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About the role
- Account Executive responsible for targeting and nurturing customer relationships at Speak. Driving sales for AI-powered language learning solutions in a hybrid work model.
Responsibilities
- Create a territory plan to successfully focus on top targets for Speak solutions
- Create and manage a pipeline of Enterprise accounts from inbound and outbound activity to consistently meet or surpass sales targets
- Apply effective discovery and value-selling techniques to build and strengthen relationships with key decision-makers in both new and existing customers to drive new and upsell ARR
- Align with executives on business challenges and gain sponsorship for enterprise wide deployments for Speak solutions
- Conduct thorough analysis to create account plans that outline company priorities and initiatives, multi-threading at senior level to build on expansion opportunities
- Manage a book of business by tiering accounts and initiating techniques to drive upsell ARR
- Co-create with cross-functional partners (CSMs, SDRs, Marketing, Product) to expertly position Speak, drive deals forward and ensure customer success
- Leverage opportunities to advance executive-level relationships through in-person meetings and networking opportunities
- Able to analyze market data, adapt strategies, and contribute to sales and operational success
Requirements
- Proven experience closing new and upsell sales, over 5+ years, for an HR-focused software or SaaS business with a book of customers (>5000 FTEs), selling to executives
- Consistent performance meeting pipeline generation targets for net new business
- Demonstrated experience successfully managing complex sales cycles (3-12 months)
- A sales methodology and process that creates value for customers
- Exposure to today’s best AI Sales Tech stack tools
- Successful experience in full funnel selling - outbound process, SDR alignment, trial management, business case development, proposal management, negotiation, upsell planning, etc.
Benefits
- Join a fantastic, tight-knit team at the right time: we're growing very quickly, we've most recently raised our Series C from some of the top investors in the valley, and we've achieved product-market fit in our initial markets. You'd join at a magical time when a single person could significantly change the course of the company.
- Do your life's work with people you’ll love working with: we care strongly about our craft and want every person at Speak to feel like they're growing every day. We believe in the idea that working with people you both enjoy and have respect for makes everything better. We hire thoughtfully and only work with people we admire deeply.
- Global in nature: We're live in over 40 countries and launching in a number of new markets soon. We have dedicated offices in San Francisco, Ljubljana, Seoul, and Tokyo, and you’ll have the opportunity to talk to users in each of these regions on a regular basis as well as travel.
- Impact people's lives in a major way: Learning a language is one of the single most life-changing skills one can learn, and right now 99% of people never achieve their goal because the process is broken. We’re helping millions of people achieve their goals and improve their lives.
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