Sales Account Executive

• Exterro is seeking a motivated and results-driven Sales Account Executive to join our dynamic SaaS sales team.
• In this role, you will be responsible for driving revenue growth by identifying new business opportunities, managing the full sales cycle, and maintaining strong relationships with clients and prospects.
• The Sales Account Executive will be responsible for selling the suite of data risk management solutions that Exterro offers.
• The ideal candidate will have a proven track record in SaaS sales, excellent communication skills, and the ability to thrive in a fast-paced, innovative environment.

Roles and Responsibilities:

Sales Development

• Identify and qualify potential clients through market research, prospecting, and outreach.
• Develop and maintain a robust pipeline of qualified leads using CRM tools and sales enablement platforms.
• Create and deliver compelling sales presentations tailored to client needs.
• Leverage a sales methodology to articulate a clear value proposition tied to strategic goals.
• Conduct deep discovery sessions to understand complex business drivers and prioritize key initiatives.
• Dives deeply into discovery, surfaces metrics tied to business outcomes, identifies decision-makers (Economic Buyers) and aligns insights with MEDDPICC or similar criteria.
• Crafts and delivers compelling business cases linked to ROI and business transformation. Clearly differentiates the Exterro solution from competitors.
• Manage complex sales cycles with multiple stakeholders.
• Accurately forecast based on Command of the Sale insights.
• Navigates complex negotiations with multiple stakeholders and secures alignment on key terms.
• Demonstrates mastery of a sales process, mentors peers, and actively refines processes based on insights.

Account Management

• Manage the entire sales cycle, from initial contact to closing deals.
• Build trusted advisor relationships with senior leaders, key decision-makers and stakeholders within existing and prospective accounts.
• Provide consultative guidance to clients to understand their business challenges and demonstrate how our SaaS solutions can address their needs.

Collaboration & Strategy

• Work closely with marketing, product and customer success teams to ensure seamless onboarding and implementation for new clients.
• Stay up to date on product offerings, market trends, and competitor insights to inform sales strategies.
• Meet or exceed sales targets, contributing to overall team goals and revenue growth.

Customer Success & Retention

• Act as a primary point of contact for clients post-sale to ensure satisfaction and identify upselling or cross-selling opportunities.
• Monitor client health and proactively address potential churn risks by delivering exceptional customer experiences.
• Lead executive briefings and workshops to drive alignment on business challenges.

Requirements & Qualifications:

• 5 to 6 years of proven experience as a Strategic Account Executive or similar role in SaaS or technology sales.
• Strong knowledge of SaaS solutions, cloud-based software, and subscription business models.
• Exceptional interpersonal, negotiation, and communication skills.
• Good Hindi speaking skills.
• Proficiency in CRM tools (e.g., Salesforce, Gong) and sales automation platforms.
• Ability to thrive in a metrics-driven environment with a focus on achieving KPIs and quotas.
• Bachelors degree in Business, Marketing or a related field (preferred).
• Ability to travel as needed (25-50%) to meet with customers, attend events, and foster relationships.

Key Performance Indicators (KPIs)

• New revenue generation and client acquisition.
• Sales conversion rates and deal close timelines.
• Customer satisfaction and Net Retention Rates (NRR).
• Expansion revenue through upselling and cross-selling initiatives.

Why Exterro?

• Impact: Play a key role in a company at the forefront of data risk management, helping businesses safeguard their data in an increasingly complex digital world.
• Growth Opportunity: Join a rapidly growing organization where there is room for learning, development and upward mobility.
• Culture: Work in an innovative, inclusive, and collaborative environment, where your contributions are valued, and your professional development is supported.