Account Executive

Responsibilities:

• Own the business plan for acquiring new logo targets on our Strategic Account Executive team  

• Expand and grow new client accounts during first 12 months 

• Actively prospect for new opportunities within your assigned segment and act on inbound leads with urgency  

• Build and maintain a pipeline that is 4x annual quota target  

• Effectively manage the full sales-cycle, including contract generation and other deliverables required to close new business  

• Prioritize opportunities and coordinate internal Novara resources to provide the best client experience  

• Develop and execute a comprehensive territory plan  

• Use Salesforce to continuously update and maintain active deals for pipeline management, daily activity, and sales forecasting  

• Rapidly become proficient in the value proposition of Novara’s offering and demonstrate the ability to deliver that message in person, via webinar and by phone  

• Actively participate in team meetings, share best practices, and maintain a positive, team player attitude  

• Collaborate cross-functionally with Marketing, SDRs, SME/SCs, Product, Implementation, and Executive Team to maximize sales pipeline, bookings and provide feedback into long-term Novara strategy  

Knowledge, Experience, Requirements:

• Generally, 7+ years of quota carrying sales experience, particularly in a B2B SaaS environment  

• Experience selling into the manufacturing, construction, transportation, and/or energy industries a plus.   

• Experience selling a more complex sales cycle that always involves the C-Suite  

• Possess Grit, Discipline, and Competitive Drive  

• High intensity and drive to achieve immediate results, meeting and exceeding sales targets  

• Discovery Skills: can lead a conversation to uncover pain points and associated business impact, strong intellectual curiosity to uncover why buyers will buy and how to leverage that information  

• Presentation skills: can connect the dots and clearly communicate how the solution solves the customers’ pain points and provides a strong ROI.   

• Proficient working with modern tools and technologies, for example Salesforce, ZoomInfo, LinkedIn Sales Navigator, Gong, ChatGPT, Claude etc. as well as MS Office suite (including Outlook, Word, Excel and PowerPoint)  

• Positive attitude and a team player   

Success Criteria:

• Ambitious. You know how to define personal success and build a sales pipeline to get there. You’re always thinking ahead to the next sale.  

• Problem-Solver. When issues arise, you don’t stop looking for solutions until you have an answer. You’ll rely on peers and executives alike for advice to understand the people, systems, and process issues that may be holding your sale back.  

• Agile. The first answer isn’t always the best. You’ll find the right recommendations for your customers by collaborating with teammates.  

• Listener. Connect with prospects and recommend the right solutions by collaborating with sales engineers, EHS experts and client success. 

• Technical. You have used Salesforce and modern tech to support your efforts. 

Compensation:

Annual Base Salary Range of 115k-125k
Annual On Target Earnings of 230k-250k