Account Executive (Mid Market)

| Austin

Your Team:

We’re an award-winning business, recently voted Best Small Companies in Austin! Brightpearl exists to automate retail so merchants can spend their time and money growing the business.

Brightpearl is designed for retailers and wholesalers and enables omnichannel merchants to manage the heart of their business easily from one single system. Over 1,200 businesses in 26 countries use our platform and we manage over 10m transactions and $3b of business a year. Brightpearl is a cloud platform which typically gets retail businesses up and running in less than 60 days - twice as fast as our competitors. We are increasing our investment across the teams to take us to the next level and we’re looking for proactive self-starters to hit the ground running on our Sales team.

Brightpearl’s US headquarters is in the heart of downtown Austin with a global headquarters in Bristol, UK.

About You:

The Account Executive is responsible for all new business, and upsell to existing customers, within a defined Territory. The role aligns to the customer journey – from their initial interest, through qualification, evaluation, solution scoping, negotiation, to closing. Successful customer journeys result in delighted customers who grow using Brightpearl, so you will also be responsible for upsell. You will manage the entire sales cycle and close new business from inbound and outbound generated leads. This includes managing an ecosystem of partners within the Territory, who are a key source of high quality leads. You will carry an individual sales quota with an expectation to meet and exceed this consistently, supported by an excellent team at Brightpearl.

You’ll help lead a geographically-defined Territory Team, working closely with a Business Development Represenatative (whose main role is to provide you with Sales Qualified Leads), Pre-Sales and Implementation Consultants (professional services who scope and implement our solution), the Customer Success Manager (who looks after our existing customers), and Marketing. This model is a crucial source of demand generation - happy customers advocate Brightpearl and help drive demand. You will report into the Regional Sales Director.

About the Role:

The successful candidate will be strongly self-motivated and outcome-driven, with a proven track record of managing and closing a pipeline of opportunities, and forecasting accurately. Excellent qualification, prioritization, organization and focus are essential in this role.

You will be extremely effective at building rapport over the phone with a range of senior decision makers. Your sales approach will ensure the customer is put first and you will be relentless in understanding the needs, pain points and desired outcomes of our prospects. You will be comfortable adopting a solution selling approach and be effective at communicating the value that Brightpearl’s platform and expertise brings to each customer's business. You must be technically proficient in understanding and demonstrating the platform to customers, and in public speaking (for example, at prospect events and industry meet-ups).

Your Day-to-Day Life:

  • Achieve/exceed a monthly sales quota and monthly pipeline goals (3x quota);
  • Adherence to the Brightpearl Sales Playbook;
  • Lead the Territory Team (through weekly meetings, and monthly meetings with marketing) to ensure the successful planning and execution of monthly events (online and in-person) for customers, partners, and prospects;
  • Develop and manage relationships with new prospects and existing customers;
  • Understand the desired outcomes, challenges and opportunities of prospects and develop solutions to meet their needs and exceed their expectations;
  • Manage the entire sales-cycle and present the value of Brightpearl to business owners and operational staff;
  • Demonstrate our product via screen sharing demos and on occasion, face-to-face;
  • Accurately forecast on a weekly basis, whilst developing a reliable pipeline of opportunity for future months;
  • Develop and maintain satisfied and referenceable customers;
  • Work collaboratively with colleagues to increase opportunity value and win rates;
  • Some outbound activity (targeted industry and partner events, call-out days);
  • Leverage Salesforce, InsightSquared and other tools, to effectively manage pipeline and sales activities;

Requirements

Your Qualifications:

  • At least 3 years’ software sales experience, ideally selling B2B software solutions over the phone and in person, as well as experience managing a territory;
  • Demonstrable, consistent, over-achievement against sales targets;
  • Candidates should have one of the following: software/SaaS solution sales experience, experience of selling to SMBs or experience of selling direct to independent retailers/wholesalers;
  • A consultative selling style combining effective questioning techniques;
  • Ability to explain and demonstrate technical solutions in non-technical, business-focused language;
  • Excellent written and verbal communication;
  • Knowledge of any of the following industry sectors is a plus: retail, wholesale distribution, warehousing and e-commerce.
  • Degree educated is preferable.
  • Must be located in Austin, Texas or willing to commute

Behavioral Requirements:

  • A genuine desire to learn and succeed in tech sales;
  • Authentically curious, you love learning and improving yourself;
  • Integrity is fundamentally important to you;
  • You want to make a real difference;
  • You are naturally entrepreneurial & a self-starter;

Benefits

  • Join one of Austin’s Best Places to Work 2018
  • Competitive compensation package: salary, stock options, medical benefits, 20 days of annual PTO and 12 Holidays
  • Stocked Kitchen with snacks and beer on tap
  • Work downtown Austin in an open and vibrant workspace
  • Enjoy frequent Company events, team building activities and after hour socials
  • We’re an energetic, driven organization who believe in promoting a healthy work-life balance and support remote working with management approval.

