The Mid-Market AE will sell our software to small and medium-sized businesses. They will source new customers through outbound efforts and through attending industry trade shows, and they will work on upselling existing clients.

Responsibilities:

Account Management: Own and manage a portfolio of accounts, including identifying growth opportunities, expanding existing customer ARR, and ensuring client success.

Business Development: Conduct outbound calls and emails to generate new business, and proactively identify opportunities to close net new customers. Manage the full sales cycle from initial contact to close.
Sales skills: Conduct comprehensive discovery calls to understand prospect needs and pain points. Deliver compelling product demonstrations and presentations.
Sales Strategy: Collaborate with Sales Development Representatives (SDRs) and Marketing to follow up on leads for pest control, lawn care, and HVAC companies.
Trade Show Engagement: Attend relevant trade shows and industry events to network, generate leads, and build lasting relationships with potential customers. This will require travel around 2-4 times per quarter.
Consultative Selling: Provide consultative sales expertise to identify client needs and deliver tailored solutions that drive measurable value, from streamlining technician efficiency to improving customer retention.
Pipeline Management: Maintain a robust pipeline of qualified prospects and forecast accurately using Applause's CRM tools.
Cross-functional Collaboration: Work closely with Customer Success, Product, and Marketing teams to ensure a seamless customer journey and maximize client satisfaction.

Requirements

Experience: 2+ years of B2B software sales experience. A bonus if a candidate has experience in the field services space (pest control, lawn care, HVAC, or other home services industries).
Sales Acumen: Demonstrated ability to manage sales cycles, negotiate contracts, and close deals. Proven track record of consistently meeting or exceeding sales quotas.
Communication Skills: Exceptional verbal and written communication skills with the ability to articulate value propositions and build trust with senior decision-makers.
Adaptability: Ability to thrive in a fast-paced, high-growth startup environment, with a willingness to take ownership and adapt to evolving strategies.
Education: Bachelor’s degree in Business, Marketing, or related field (preferred but not required)
Technology: Experience with the following sales tools: Hubspot, Apollo, LinkedIn, Etc (preferred but not required)

Preferred Qualifications:

Experience selling to SMB technical service providers
Startup or high-growth company experience
History of exceeding quota in a prospecting-focused role

Benefits

Account Executive, Mid-Market

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