-family: tahoma, arial, helvetica, sans-serif;" data-start="1400" data-end="1581"> <p data-start="1402" data-end="1581"><span style="font-family: tahoma, arial, helvetica, sans-serif;"><strong data-start="1402" data-end="1427">Executive Engagement:</strong><span class="Apple-converted-space">&nbsp;</span>Build relationships with senior decision-makers, including CIOs, CTOs, and data and business leaders, to establish trust and influence decision-making.</span></p> </li> <li style="font-family: tahoma, arial, helvetica, sans-serif;" data-start="1582" data-end="1711"> <p data-start="1584" data-end="1711"><span style="font-family: tahoma, arial, helvetica, sans-serif;"><strong data-start="1584" data-end="1608">Pipeline Management:</strong><span class="Apple-converted-space">&nbsp;</span>Build and manage a robust sales pipeline, ensuring consistent achievement of sales targets and KPIs.</span></p> </li> <li style="font-family: tahoma, arial, helvetica, sans-serif;" data-start="1712" data-end="1871"> <p data-start="1714" data-end="1871"><span style="font-family: tahoma, arial, helvetica, sans-serif;"><strong data-start="1714" data-end="1741">Prospecting &amp; Outreach:</strong><span class="Apple-converted-space">&nbsp;</span>Utilize various tools and strategies (e.g., cold outreach, networking, events) to engage potential customers and qualify leads.</span></p> </li> <li style="font-family: tahoma, arial, helvetica, sans-serif;" data-start="1872" data-end="2035"> <p data-start="1874" data-end="2035"><span style="font-family: tahoma, arial, helvetica, sans-serif;"><strong data-start="1874" data-end="1899">Consultative Selling:</strong><span class="Apple-converted-space">&nbsp;</span>Understand prospective clients' unique challenges and objectives, delivering tailored solutions that demonstrate clear value and ROI.</span></p> </li> <li style="font-family: tahoma, arial, helvetica, sans-serif;" data-start="2036" data-end="2192"> <p data-start="2038" data-end="2192"><span style="font-family: tahoma, arial, helvetica, sans-serif;"><strong data-start="2038" data-end="2065">Sales Cycle Management:</strong><span class="Apple-converted-space">&nbsp;</span>Manage the entire sales process, including prospecting, discovery, solution presentation, negotiation, and contract closing.</span></p> </li> <li style="font-family: tahoma, arial, helvetica, sans-serif;" data-start="2193" data-end="2369"> <p data-start="2195" data-end="2369"><span style="font-family: tahoma, arial, helvetica, sans-serif;"><strong data-start="2195" data-end="2219">Market Intelligence:</strong><span class="Apple-converted-space">&nbsp;</span>Stay informed about industry trends, competitors, and market conditions to identify opportunities and position the company’s offerings effectively.</span></p> </li> <li style="font-family: tahoma, arial, helvetica, sans-serif;" data-start="2370" data-end="2541"> <p data-start="2372" data-end="2541"><span style="font-family: tahoma, arial, helvetica, sans-serif;"><strong data-start="2372" data-end="2390">Collaboration:</strong><span class="Apple-converted-space">&nbsp;</span>Partner with marketing, product, and other internal teams to create compelling go-to-market strategies and ensure smooth onboarding for new clients.</span></p> </li> <li style="font-family: tahoma, arial, helvetica, sans-serif;" data-start="2542" data-end="2689"> <p data-start="2544" data-end="2689"><span style="font-family: tahoma, arial, helvetica, sans-serif;"><strong data-start="2544" data-end="2560">CRM Mastery:</strong><span class="Apple-converted-space">&nbsp;</span>Maintain accurate records of prospect interactions, sales activities, and progress in CRM systems (e.g., Salesforce, HubSpot).</span></p> </li> <li style="font-family: tahoma, arial, helvetica, sans-serif;" data-start="2690" data-end="2819"> <p data-start="2692" data-end="2819"><span style="font-family: tahoma, arial, helvetica, sans-serif;"><strong data-start="2692" data-end="2716">Metrics &amp; Reporting:</strong><span class="Apple-converted-space">&nbsp;</span>Consistently achieve or exceed sales quotas and report on progress, pipeline, and forecast accuracy.