Account Executive

• This is a targeted, commissioned role in our UK Direct Sales team. You will be focusing on revenue from prospects interested in Dotdigital’s suite of products and services
• In addition to generating your own pipeline, you will be supported by our dedicated outbound and inbound business development representatives, with leads generated from advertising efforts, and trade shows, word-of-mouth, etc
• You will drive the relationship and sale from start to finish before passing your new customer over to our Customer Success team to nurture and growth
• You will be expected to form trusted and high-performing relationships with your Sales Management and Sales peers, Marketing teams, Business Development teams, Technical Pre Sales, Partner Managers and delivery teams to collaborate and drive new business revenues
• You will be expected to develop a deep understanding of prospects’ objectives and challenges and deliver the dotdigital solution against these elements
• You will be answering technical questions and handling objections, so while a background in email marketing automation is not essential, an awareness of its principles is beneficial
• Deliver against Quarterly and Annual new customer revenue sales targets
• Build and manage an active pipeline through the sales cycle to deal close, including providing accurate forecasting of Quarter revenue numbers expected to close
• Generate and identify new self-generated, sales opportunities each month using outbound channels, sales tools and strategies
• Successfully manage and coordinate between dotdigital and client stakeholders to effectively manage client expectations from initial contact to post sales handover to the onboarding team
• Track all your activity in our CRM and related tools
• Close sales opportunities at a rate that is acceptable to Sales Management
• Maintain the level of discount offered to customers to levels acceptable to Sales Management
• Respond to prospects requests for face-to-face meetings, RFIs and RFPs by writing high quality sales documents and presentations
• Accurate and timely qualification of Sales Ready Leads into Sales opportunities. Or disqualification if they do not meet the necessary criteria
• Conduct a consistently high number of high quality product demonstrations
• Develop and maintain a deep knowledge of dotdigital platform features, industry, pricing plans and service portfolio to ensure new customers are accurately sold the right solution
• Continually develop your marketing technology industry knowledge and demonstrate commercial understanding

Benefits

• Parental leave: Having a child is one of the biggest moments of your life and whether you’re a mum or dad, we understand the importance the time off work gives you to bond with your family. That’s why we offer an enhanced paternity, maternity and adoption leave policy for new parents.
• Medical cover: We offer medical insurance in all our global locations for our employees to feel reassured and offer options to look after their health and feel supported.
• Paid sick leave: When you’re unwell, you don’t want the added worry of whether you’re going to be paid for time off. That’s why we offer a company paid sick leave policy to support you when you need it.
• Dotdigital day: On top of your annual leave allowance and the holiday closedown period, we give you an extra day’s paid leave per year to use as you wish. It could be a day off on your birthday or a family birthday, a day to move house, or an opportunity to take advantage of the sunny weather!
• Share reward: Those who qualify may be granted a number of share options at no cost to themselves with the option to exercise these shares in the future.
• Wellbeing reward: Everyone has different ways of keeping themselves happy and healthy – the wellbeing reward is a flexible benefit that you can use towards an activity, hobby or membership.
• MyPossibleSelf: We recognise the importance of having on hand mental health and wellbeing support when you need it most. That is why we have a MyPossibleSelf wellbeing app membership for all Dotdigital employees.
• Wellbeing Days: As part of our continued support of employee wellbeing we want to provide you with time to support family, dependents, yourselves, and worthy causes.
• Loyalty reward: We’re proud to have employees who’ve been with the company since day dot and we believe loyalty is definitely something worth celebrating. So, for your first 5 years of service, and every additional 5 years’ service beyond that, have dinner and drinks on us.
• Specific policies to support our employees: There may be times where your personal circumstances can be challenging and mean you require some additional support from us. That is why we have internal policies on Bereavement, Babyloss, Menopause and Fertility Support to ensure you feel supported during this time.- We are looking for an Account Executive with a SME SaaS sales background (e.g. CDP, Email Service Providers, AdTech and MarTech providers, ecommerce and CRM platforms etc) and the experience to recognize buying signals and to convert prospects with a consultative approach, listening and understanding where dotdigital can help their business, coupled with negotiating and closing skills and experience
• Proven success in a target-driven new business sales role – meeting and exceeding sales quota in a team-based environment
• Minimum 1 year of experience selling digital technology and service solutions with CDP, Email Service Providers, MarTech, AdTech, SaaS vendors, ecommerce and CRM platforms and/or related agency ecosystems
• Excellent oral, written and interpersonal skills
• Formal sales training is a plus
• Strong phone sales, negotiation, communication, and presentation skills
• Demonstrated experience partnering with internal marketing, Business Development teams, sales engineering, Partner Managers, and client/professional service teams to close new business
• A University degree is desirable
• Proven ability to build your own pipeline- 15 mins Screening Call with Team Talent
• 45 - 60 mins first interview with hiring manager (Q&A)
• 60 mins final interview which will include a 10 mins discovery role play and 15 mins presentation introducing Dotdigital and final Q&A