SMB Account Executive

Job summary

Acquire new mid-sized business customers by prospecting, qualifying inbound and outbound leads, conducting discovery, and selling Procore solutions through negotiation and closing. Manage territory plans, customer and opportunity records in Salesforce, sales forecasts, and competitor knowledge while meeting sales targets and generating repeat business and referrals.

Job details

We’re looking for an SMB New Logo Account Executive to join Procore’s Sales team. In this role, you’ll apply an understanding of Procore’s products, sales methodology, processes, and prospecting techniques to acquire new strategic mid-sized customers that can benefit from Procore’s world-class project management tool for the construction industry. This position’s primary function is new account acquisition, where you’ll grow revenue with new product sales to our prospective leads. This includes following up on inbound leads, prospecting, qualifying, solution selling, negotiation, and closing. This position can be based in our Toronto, ON office. We are looking for candidates to join us immediately! What you'll do: Identify target accounts to source new business opportunities via cold calling, LinkedIn, email, etc. Develop and execute prospecting plans for territory development to establish rapport, build relationships, and create opportunities Network and research accounts, identify key players, generate interest and execute discovery calls to identify business outcomes and alignment with Procore benefits Timely follow up and qualification with new inbound leads generated by marketing Maintain accurate information within leads, opportunities, and accounts in Salesforce.com as your primary source of truth and system of record Maintain accurate and up-to-date forecasts; provide sales management with reports on sales activities and projects as requested Pursue and increase knowledge of key competitors to ensure that our value proposition is effectively communicated to customers Achieve or exceed monthly and quarterly sales targets Obtain repeat business, referrals, and references by applying an understanding of the unique requirements of your prospects What we’re looking for: BA/BS or equivalent experience preferred 2+ years of demonstrated successful software sales, preferably B2B Experience using a consultative, solution-based sales methodology desired Proven record of success in an inside sales and or outside sales based selling model Proven ability to build and manage pipeline and forecasting Excellent communication skills via telephone, virtual (Zoom) meetings and email with customers Resilient and able to thrive in a fast-paced sales environment Skilled in developing trusted relationships with new prospects and customers Proficiency in Microsoft Office products and online collaboration tools Experience with CRM and opportunity management systems, preferably Salesforce.com, GONG.io, and Outreach.io Additional Information Base Pay Range: 63,399.84 - 87,174.78 CAD Annual On Target Earning Range: 126,799.68 - 174,349.56 CAD Annual This role may also be eligible for Equity Compensation and/or Bonus Incentive Compensation. Procore is committed to offering competitive, fair, and commensurate compensation. Actual compensation will be based on a candidate’s job-related skills, experience, education or training, and location.

What you’ll do

Acquire new mid-sized business customers by prospecting, qualifying inbound and outbound leads, conducting discovery, and selling Procore solutions through negotiation and closing. Manage territory plans, customer and opportunity records in Salesforce, sales forecasts, and competitor knowledge while meeting sales targets and generating repeat business and referrals.

Requirements

A bachelor’s degree or equivalent experience is preferred, along with at least two years of successful software sales experience, preferably in B2B. Candidates should have consultative selling experience, a record of success in inside or outside sales, strong pipeline and forecasting skills, excellent communication and relationship-building abilities, resilience, and proficiency with Microsoft Office, collaboration tools, and CRM systems.

Listed skills

• Negotiation · Preferred
• Communication · Preferred
• Lead Qualification · Preferred
• Consultative Selling · Preferred
• Relationship Building · Preferred
• Salesforce · Preferred

Other relevant skills

Identified from the job description. Confirm important requirements above.

• B2B Software Sales
• New Account Acquisition
• Prospecting
• Lead Qualification
• Consultative Selling
• Solution Selling
• Negotiation
• Closing
• Pipeline Management
• Sales Forecasting
• Territory Development
• Relationship Building
• Account Research
• Salesforce
• Communication
• Competitor Analysis

Job areas

• Sales
• Construction
• Software

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