Pod Leader, Corporate Strategic Sales

Location: Remote US

Reports to: Senior Director, Corporate Strategic Sales 

About the Team:

The Corporate Strategic Sales team focuses on the global growth & expansion of the Top 120 customers headquartered in each region of the world. Working collaboratively within a Pod of other sales professionals, the team is focused on delivering best-in-class sales execution & customer experience through building executive-level relationships and constructing business cases to support Enterprise deployments of AlphaSense. 

About the Role: 

We are looking for an experienced, entrepreneurial, driven and accomplished strategic new business sales professional to join our growing Corporate Sales team. Global Strategic Account Leaders are ultimately tasked with accelerating growth at some of Alpha-Sense’s largest & highest potential accounts globally. 

Responsibilities will include building & aligning the strategy, collaborating and marshaling cross-functional resources, establishing key relationships at the top of the organization, and delivering a mature value-based strategic sales motion while Regional Account Executives within your pod execute a bottoms-up strategy. With a track record of sales success, you’ll focus on selling to the largest international companies headquartered in the US. As a player-coach, this role offers a combination of owning & driving the largest Enterprise deals with leading the strategy & execution of a team of Regional Account Executives and cross-functional partners to pioneer the future of go-to-market for AlphaSense. This is a high-activity, high-accountability role. While you're working within a strategic account framework, you'll be running a meaningful volume of outbound touches, cold calls, and proactive prospecting into pre-existing strategic accounts

In your first six months, you'll embed within an existing Pod, learning how our Strategic team operates, our account planning rhythms, and the velocity of our sales motion. This will provide the opportunity to build genuine relationships with the team and understand what great looks like here so when you step into leading your own Pod, you're doing so with context and momentum already behind you.

Who You Are:

• An Accomplished Sales Professional: You have previous experience owning a book of new business, ideally within the Strategic or Major Accounts segment, a strong track record of success in a SaaS sales environment leveraging value-based enterprise selling techniques to strategically drive value to customers and close multi-million dollar deals.
• Strategic Mindset: You have experience co-creating a vision with your customers and building a plan to work backwards from what success looks like to drive towards growth & customer value
• Comfortable with volume: You've operated in environments where consistent outbound activity, including cold-calling, is part of your daily rhythm. You're comfortable picking up the phone and see proactive outreach as a core part of how you operate.
• Account Leader: You have experience inspiring & leading cross-functional partners to execute on a greater vision, collaborating on complex problems, and enjoy getting into the details of the deals to figure out a path to win.
• Hard-working and possess a ‘never give up’ attitude: We have a highly motivated team and a winning culture. We look for people who possess a natural tenacity and desire to succeed.
• Strong Communicator: You have the skills necessary to explain complex business data and concepts to a non-research audience. You’re a storyteller with the ability to communicate present and future value to folks at all levels within an organization, internally and externally.
• Hunter: You are constantly working to drive pipeline through your own efforts, in addition to the support of our SDR, Marketing, and Account Management teams.
• Intellectually Curious: You know the right questions to ask and how to uncover business challenges at all levels of an organization.
• Coachable:  You will have the opportunity to advance your career through robust training and development programs at AlphaSense. An openness to feedback and desire for constant improvement is key to success here.
• Tenacious: You thrive in environments where you can be creative to get things done! 

What You’ll Do: 

• Take responsibility for the strategy and end-end sales processes of 5-10 global accounts in your territory while leading a team of AEs focused on the growing relationships with AlphaSense’s largest & highest potential customers, targeting the expansion of value within Corporate Strategy, Competitive Intelligence, Business Development, and M&A.
• Create and execute a vision & strategy to align & inspire your team and cross-functional partners to expand your book of business by 50%+ year-over-year through upsell, cross-sell, and new product integration driving value for customers and the business.
• Become an industry expert on corporate customer needs and use cases, market dynamics, company capabilities, competitive landscape, and product differentiation.
• Execute strategic sales strategies with excellence. This involves effectively planning, conducting thorough research, preparing for meetings, building & nurturing executive relationships, constructing compelling business cases, managing deals successfully, and serving as a role model to elevate the performance of your team, ultimately exceeding sales targets.
• Partner with our SDR & Marketing teams to create prospecting plans, ABM campaigns, and drive pipeline. 
• Forecast accurately and help the team develop the necessary pipeline to meet/exceed their quota
• Work closely with Account Management to ensure customer health throughout the contract term, and identifying opportunities for expansion & executive relationship building