About the role
Role overview
- Single point of contact end to end: outbound prospecting, discovery, demo, pricing, negotiation, procurement and close, then ongoing activation, expansion and renewal
- Own a combined territory of net-new outbound accounts and an existing Tier 1/Tier 2 book [size to confirm with RevOps — dedicated MM AE territories run 600+ accounts, dedicated AM books are smaller and higher-touch; expect a reduced blended number here]
- Partner closely with Sales Development Managers on outreach for the new-business side, and with Customer Success, Support and Product on the account-management side
- Based in Bangalore, open to in-office presence once office opens
- Manage the entire sales process, new and existing, from first touch through discovery, demonstration, pricing, negotiation, procurement, legal and close, inside an average cycle of 60 days or less
- Generate the large majority of new-business pipeline through outbound prospecting into your territory, and manage the pipeline surfaced from within your existing book
- Run 4 or more meetings per day and 20 or more per week, combined across new-business and account-management work
- Develop a pipeline that is majority self-sourced through outbound on the new-business side [confirm target mix — dedicated MM AE benchmark is 90% net-new outbound; AM benchmark blends inbound and account planning], and consistently hold 3x pipeline coverage based on a 40% win rate
- Achieve and exceed monthly and quarterly quotas for new-business bookings and net revenue retention
- Own your schedule across research, initial meetings, platform demos, CRM hygiene, escalations, follow-up meetings, business reviews and pricing calls
- Conduct customer meetings and account touches at a pace to be set by RevOps
- Use a data-driven approach to tier your account list, both for new-business targeting and for identifying top expansion and at-risk accounts within your book
- Run consultative discovery, asking layered questions and tying findings back to business outcomes, on new deals and existing accounts alike
- Communicate directly with Director and above contacts in Sales, Marketing and RevOps, and multi-thread across departments
- Partner with Sales Development Managers on strategic outreach campaigns for the new-business side
- Build detailed account plans for the top 20% of your book, focused on growth strategy and expansion opportunities
- Conduct in-depth analysis of existing accounts' product usage to identify activation and adoption opportunities
- Articulate a clear view of your combined pipeline, deals and renewals at each stage, and forecast within a 10% margin
- Apply AI tooling to your own workflow to compress research, prep and follow-up time across a broader scope of work than a single-motion seat
- Thrive in a competitive environment, embracing challenges, enjoying objection handling and using setbacks as fuel
- Thrive with a high level of ambiguity and change while maintaining a customer-centric approach at scale
- Take responsibility for successes and failures with a relentless drive to keep improving
- Be a self-starter who stays motivated through repeated objections and repeated no on the new-business side, and through slow-moving accounts on the existing-book side
- Sell as a team, proactively bringing leadership into deals and customer situations
- Bring genuine curiosity about sales technology, customer business models and industry trends
- Engage as your unique self in a diverse, inclusive and high-performing team
What we are looking for
- 3+ years of combined quota-carrying net-new closing and account management/expansion experience. Candidates with only one side of this (pure AE or pure AM) should show clear evidence of fast ramp on the other
- Top performer in current role, top 15% of the sales team, with stack rank known and nameable
- 100% or better attainment in at least three of the last four quarters, with an owned explanation for any miss
- 70% or more of new-business pipeline self-sourced through outbound [confirm target mix for the hybrid seat]
- Deal and book economics consistent with Mid-Market: cycle of 60 days or less, accounts of 250 to 1,000 employees
- A named consultative methodology applied day to day: MEDDIC, MEDDPICC, Sandler, Challenger or Command of the Message
- Experience selling to and managing relationships with Director and above buyers in Sales, Marketing or RevOps
- Experience working cross-functionally with Customer Success, Support, Marketing, Legal and Product teams
- Demonstrated use of AI tools to improve sales and account-management productivity
- Coachable, and demonstrably so: you take feedback inside the conversation, not after it
- Based in Bangalore, India