</span></p> </li> </ul> <p data-start="2826" data-end="2844"><span style="font-family: tahoma, arial, helvetica, sans-serif;"><strong data-start="2826" data-end="2844">Qualifications</strong></span></p> <p data-start="2846" data-end="2927"><span style="font-family: tahoma, arial, helvetica, sans-serif;"><strong data-start="2846" data-end="2859">Location:</strong><span class="Apple-converted-space"> Remote but with a high preference to </span>candidates located within the NYC &amp; Chicago metro area(s)</span></p> <p data-start="2929" data-end="3121"><span style="font-family: tahoma, arial, helvetica, sans-serif;"><strong data-start="2929" data-end="2943">Experience</strong></span><br data-start="2943" data-end="2946"><span style="font-family: tahoma, arial, helvetica, sans-serif;">10+ years in sales or business development, with a proven track record of acquiring new clients, preferably selling SaaS, data, AI, or analytics solutions into the mid-market.</span></p> <p data-start="3123" data-end="3215"><span style="font-family: tahoma, arial, helvetica, sans-serif;"><strong data-start="3123" data-end="3136">Education</strong></span><br data-start="3136" data-end="3139"><span style="font-family: tahoma, arial, helvetica, sans-serif;">Bachelor’s degree in business, marketing, or a related field; MBA is a plus.</span></p> <p data-start="3222" data-end="3232"><span style="font-family: tahoma, arial, helvetica, sans-serif;"><strong data-start="3222" data-end="3232">Skills</strong></span></p> <ul data-start="3234" data-end="4218"> <li style="font-family: tahoma, arial, helvetica, sans-serif;" data-start="3234" data-end="3379"> <p data-start="3236" data-end="3379"><span style="font-family: tahoma, arial, helvetica, sans-serif;">Strong prospecting and lead generation expertise, including cold calling, outbound email, LinkedIn/social selling, and event-based networking</span></p> </li> <li style="font-family: tahoma, arial, helvetica, sans-serif;" data-start="3380" data-end="3477"> <p data-start="3382" data-end="3477"><span style="font-family: tahoma, arial, helvetica, sans-serif;">Experience managing high-velocity mid-market sales cycles from first touch to signed contract</span></p> </li> <li style="font-family: tahoma, arial, helvetica, sans-serif;" data-start="3478" data-end="3591"> <p data-start="3480" data-end="3591"><span style="font-family: tahoma, arial, helvetica, sans-serif;">Ability to effectively qualify opportunities using structured methodologies (e.g., MEDDICC, BANT, or similar)</span></p> </li> <li style="font-family: tahoma, arial, helvetica, sans-serif;" data-start="3592" data-end="3718"> <p data-start="3594" data-end="3718"><span style="font-family: tahoma, arial, helvetica, sans-serif;">Excellent communication and storytelling skills, with the ability to present to both technical and non-technical audiences</span></p> </li> <li style="font-family: tahoma, arial, helvetica, sans-serif;" data-start="3719" data-end="3774"> <p data-start="3721" data-end="3774"><span style="font-family: tahoma, arial, helvetica, sans-serif;">Strong negotiation and objection-handling abilities</span></p> </li> <li style="font-family: tahoma, arial, helvetica, sans-serif;" data-start="3775" data-end="3849"> <p data-start="3777" data-end="3849"><span style="font-family: tahoma, arial, helvetica, sans-serif;">Comfort running product demos and solution presentations independently</span></p> </li> <li style="font-family: tahoma, arial, helvetica, sans-serif;" data-start="3850" data-end="3936"> <p data-start="3852" data-end="3936"><span style="font-family: tahoma, arial, helvetica, sans-serif;">Experience selling consultative, value-based solutions with clear ROI articulation</span></p> </li> <li style="font-family: