What are the responsibilities and job description for the Enterprise Account Executive position at FourKites?
About Us
FourKites, Inc. is a rapidly growing SaaS logistics technology startup based in downtown Chicago providing next generation software tools for shippers and 3PL's to streamline their operations. Our connected devices platform is the most advanced in the industry and has been deployed by several large shippers in the country. We are a well-funded venture-backed startup with awesome advisors and a commitment to Chicago.
About the role
We are seeking an energetic, innovative hunter with a flair for developing new business and identifying and selling to customer needs in a SaaS environment. You'll join our relationship-driven team and take charge of developing detailed SaaS sales plans and maximizing sales opportunities to drive results and inspire teamwork. You will rely on your experience and good judgment to proactively build and exponentially close accounts and drive year-over-year growth in line with the revenue goals of FourKites. We are excited to have someone join in Chicago, NYC, Boston, OH or NC areas.
About You:
You are an aggressive self-starter who compels others to get on board. You communicate an inspired and optimistic vision and win over colleagues, customers and business partners alike with your articulate communication and negotiating skills. You are known for your high-achievement, positive energy, hunting capabilities and strategic operating skills, and you’re constantly on the lookout for prospective deals and new business opportunities in the SaaS space. You thrive in an independent mode but also value collaboration.
In addition, you have the following attributes:
- Deep understanding of the business and technical contexts in which key accounts are situated
- Desire to use a proven and scalable sales, qualification and forecasting process
- Ability to build relationships and establish trust
- Innovative vision and foresight to anticipate and create new opportunities
Responsibilities
You will develop and execute a strategic and comprehensive business plan for your territory, including identifying core enterprise customers, mapping the benefits of FourKites solutions to the business requirements. You will strive to understand the customer’s organizational structure and work to achieve alignment with all stakeholders. Through use of sales tools, you will take full responsibility for accurate forecasting, regular quarterly revenue delivery, and facilitation of sales enablement to implement account and business plans.
Other responsibilities include but are not limited to the following:
- Develop detailed account-based sales plans and sales forecasts
- Manage time and create strategic call plans
- Monitor competition to consistently present FourKites as the leader in the space
- Build an exhaustive network and generate prolific referrals
- Take control of active sales cycles while building new business pipeline through prospecting and relationship building with top tier Shippers and 3PLs.
- Proactively manage and direct the sales strategy to create a winning solution for both the customer and FourKites.
- Sell “high and wide” across multiple Lines of Business simultaneously (IT, Procurement, Transportation, Supply Chain/Logistics).
Requirements
- At least 7 years of technology-based enterprise sales experience; SaaS experience is a must
- Knowledge of the transportation logistics space strongly preferred (JDA, Oracle, Manhattan)
- Track record of over-achieving quota (consistently top 10-20% of company) in past positions
- Self-starter with a “Hunter” mentality
- Ability to operate in an entrepreneurial environment
- Experience selling into commercial and enterprise-sized companies
- Track record of carrying an annual quota of $1.5M
- Ability to work in a fast-paced team environment with a cadence of delivering consistent results
- Previous sales process & methodology training
- BA/BS or equivalent educational background
We offer aggressive compensation packages and stock option plans structured to reward your efforts; you’ll experience career growth and opportunity based on personal achievement, and you’ll be surrounded by a team of leaders and teammates who are determined to succeed on a daily basis.
Salary : $110,000 - $150,000