Senior Enterprise AE

Written By Max Spanier

Rebates, market development funds, special pricing agreements. In the U.S. alone, these B2B trading agreements add up to trillions of dollars every year.

We call this the deal economy and we’re rethinking how it operates.

Rebate management has long been stuck in the dark ages: a frustrating mess of legacy systems, paper, and spreadsheets.

We imagine a world where B2B rebate deals are liberated from the pain of time-consuming, inefficient tools and siloed processes and turned into effective and strategic tools that drive focus and collaboration between trading partners.

So, we built just that, democratizing B2B deals and rebates, with cloud-based software that’s accessible, affordable and usable by every distributor, manufacturer and retailer.

Are you happy with the status quo or would rather go disrupt a TRILLION-dollar industry?

Disruptors…read on.

Our client is the SaaS pioneer for the deal economy measured at over $1 trillion of B2B rebate funds poorly managed and executed through the supply chain. Our software helps companies acquire, retain, and better serve customers by working collaboratively with their trading partners using intelligent joined-up plans and incentive programs.

customers have set up thousands of B2B rebate deals on over $30bn of sales and purchases, and have invited more than 3000 trading partners to the platform to review and collaborate on those deals. Customers include distributors, manufacturers, retailers, and buying groups from across North America and Europe.

We are rapidly scaling the business and extending our reach.

The successful candidate will build on our success to date, accelerating the company’s adoption within the market in North America and creating the important building blocks for future growth. This is a remote position open to candidates in the United States.

What about you?

    • You have a track record in enterprise B2B software sales, preferably SaaS, with proven success through doing the simple things well.

    • You understand the importance of aggressively pursuing outbound activity to build pipeline.

    • You take full responsibility for your KPIs and are acutely aware of what it takes on a daily, weekly, and monthly basis to build a territory.

    • You are inquisitive with a thirst for knowledge and a willingness to spend time learning all aspects of a company’s product, customer pain points, and value-based selling.

    • You are operationally strong and can demonstrate a good understanding and appreciation for all the sales tools at your disposal.

    • You are a self-starter and do not need day-to-day management while responding well to clear direction and remote working practices.

More specifically, you will:

    • Let’s get this one out the way immediately – hit your quota!

    • Achieve your weekly prospecting activity goals.

    • Spearhead new growth and adoption of accounts of $1B+ and above.

    • Build pipeline in alignment with your annual quota.

    • Demonstrated understanding and willingness to engage across the full sales lifecycle: prospecting, qualifying, consultative selling, value selling, presenting/demonstrating, developing proposals, overcoming objections, and closing deals.

    • Quickly become knowledgeable on the Company’s product with an ability to demonstrate it in alignment with a prospect’s pain points.

    • Adhere to the company’s operational framework ensuring all sales tools are leveraged effectively and data entry/reporting requirements are met.

    • Leverage and coordinate cross-functional internal teams (internal marketing, sales development, pre-sales, customer success) to efficiently navigate complex sales cycles.

    • Ensure effective customer onboarding and long-term success through collaborating with the Customer Success team.

    • Develop post-sale account plans identifying expansion and referral opportunities in collaboration with Customer Success.

    • Be a good corporate citizen and willing to embrace the company’s values of Growth, Mastery, Knowledge, Dependability, Order, and Industry.

Required Skills and Experience

    • 4+ years of direct full sales cycle experience selling enterprise B2B software, preferably SaaS ERP, finance, CRM, procurement, or adjacent sectors

    • Excellent presentation skills

    • Ability to interact and influence at all levels through to C-level

    • Track record of meeting/exceeding sales targets

    • Professional and effective written and oral skills

Personal Characteristics

    • A self-starter and able to operate without close oversight

    • Creative, entrepreneurial, and highly passionate about sales

    • Ambitious, aspirational with a strong work ethic

    • Excellent analytical and problem-solving skills

    • Great communicator with an ability to quickly establish rapport

    • Customer-centric and recognize the need for customer success

Max Spanier
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Enterprise AE (remote)