tahoma, arial, helvetica, sans-serif;" data-start="3937" data-end="4039"> <p data-start="3939" data-end="4039"><span style="font-family: tahoma, arial, helvetica, sans-serif;">Familiarity with SaaS business models, subscription-based pricing, and expansion/upsell strategies</span></p> </li> <li style="font-family: tahoma, arial, helvetica, sans-serif;" data-start="4040" data-end="4132"> <p data-start="4042" data-end="4132"><span style="font-family: tahoma, arial, helvetica, sans-serif;">Strong working knowledge of CRM systems, pipeline management, forecasting, and reporting</span></p> </li> <li style="font-family: tahoma, arial, helvetica, sans-serif;" data-start="4133" data-end="4218"> <p data-start="4135" data-end="4218"><span style="font-family: tahoma, arial, helvetica, sans-serif;">Ability to manage multiple deals in parallel while maintaining accuracy and speed</span></p> </li> </ul> <p data-start="4225" data-end="4239"><span style="font-family: tahoma, arial, helvetica, sans-serif;"><strong data-start="4225" data-end="4239">Attributes</strong></span></p> <ul data-start="4241" data-end="5001"> <li style="font-family: tahoma, arial, helvetica, sans-serif;" data-start="4241" data-end="4326"> <p data-start="4243" data-end="4326"><span style="font-family: tahoma, arial, helvetica, sans-serif;">Highly motivated, target-driven professional who takes full ownership of outcomes</span></p> </li> <li style="font-family: tahoma, arial, helvetica, sans-serif;" data-start="4327" data-end="4401"> <p data-start="4329" data-end="4401"><span style="font-family: tahoma, arial, helvetica, sans-serif;">Results-oriented with a healthy competitive edge and a bias for action</span></p> </li> <li style="font-family: tahoma, arial, helvetica, sans-serif;" data-start="4402" data-end="4478"> <p data-start="4404" data-end="4478"><span style="font-family: tahoma, arial, helvetica, sans-serif;">Self-starter who thrives in autonomy and doesn’t need to be micromanaged</span></p> </li> <li style="font-family: tahoma, arial, helvetica, sans-serif;" data-start="4479" data-end="4565"> <p data-start="4481" data-end="4565"><span style="font-family: tahoma, arial, helvetica, sans-serif;">Resilient and persistent — handles rejection without losing momentum or confidence</span></p> </li> <li style="font-family: tahoma, arial, helvetica, sans-serif;" data-start="4566" data-end="4631"> <p data-start="4568" data-end="4631"><span style="font-family: tahoma, arial, helvetica, sans-serif;">Organized, detail-oriented, and disciplined in follow-through</span></p> </li> <li style="font-family: tahoma, arial, helvetica, sans-serif;" data-start="4632" data-end="4697"> <p data-start="4634" data-end="4697"><span style="font-family: tahoma, arial, helvetica, sans-serif;">Curious, coachable, and always looking to improve performance</span></p> </li> <li style="font-family: tahoma, arial, helvetica, sans-serif;" data-start="4698" data-end="4762"> <p data-start="4700" data-end="4762"><span style="font-family: tahoma, arial, helvetica, sans-serif;">Adaptable and flexible in evolving, high-growth environments</span></p> </li> <li style="font-family: tahoma, arial, helvetica, sans-serif;" data-start="4763" data-end="4829"> <p data-start="4765" data-end="4829"><span style="font-family: tahoma, arial, helvetica, sans-serif;">Strong sense of accountability, professionalism, and integrity</span></p> </li> <li style="font-family: tahoma, arial, helvetica, sans-serif;" data-start="4830" data-end="4912"> <p data-start="4832" data-end="4912"><span style="font-family: tahoma, arial, helvetica, sans-serif;">Collaborative team player who also knows how to run their own book of business</span></p> </li> <li style="font-family: tahoma, arial, helvetica, sans-serif;" data-start="4913" data-end="5001"> <p data-start="4915" data-end="5001"><span style="font-family: tahoma, arial, helvetica, sans-serif;">Comfortable with ambiguity and able to make smart decisions with limited information</span></p> </li> </ul>