SMB Account Executive

  • Modis
  • Pleasanton, CA, USA
  • Nov 20, 2018
Direct Hire Executive Sales / Business Development (excluding Retail)

Job Description

Job Summary

The client is looking for a driven and motivated sales professional with strong business acumen and natural sales instincts to join the Sales organization. Ideal candidates are curious, resourceful and tenacious with an interest in growing their career in sales. The primary role of the SMB Account Executive to prospect for new clients by networking, cold calling, advertising or other means of generating interest from potential clients. They must then plan persuasive approaches and pitches that will influence potential clients to do business with the company.

They must develop a rapport with new clients and set targets for sales and provide support that will continually improve the relationship. They are also required to grow and retain existing accounts by presenting new solutions and services to clients.

Essential Functions

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

  • Prospect for potential new clients and turn this into increased business.

  • Willing to make cold calls and generate new leads and convert to clients.

  • Identify potential clients, and the decision makers within the client organization.

  • Research and build relationships with new clients.

  • Set up meetings between client decision makers and company’s practice leaders/Principals.

  • Plan approaches and pitches; work with team to develop proposals that speaks to the client’s needs, concerns,

    and objectives.

  • Handle objections by clarifying, emphasizing agreements and working through differences to a positive

    conclusion. Use a variety of styles to persuade or negotiate appropriately.

  • Record and track activities; leverage the tools and technologies (e.g. Salesforce CRM, LinkedIn) to help you

    succeed at work.


  • Technical Capacity: Able to quickly learn product functionality and features when trained to knowledgeably speak with prospects and clients. You will ramp-up quickly, learning the technical details concerning how our software works and what problems it solves for our clients.

  • Communication Proficiency: Excellent phone etiquette; impeccable writing and speaking skills. Ability to listen and provide relevant information/feedback to prospects and clients

  • Customer/client focus: Skilled “hunter” using data driven information to target appropriate clients to the appropriate product

  • Collaboration Skills: Strong collaborative personality with the ability to tackle cross-functional assignments as needed

    Education, Experience & Other

  • 3-5 years SaaS Sales/Business Development experience in a technology company required.

  • Experience selling complex software solutions or products to Mid & Enterprise level clients preferably in a SaaS


  • Bachelor’s degree from an accredited school or experience equivalent required.

  • Experience using CRM systems (e.g., Salesforce, Gainsight, etc.) mandatory.

  • 20-30% US Domestic and International travel required.

Work Environment

This job operates in a professional office environment. This role routinely uses standard office equipment such as computers, phones, photocopiers, filing cabinets and fax machines.

Physical Demands

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.

While performing the duties of this job, the employee is regularly required to communicate through clear speech and writing. The employee will be required to sit before a computer, use computer equipment and office software, and use office equipment including the telephone. Internal and external meetings will require the employee to stand; walk; use hands. The job requires the ability to occasionally lift office equipment and supplies up to 15 pounds.

Position Type and Expected Hours of Work

This is a full-time position. Hours of work and days are typically Monday through Friday, 8:30 a.m. to 5:30 p.m. Work hours may shift according to prospective client’s time zones, therefore, the ideal candidate for this position should be able to accommodate flexible work hours.


10-25% travel, as needed

Work Authorization

All USCIS requirements for Employment Eligibility Verification (I-9) must be met.

When applying, please note that you saw the job posted on the NOVA Job Board. If you need help with your resumé, please see a NOVA Career Advisor.