Mid-Market Account Executive

Exponent Partners is seeking an experienced Mid‑Market Account Executive. The Mid‑Market Account Executive position is responsible for achieving pipeline and sales goals while also acting as a consultative lead who is deeply aware of our clients’ unique challenges and ideal outcomes and can guide clients to our matching solutions. This position at Exponent Partners will provide you with the opportunity to support core business functions that are critical to the success of our company.

The ideal candidate is a forward‑thinking, highly motivated, determined, and mission driven individual. You will be responsible for identifying potential clients, building long‑term and persistent relationships, and guiding clients through Exponent Partners’ solutions and services. This position at Exponent Partners is a member of the Business Development team and works closely with current and prospective clients as a trusted advisor, as well as working closely with internal stakeholders in Client Services, Success Center, and Operations.

• 4+ years of experience positioning and selling services and/or implementing complex technology and/or software solutions.
• Proven ability to cultivate a consistent pipeline and meet quarterly quotas by managing sales opportunities that vary from basic projects to complex RFP/SOW responses.
• Experience with Salesforce and a variety of 3rd party applications, either as an end‑user or as a systems administrator.
• Experience working with Mid‑Market and Enterprise businesses and experience with the non‑profit sector.
• Excellent listening and communication skills with the ability to propose clear, compelling, and value‑focused solutions.
• Demonstration of in‑depth knowledge of enterprise technology prospect qualification methodologies and full sales cycle management.
• Solution, relationship or consultative based selling skill set required that focuses on identifying and solving client problems while delivering defined business value and expectations.

• History of working with (e.g. selling into or serving on boards/committees), or in, nonprofit organizations, philanthropy and/or educational institutions.
• Experience working in diverse communities and across social, economic, and cultural differences.
• Excellent time‑management skills with the discipline to handle multiple tasks and adapt quickly to change in a fast‑paced environment.
• Experience cultivating relationships with Salesforce or similar Account Executives.

• Manage the entire sales process to ensure delivery against key performance metrics, with a strong emphasis on new/land business sales while expanding existing accounts.
• Prospecting and relationship development within the assigned territory in order to seed the future sales pipeline.
• Manage pipeline development through direct execution of outbound prospecting and coordination with the prospecting and marketing activities of Business Development Representatives (BDRs), Marketing, Market & Portfolio Directors and Client Leads.
• Create and maintain a robust sales pipeline at sufficient pipeline‑to‑quota ratios to ensure over‑achievement of sales targets.
• Engage with prospect organizations to position Salesforce solutions and our ongoing services based on a whole‑organization, outcomes‑focused theory of change.
• Act as a client‑focused team “quarterback” by managing the end‑to‑end sales process through engagement of appropriate resources such as the Solution Engineer, Market & Portfolio Director, Professional Services experts, executives, partners, etc. Maintains focus of the team on meeting the unique needs and value drivers of the client, while communicating consistently in a timely and meaningful manner.
• Develop winning professional, customized written proposals, complex RFP responses, and presentations appropriate to various stages of the sales cycle and key buyer audiences.
• Provide an accurate weekly, monthly and quarterly forecast with updated opportunity details.
• Consistently meet quarterly sales quotas through disciplined execution of a territory‑based sales plan with sufficient sales activities to…