- Company Name
- PlayPlay
- Job Title
- Account Executive
- Job Description
-
**Job Title**
Account Executive
**Role Summary**
Drive the growth of the mid‑market segment (250‑10,000 employees) for a SaaS video‑creation platform. Own a portfolio of ~100 accounts, generating and closing new revenue while expanding and renewing existing clients. Collaborate closely with outbound/inbound SDRs, Customer Success, and international teams to deliver a seamless sales experience and achieve quarterly ARR targets.
**Expectations**
- Minimum 2 years in SaaS inside/BDR sales with proven pipeline and quota attainment.
- Strong prospecting, qualification and closing skills using MEDDIC, BANT or equivalent.
- Ability to manage full sales cycle, deliver high‑quality demos, negotiate contracts, and secure signatures.
- Results‑oriented, self‑motivated, and resilient in a fast‑moving startup‑style environment.
**Key Responsibilities**
1. **Pipeline Generation** – Build and maintain a robust funnel through calling, email sequences, LinkedIn Sales Navigator, and in‑person events.
2. **Lead Qualification & Handoff** – Evaluate pre‑qualified leads (BDR/SDR) using BANT/MEDDIC and move qualified prospects into the close pipeline.
3. **Sales Cycle Management** – Conduct discovery calls, demos, proposal creation, negotiation, and close deals; manage all documentation and contract administration.
4. **Account Expansion & Retention** – Identify upsell/expand opportunities, collaborate with CS on expansion strategies, and support retention initiatives.
5. **Account Planning** – Develop tiered account plans (A & B), map org structures, maintain ICPs, track KPIs, and adjust strategies with squad.
6. **Cross‑Team Collaboration** – Coordinate with BDR, SDR, CS, and product teams to share insights, provide customer feedback, and contribute to global sales strategy.
7. **Market & Event Engagement** – Attend relevant trade shows, conferences, and client events to boost brand presence and capture new opportunities.
**Required Skills**
- Sales methodologies: MEDDIC, BANT, SPIN, or similar.
- Prospecting & lead generation (cold calling, email, LinkedIn).
- CRM mastery (e.g., Salesforce, HubSpot).
- Negotiation, objection handling, and closing skills.
- Strong oral and written communication; ability to tailor messaging to technical and non‑technical stakeholders.
- Team player with cross‑functional collaboration experience.
- Data‑driven mindset; comfortable using metrics to prioritize activities.
**Required Education & Certifications**
- Bachelor’s degree in Business, Marketing, Communications, or a related field (required).
- SaaS sales experience is mandatory; Salesforce or similar platform certification is a plus.