Account Executive - Digital & CRM Consultancy

An experienced person to manage all new business opportunities from multiple sources (inbound, self sourced, outbound, vendor relationships, referrals) from initial connect through to close including managing the discovery of requirements, building a proposal and commercial/contractual negotiations.

The ideal candidate will be an experienced marketing/digital consultant or a consultative sales executive, familiar with common B2B consultative sales processes having operated in digital marketing, digital transformation and CRM or MarTech industries. The Account Executive will also be responsible for day-to-day reporting on pipeline and forecasts.

The goal is to grow revenue through:

• Qualifying inbound leads and managing them through the sales process.
• Identifying target companies and running outbound sales cadences to decision makers and influencers, managing the relationship and spotting opportunities to move into the sales process.
• Maintain and grow relationships with HubSpot sales and customer success employees in order to become a trusted partner to help close new customers and retain existing customers together.

🚀 Here are a few of the tasks you'll get to work on

1. Management of Prospects and Customers in the Sales Process to Reach Set Target

• Taking a prospect or customer from expressed interest though the Huble sales process, following all the identified steps and adapting where necessary to close the deal including:
• Conducting Discovery Meetings
• Coordinating a consultative approach and participating in proposition, commercial and proposal development
• Building presentations and presenting solutions and commercials to prospective customers
• Responding to RFP’s and Tenders
• Negotiating commercial and contractual terms
• Conducting demonstrations of the HubSpot platform.
• Developing a plan to reach and exceed sales targets set.

2. Reporting on Sales Process

• Recording and keeping all data related to your sales activities in Huble systems such as HubSpot and spreadsheets.
• Submitting accurate forecast reports.
• Report on levels of activity and plan to reach sales targets.

3. Sourcing of Leads

• Working closely with the Huble marketing team to ensure inbound leads are being generated in your territory.
• Responsible for identifying prospects (matching our ICP) from alternative sources that result in qualified opportunities.
• Manage outreach programs to decision makers and influencers from prospects identified from above exercise, on successful connect built relationships.
• Through relationships with target accounts, identify opportunities that can move into the sales process outlined in areas of responsibility #1.
• Build relationships with the HubSpot Sales Team, Channel Team and Customer Success Teams so that they come to you and Huble for assistance in closing new customers together and retaining and growing existing customers together.
• Use your personal network and existing customers to gain referrals to new potential customers.

🏗️ To excel in this role, you should have the following

• Proven experience and success in a B2B sales role in a digital consultancy or agency or CRM software company. Or a team leader of a marketing/digital/CRM consultancy who wants to focus their career on solution design instead of delivery.
• Technically minded with ability to conduct discovery meetings without the need for a sales engineer.
• Ability to conduct software demonstrations.
• Experience in negotiating with C-level executives from mid-market to large companies.
• Confident in using the telephone.
• Ability to build commercial solutions and proposals using a consultative approach (not only a set product list).
• Ability to present your work and articulate succinctly.
• Ability to drive and manage multiple internal stakeholders during sales engagements.

⚡️ These personal qualities are key to your success

• Always questioning and naturally curious
• Coachability
• Prior Success in Sales
• Intelligence and high emotional intelligence
• High Work Ethic
• Domain Expertise - digital and CRM
• Rapport Building
• Objection Handling and Negotiation Skills
• Ability to prioritise and work autonomously
• Able to work in a deadline-driven environment
• Excellent time and self-management skills
• Excellent communication, influential and interpersonal skills with people at all levels, internally and externally