Sales Account Executive (SaaS - Mid-Market - Expansion)

In this Account Executive role, you'll focus on expansion sales, nurturing relationships with existing customers to uncover new ways our solutions can simplify their data and boost their performance. You'll guide customers through the full sales process with confidence, showcase the value of our products in live demos, and ensure their long-term success with Phocas.,

• Proactively engage existing customers through various channels to identify opportunities for upselling and cross selling to achieve/exceed monthly sales quotas - You'll love getting out there, building relationships and building revenue
• Expand Revenue Opportunities: Analyse customer accounts to evaluate pain points, identify untapped potential, and propose Phocas solutions to address their needs.
• Articulating the value of Phocas' solutions and applications, preparing and delivering customized demo/ presentations to key decision makers to get buy-in.
• Accurately forecast sales activity and revenue achievement.
• Understand industry segments served and keep abreast of development in the market and/or region.
• Stay current with Phocas software, system information, new features/enhancements and product offerings.
• Attend trade shows and other industry events to showcase Phocas products/ solutions.
A bit about us to see if we're your kind of good time: We're a business planning and analytics company on a mission to make people feel good about data. We've been hard at it for 20 years, helping 2,300 companies turn complex business data into performance boosting results. Despite our global status of 300 world-class humans, we've held on to our start-up roots. The result is a workplace that's fast, exciting and designed for fun. Whether you want to try out new sales tactics, lead a project, champion wellness, or spend more with the kids, you'll have our full support. As long as you're doing what makes you happy, the rest falls into place. Create your happy place!, This role offers the convenience of remote work, but is only available to candidates based in the UK. You will have the flexibility to attend company meetings or events at our Coventry office in the Midlands and/or customer sites when necessary. To find out more, please apply and our Talent Team will get in touch to discuss this exciting opportunity further. We are a 2024 Circle Back Initiative Employer - we commit to respond to every applicant. Phocas is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, colour, religion, sex, national origin, sexual orientation, gender identity, disability and protected veterans status or any other characteristic protected by law. No Recruitment Agencies, thank you! Phocas Software request that recruitment agencies do not speculatively submit CVs to any employee or associate of our company unless explicitly asked to do so by our Talent Team. Any CVs sent to any member of our team on a speculative basis will not be recognised and we will not accept liability for any fee or commission should we subsequently employ a candidate who applied to us directly or was introduced by an instructed agency that may also have been submitted speculatively by an uninstructed agency. In the event that an agency's correspondence includes a disclaimer indicating otherwise, our policy will prevail. #LI-EB1 #LI-Remote


• Strong needs analysis, positioning, business justification and closing skills.
• Experience of managing and closing concurrent sales-cycles.
• Track record of over-achieving quota in past positions.
• Be a pro-active self-starter
• Experience of SaaS, ERP or similar (ideally in the mid-market B2B space), Degree qualified, or relevant work experience
• 3+ years previous quota-carrying sales experience, ideally with software-based solutions and B2B environment.
• Be driven and pro-active in a high-velocity sales environment.
• Experience working with CRM systems, such as Salesforce or HubSpot.
• Ability to listen and apply new learnings internally/ externally.
• Willingness to learn tools and workflows that will help generate leads.
• Ability to travel 15-25% of the time (domestic & international travel).
• Experience in business intelligence, accounting technology and/or ERP solutions.
• Previous Sales Methodology (SPIN, Challenger, Force, MEDDIC) training highly desired.
Desirable
• Prior experience with HubSpot preferred.
• Prior experience selling and/or working within our target markets, such as Manufacturing, Distribution, Retail, Services, etc.
  
  As a high-growth tech company selling software in a competitive global market, the work is not easy. But it's interesting and super fun. It will test you and stretch you in ways you never expected. It's what our sales team love about the work. Because it gives meaning to their roles. Oh, and did we mention it was fun?