On the surface, being an Account Executive for an enterprise software company like ACL may not seem all that intriguing. The Governance, Risk and Compliance industry seems irrelevant to your daily life, so why work here? It’ll take a bit to explain, but trust us, it’s worth it. Here are a few good reasons…
Young At Heart
We’re a 30-year-old company that moves like a startup. It’s the best of both worlds. We have huge customers (90% of the Fortune 500), impressive revenues, and are not worrying about our next funding round. At the same time, we’re busting into new markets and disrupting an entire industry, so things are always interesting around here. Interesting in a good way.
We Are Change
Disrupting an entire industry means driving change internally. Breaking into new markets depends on flawlessly executing our market strategy (yes we have one – it is super tight and data-driven – like our solution) by arming the frontlines with everything you need to win. A shared vision binds teams together, creating a cohesiveness that is unique. We are all contributing to this disruption and are having a blast doing it.
We Are Making the World a Better Place
We work with some of the largest brands in the world and we are helping them to make our world a safer, happier, and more ethical place. On the ACL Public Sector team, we make a difference day in and day out to the lives of citizens around the world. From stopping drug cartels to preventing Medicaid fraud, our customers leverage our gear in ways that truly make a difference. Intellectually curious and driven by helping public sector customers make an impact, our team works together to meet the unique use cases of government demands.
We Have High Standards
We all set high standards for ourselves, wanting to be the best we can possibly be. This extends to wanting to be the best for our customers and for each other. We all rise up to the challenge to be our best and live up to these standards. We celebrate our successes, and see opportunity in our mistakes. Quite simply, we want the best.
The Sales Team
Our Sales team is a team of hunters at the heart of the ACL revenue engine. Lead by seasoned industry experts, it is a group of highly motivated individuals all wanting to have major impact on the success of the company. Supported by teams including marketing, consulting, pre-sales and enablement, we will have you set up for success quickly and confidently.
Here’s what we’re looking for in our new Account Executive (based in our Vancouver Headquarters):
You should be…
You are excited to develop and execute a business plan that leverages assets within your territory, build a well-qualified pipeline, and yields reliable forecasts. You have excellent solution selling, negotiation, and closing skills and are charged to achieve annual sales targets aligned to your territory. You drive sales through proactive outreach to ACL’s existing customer base (cross-sell, upsell, platform expansion), and conduct aggressive/smart prospecting campaigns to greenfield accounts.
In a fast-paced environment, it is second nature for you to master the demands of a big territory. You have exceptional time management and multi-tasking skills. Having what takes to drive a number and maximize your income: planning, activity, quarterbacking an account team, and getting into the field to close the deal.
You expertly quarterback a cross-functional team (i.e. Inside Sales, Presales, Consulting, Legal, Management) to maximize individual sales opportunities and ACL competitiveness. As well you love to get involved and work with Marketing to develop promotions and campaigns specific to the needs of your territory.
You have your ear to the ground and demonstrate strong industry knowledge specific to GRC and your targeted vertical. Additionally, you aren’t afraid to get your hands dirty and are an ACL ambassador and speak on behalf of us at industry events.
Here are a few things we think the perfect candidate will have:
- University degree in Commerce or Business Administration is preferred.
- Ideally 3+ years in software solutions sales (BI, GRC, ERP, CRM, etc.)
- Experience working with established sales methodologies
- Experience selling cloud and/or SaaS-based solutions
- Proven track record of attaining quota
- Strong communication and presentation skills
- A successful record of forecasting accuracy
- Aptitude for understanding how technology can improve business processes
- Extremely curious and able to draw connections between seemingly disparate ideas
- Proven ability to build a groundswell of interest among a customer base
- Fearless prospector and willingness to do what makes them uncomfortable when its necessary
- Past experience working with a CRM, preferably Salesforce.com
- Competitive, always striving to be # 1, but in a collaborative way
- Innovative, fearless self-starter, enjoys thinking of news ways to get the job done
- Disciplined and enjoys a consistent high rate of activity
- Good team player, and knows how to tell a story
Are you ready to apply!
Go for it! Or, not sure if you are quite the right fit? Tell us why this opportunity has you excited in your application and maybe we can work something out. We are passionate people. Show us that you are too.