Check us out on Built In Austin to get more of an insight on what it’s like to work with us!

Read Full Job Description

Location

Located on 7th and Brazos, there's a great selection of lunch spots and coffee shops. We're also a short walk to the train stop!

An Insider's view of Brightpearl

What are some social events your company does?

The Company is transparent with employees offering weekly stand up meetings, monthly all-hands meetings & Friday happy hour in the office. In addition, we have monthly lunch-and-learns, volunteer opportunities & friendly departmental competitions. Holiday parties & group team building activities are an optional way to get to know your colleagues!

Sarah

Head of HR US

How do you collaborate with other teams in the company?

Brightpearl has given me an amazing opportunity to see creative collaboration, support, and teamwork across departments where even the execs aren't afraid to dive in to assist and support our customers. I am so proud of my company for getting on the Built in Austin's Best Places to Work list, it was well deserved.

AJ

Professional Services Project Manager

What makes someone successful on your team?

You have to be a self starter and vocal about what you need. Management wants you to be successful and will help you along the path to success, so don't be shy.

Nikki

Office & Operations Manager

What’s the vibe like in the office?

It's great to be a part of a company where your contributions are recognized and encouraged. From day one, I've felt support from the team and have consistently been provided insight on Brightpearl's trajectory. I'm incredibly excited for both the future of my career here, and the future of Brightpearl.

EJ

Account Manager

What are Brightpearl Perks + Benefits

Culture
Volunteer in local community
The Company offers paid volunteer opportunities annually for employees to work together on a community project.
Friends outside of work
Eat lunch together
Open door policy
Team based strategic planning
Group brainstorming sessions
Open office floor plan
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Brightpearl offers the opportunity for employees to save money on a pre-tax basis for things that they are already paying for on medical, dependent care and commuter expenses.
Disability Insurance
Brightpearl pays 100% of the cost for Short-term and Long-term disability benefits.
Dental Benefits
Brightpearl's dental plan pays 100% of the cost for preventive care 2x in a 12 month period. The employee premium is covered at 100% by the Company.
Vision Benefits
Our vision plan is through one of the largest network of providers. Brightpearl pays 100% of the employee premium for this benefit.
Health Insurance Benefits
We have two Medical plans. A High Deductible Plan with a HSA option which the Company contributes to every pay period. Also a traditional PPO plan. Both employee premiums paid 100% by the Company.
Life Insurance
Brightpearl pays for 1x base annual salary for every employee.
Onsite Gym
Our Austin office has access to an onsite fitness facility for all employees.
Retirement & Stock Options Benefits
401(K)
Our 401K plan is currently through Vanguard and offers a wide selection of funds to choose from to round out your saving options. We also offer a ROTH choice as well.
Company Equity
Vacation & Time Off Benefits
Generous PTO
Our PTO plan gives employees 120 hours of time to use for vacation or personal reasons.
Paid Volunteer Time
Our employees receive 8 hours per year of paid volunteer time.
Paid Holidays
Brightpearl offers 12 holiday days including the employee's birthday!
Paid Sick Days
Perks & Discounts
Beer on Tap
Casual Dress
Brightpearl focuses and the work that the employees contributes and supports each employee to come to work in a casual office dress.
Commuter Benefits
Company Outings
Brightpearl has team-building events, Company-wide holiday parties, a BBQ family-friendly event and many opportunities for happy hour as well.
Stocked Kitchen
Brightpearl has a stocked kitchen with coffee, tea and snacks.
Some Meals Provided
The Company will host frequent lunch and learn opportunities for the employees.
Parking
Parking is reimbursed up to $150 per month for parking in Austin.
Professional Development Benefits
Job Training & Conferences
Lunch and learns
Acme Co. hosts lunch and learn meetings once per month.
Promote from within
Online course subscriptions available

Additional Perks + Benefits

The Company also pays for a College Assistance Program which offers free access to professionals to help you with college planning and debt related to education. Also, Brightpearl has an Employee Assistance Program which provides free and confidential counseling and financial advice.

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