Sales Executive, Mid-Market

Do you want to join a world-class organization that offers cutting-edge technology to the markets they serve? Do you have a passion for selling technology?  HotSchedules is looking to grow our Mid-Market Sales team to drive new software bookings from prospects and customers with 10-50 locations.

You will:

• Work for a successful leader in the hospitality management software industry
• Experience income and career growth as you achieve and exceed your targets in a fast paced sales environment
• Benefit from a customized B2B selling process that includes Sales Aids, Playbooks, and a tightly linked CRM
• Prepare for success as you bring a revolutionary, brand new suite of solutions to the market with Clarifi©

This position requires a strong desire and ability to drive new relationships and utilize networking and prospecting skills to navigate through companies as well as an assigned territory.  This is a true hunting position and requires heavy prospecting and driving pipeline generation within a defined territory. Mid-Market Sales Executives must be able to leverage value-based selling techniques focused on conveying a compelling value proposition to C-level decision-makers. Must prove ability to push C-level buyers through a complex sales process.

You must also demonstrate that you can foster long standing relationships in an effort to upsell/cross-sell into your current customer whitespace.  Experience developing a Go To Market strategy for prospecting into named accounts within a geographic region. The ideal candidate will have experience selling software solutions and a working knowledge of restaurant operations. This position is primarily executed by phone from an office but some travel may be required to visit potential in-territory customers.  

Required Education and Experience

• Four-year college degree
• Sales prospect acumen needed
• Value based selling
• 3-5  years SaaS sales experience
• 5+ years in a sales role with an assigned quota, preferably in a Business Development role
• Proven track record of regularly exceeding quotas and performing among top 10%
• Minimum 1 year selling software solutions into the restaurant industry preferred

Core competencies required:

• Tenacity
• Development of business cases and solution options
• Effective management of the entire sales cycle
  • Prospecting and successful phone sales
  • Utilizing internal and external resources to advance campaigns
  • Qualifying prospects
  • Pipeline Creation and Development
    • Leveraging existing relationships to sell new technology
  • Tailoring sales approach to specific scenarios
  • Assessing level of objection risk and mitigation using corporate guidelines
  • Leading peers in knowledge acquisition/adopt corporate sales strategies and tactics  
  • Closing success – ability to overcome late stage obstacles
• Ability to cultivate strong relationships with customers and third parties
• Ability to multi-task in a fast-paced environment