Elsevier
Enterprise Account Executive
CRM
Interfolio
SaaS
Edtech.com's Summary
Elsevier is hiring an Enterprise Account Executive. The role involves identifying and targeting strategic sales opportunities within hospitals and national government accounts, managing client evaluations, leading discovery calls, developing customized pitches and demonstrations, creating pricing proposals, and overseeing contract negotiations. The position requires collaboration with various teams to secure new business and contributes significantly to sales processes and company culture.
Highlights
- Identify and target strategic sales opportunities in hospitals and government accounts
- Collaborate with Sales Development Representatives, solution engineering, product management, and marketing teams
- Manage client evaluation process, lead discovery calls, and develop customized pitch decks and product demos
- Create pricing proposals and oversee client contract negotiations
- Master Challenger and Solution Selling methodologies
- Use Salesforce CRM and maintain data hygiene
- Demonstrate expertise in SaaS platforms, APIs, data security, and AI
- Required qualifications: 5+ years of top-performing SaaS sales experience, familiarity with Solution Selling and Challenger methodologies, proven track record of exceeding sales goals
- Benefits include comprehensive medical, dental, vision, 401(k) with match, wellness programs, family leave, and various insurance coverages
- Compensation ranges from $89,700 to $166,400 base, with total target cash from $138,000 to $256,000, subject to geographic differentials
Enterprise Account Executive Full Description
Account Executive, AE (Interfolio - Part of Elsevier)
Are you a top-performing SaaS sales representative?
Do you have the technical acumen to discuss SaaS platforms, APIs, data security, and AI?
About Our Team
A global leader in information and analytics, we help researchers and healthcare professionals advance science and improve health outcomes for the benefit of society. Building on our publishing heritage, we combine quality information and vast data sets with analytics to support visionary science and research, health education and interactive learning, as well as exceptional healthcare and clinical practice. At Elsevier, your work contributes to the world's grand challenges and a more sustainable future. We harness innovative technologies to support science and healthcare to partner for a better world.
About The Role
As an Account Executive at Interfolio, you will identify and target strategic sales opportunities within hospitals and national government accounts nationwide. Your responsibilities will include collaborating with Sales Development Representatives (SDRs), solution engineering, product management, and marketing teams to secure new business.
In this role, you will manage the client evaluation process, lead discovery calls, identify suitable modules to propose, and develop customized pitch decks and product demonstrations. You will also create pricing proposals and oversee client contract negotiations. We expect our Account Executives to significantly contribute to our sales processes and departmental culture, leveraging their expertise as the industry evolves.
Responsibilities
- Mastering the Challenger and Solution Selling methodologies.
- Becoming an expert in your territory by understanding market trends and conducting relevant research.
- Identifying and targeting key contacts within hospitals and government accounts.
- Create a territory plan to maximize pipeline development and ensure process efficiency.
- Developing compelling messaging and engagement strategies to initiate new conversations, generate leads, and create opportunities.
- Demonstrating the Interfolio platform and its offerings to diverse audiences effectively.
- Communicating and selling value to key partners.
- Utilizing data as a strategic tool to manage your book of business.
- Maintaining detailed records and uphold Salesforce hygiene.
- Representing Interfolio at conferences and networking events.
Requirements
- Have 5+ years of experience as a top-performing SaaS sales representative.
- Display proficiency with Salesforce as a CRM.
- Have familiarity with Solution Selling and Challenger methodologies.
- Display a demonstrated track record of exceeding sales goals.
- Experience working with or providing services to hospitals and government accounts.
- Have technical acumen to discuss SaaS platforms, APIs, data security, and AI effectively.
- Able to thrive in a dynamic, fast-paced environment while leveraging resources within a large organization.
- Able to travel as needed for business purposes such as conferences and territory-based travel.
Work in a way that works for you
We promote a healthy work/life balance across the organization. We offer an appealing working prospect for our people. With numerous wellbeing initiatives, shared parental leave and study assistance, we will help you meet your immediate responsibilities and your long-term goals.
- Working flexible hours - flexing the times when you work in the day to help you fit everything in and work when you are the most productive
Working for you
We know that your wellbeing and happiness are key to a long and successful career. These are some of the benefits we are delighted to offer
- Health Benefits: Comprehensive, multi-carrier program for medical, dental and vision benefits
- Retirement Benefits: 401(k) with match and an Employee Share Purchase Plan
- Wellbeing: Wellness platform with incentives, Headspace app subscription, Employee Assistance and Time-off Programs
- Short-and-Long Term Disability, Life and Accidental Death Insurance, Critical Illness, and Hospital Indemnity
- Family Benefits, including bonding and family care leaves, adoption and surrogacy benefits
- Health Savings, Health Care, Dependent Care and Commuter Spending Accounts
- Up to two days of paid leave each to participate in Employee Resource Groups and to volunteer with your charity of choice
About the Business
A global leader in information and analytics, we help researchers and healthcare professionals' advance science and improve health outcomes for the benefit of society. Building on our publishing heritage, we combine quality information and vast data sets with analytics to support visionary science and research, health education and interactive learning, as well as exceptional healthcare and clinical practice. At Elsevier, your work contributes to the world's grand challenges and a more sustainable future. We harness innovative technologies to support science and healthcare to partner for a better world.
U.S. National Base Pay Range: $89,700 - $166,400. Total Target Cash Range: $138,000 - $256,000. Geographic differentials may apply in some locations to better reflect local market rates.Pay mix between base and variable pay varies based on sales role; please discuss with the recruiter.
We know your well-being and happiness are key to a long and successful career. We are delighted to offer country specific benefits. Click here to access benefits specific to your location.
We are committed to providing a fair and accessible hiring process. If you have a disability or other need that requires accommodation or adjustment, please let us know by completing our Applicant Request Support Form or please contact 1-855-833-5120.
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We are an equal opportunity employer: qualified applicants are considered for and treated during employment without regard to race, color, creed, religion, sex, national origin, citizenship status, disability status, protected veteran status, age, marital status, sexual orientation, gender identity, genetic information, or any other characteristic protected by law.
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