Account Executive

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We’re an ASX-listed, Australian-based, technology company embarking on an exciting journey as we pivot our strategy towards product-led growth and innovation. For nearly 40 years, the world’s largest organizations have relied on IR’s purpose-built solutions to optimize their business-critical systems, deliver better technology experiences, make smarter decisions and drive stronger outcomes.

About the Role

The Account Executive focuses on identifying and developing ‘net new’ clients for IR’s business. The candidate will have a strong hunting mentality and focus entirely on new opportunities for IR. This role is responsible for selling directly to end-users as well as developing sales opportunities with partners. Sales are achieved through understanding client needs, pains, business objectives, and developing client value from IR solutions.

What You’ll Do

• Develop new client outreach strategies and consistently engage high-level executives through multi-channel outreach.
• Create strategic outreach plans and tailor messaging based on data analytics and sequence effectiveness, train team on best practice, success, and failures.
• Leverage social selling for pipeline growth through in-depth research of market, client pain points, and leverage relationships to connect with decision-makers.
• Regularly influence executives, drive urgency, and cultivate a deep understanding of client executive pain points.
• Orchestrate consensus among multiple stakeholders and understand decision matrix of enterprise target companies; understand when to press a client and when to follow their process.
• Qualify deals accurately with a strong understanding of quality opportunities and coach others on optimizing the sales qualification process.
• Execute and tailor strategic account growth plans independently.
• Align company resources for large account wins, predict deal blockers, and navigate internal and external stakeholders.
• Influence purchasing based on ROI storytelling and build financial models for client decision-making.
• Deliver compelling C-level presentations and influence executives with strategic storytelling.
• Turn objections into sales opportunities – address competitive landscape head-on and navigate selling IR value.
• Predict and mitigate contract risks.
• Meet quarterly, half, and full year quotas consistently.

About You

• Comfortable with Ambiguity – you thrive in transformational environments where things are constantly evolving and are able to pivot quickly.
• Take Initiative – you’re self-driven, proactive in identifying opportunities, and drive continuous improvement throughout the organization.
• Growth Mindset – you think two steps ahead, fail forward, and learn quickly; you’re not afraid to drive change and iterate on feedback.
• Client-Centric – you put our clients first and ensure all decisions made benefit our client-base.
• Effective Communicator – you are able to communicate with a diverse audience, understand other perspectives, and ensure everyone is on the same page.
• 7+ years of experience in net new business development (hunting) with a focus on enterprise accounts.
• Clear hunter mentality and driven by securing new business opportunities.
• Proven track record of sales success through cold prospecting.
• Experience with sales technology platforms such as Salesforce, Hub Spot, Sales Navigator, etc.
• Track record generating and converting cold new business leads into opportunities.
• Experience with a niche, specialist vendor – able to sell without the support of a large brand.
• Experience, passion, aptitude, and a proven track record for complex and highly technical software.
• Experience with negotiating price increases, expansion, and contract terms with enterprise clients.
• Executive-level communication skills with the ability to influence C-suite clients.
• Ability to build strategic working relationships.
• Excellent project management skills with the ability to create account plans, meet sales deadlines, and close renewals.
• Solution sales experience and approach.
• Able to thrive high-pressure enterprise sales while maintaining composure and professionalism in stressful conversations.
• Collaborati…