About the role
The core responsibilities for the job include the following:
Strategic Account Prospecting:
- Research and identify accounts that fit the company's ICP and have a strong potential use case.
- Develop an understanding of an organization's business model, customer service operations, technology landscape, growth priorities, and potential pain points.
- Identify the right personas and buying stakeholders within target accounts.
- Build account maps and identify opportunities to multi-thread across functions and seniority levels.
- Prioritize accounts based on potential business value, use-case fit, buying signals, and organizational context.
Account Penetration and Multi-Channel Outreach:
- Develop account-specific outreach strategies rather than relying solely on standardized sequences.
- Build relationships with multiple stakeholders within an account.
- Follow up intelligently based on prospect behavior, business context, and previous interactions.
- Find creative ways to open doors within difficult-to-penetrate enterprise accounts.
Consultative Prospecting:
- Lead conversations with curiosity and a business-problem-first mindset.
- Understand a prospect's current processes, challenges, priorities, and desired outcomes.
- Ask thoughtful discovery questions rather than simply delivering a product pitch.
- Identify whether the company's capabilities are relevant to the prospect's business problem.
- Clearly articulate relevant use cases and create enough value in the initial conversation to earn the next meeting.
Pipeline Generation:
- Generate qualified meetings and opportunities for the sales team.
- Own prospecting activity and pipeline creation against defined targets.
- Maintain a healthy pipeline of accounts and prospects across different stages of engagement.
- Track and document prospect interactions, account intelligence, qualification information, and next steps in the CRM.
- Continuously test and refine messaging, channels, personas, and account strategies based on results.
Sales and Market Intelligence:
- Work closely with account executives, sales leadership, and marketing to refine ICP and prospecting strategies.
- Provide feedback on market response, objections, competitive positioning, and emerging use cases.
- Identify patterns across successful and unsuccessful outreach.
- Contribute to improving the company's outbound playbooks, messaging, qualification frameworks, and account-selection methodology.
Requirements:
- 3-5 years of experience in B2B SaaS sales/business development/inside sales.
- Experience prospecting into mid-market or enterprise accounts.
- Demonstrated ability to research accounts and identify relevant stakeholders.
- Experience with account penetration, multi-threading, and stakeholder mapping.
- Strong understanding of consultative selling and discovery-led conversations.
- Ability to understand business problems and connect them to relevant technology solutions.
- Strong written and verbal communication skills.
- Comfortable speaking with senior stakeholders and business decision-makers.
- Experience working with CRM and sales intelligence/prospecting tools.
- Strong ownership, discipline, and ability to work against pipeline/revenue-oriented targets.
Preferred:
- Experience selling conversational AI, contact center AI, customer experience technology, automation, or related SaaS solutions.
- Experience selling into healthcare, healthcare technology, BPO, contact centers, or other high-volume customer interaction environments.
- Experience with enterprise sales cycles and complex buying groups.
- Experience building account-based prospecting strategies.