客户经理，中型市场（东海岸区域）
Account Executive, Mid-Market (East Coast Territory)
**中型市场客户经理**将向中小型企业销售我们的软件。他们将通过外呼工作和参加行业展会来获取新客户，并负责对现有客户进行升级销售。该职位将支持东海岸地区，我们希望候选人位于佛罗里达州、佐治亚州或北卡罗来纳州。
**职责：**
- **客户管理**：负责并管理客户组合，包括识别增长机会、扩大现有客户年度经常性收入（ARR），并确保客户成功。
- **业务拓展**：通过外呼电话和邮件开展业务，积极寻找新客户。从初次接触至成交，全程管理销售流程。
- **销售技能**：进行全面的需求调研通话，了解潜在客户的需要和痛点。提供有说服力的产品演示和介绍。
- **销售策略**：与销售开发代表（SDR）和市场团队合作，跟进针对灭虫、草坪护理、暖通空调公司的潜在客户线索。
- **展会参与**：参加相关展会和行业活动，进行社交，获取潜在客户线索，并建立长期关系。这需要每季度出差2-4次。
- **顾问式销售**：提供顾问式销售专业知识，识别客户需求，提供定制化解决方案，为客户带来可衡量的价值，从提高技术人员效率到提升客户留存率。
- **销售管道管理**：维护一个高质量的潜在客户管道，并使用Applause的CRM工具准确预测销售情况。
- **跨职能协作**：与客户成功、产品和市场团队紧密合作，确保客户旅程顺畅，最大化客户满意度。
- **经验**：2年以上B2B软件销售经验。如果候选人有现场服务领域（灭虫、草坪护理、暖通空调或其他家庭服务行业）的经验，将是一个加分项。
- **销售能力**：具备管理销售流程、谈判合同和完成交易的能力。有持续达成或超越销售目标的业绩记录。
- **沟通能力**：出色的口头和书面沟通能力，能够清晰传达价值主张，并与高层决策者建立信任。
- **适应能力**：能够在快节奏、高增长的初创环境中茁壮成长，愿意承担责任。
查看英文原文
The **Mid-Market AE** will sell our software to small and medium-sized businesses. They will source new customers through outbound efforts and by attending industry trade shows, and they will work on upselling existing clients. This role will support the East Coast, and we're looking for someone based out of Florida, Georgia, or North Carolina.
**Responsibilities:**
- **Account Management**: Own and manage a portfolio of accounts, including identifying growth opportunities, expanding existing customer ARR, and ensuring client success.
- **Business Development**: Conduct outbound calls and emails to generate new business, and proactively identify opportunities to close net new customers. Manage the full sales cycle from initial contact to close.
- **Sales skills**: Conduct comprehensive discovery calls to understand prospect needs and pain points. Deliver compelling product demonstrations and presentations.
- **Sales Strategy**: Collaborate with Sales Development Representatives (SDRs) and Marketing to follow up on leads for pest control, lawn care, and HVAC companies.
- **Trade Show Engagement**: Attend relevant trade shows and industry events to network, generate leads, and build lasting relationships with potential customers. This will require travel around 2-4 times per quarter.
- **Consultative Selling**: Provide consultative sales expertise to identify client needs and deliver tailored solutions that drive measurable value, from streamlining technician efficiency to improving customer retention.
- **Pipeline Management**: Maintain a robust pipeline of qualified prospects and forecast accurately using Applause's CRM tools.
- **Cross-functional Collaboration**: Work closely with Customer Success, Product, and Marketing teams to ensure a seamless customer journey and maximize client satisfaction.
- **Experience**: 2+ years of B2B software sales experience. A bonus if a candidate has experience in the field services space (pest control, lawn care, HVAC, or other home services industries).
- **Sales Acumen**: Demonstrated ability to manage sales cycles, negotiate contracts, and close deals. Proven track record of consistently meeting or exceeding sales quotas.
- **Communication Skills**: Exceptional verbal and written communication skills with the ability to articulate value propositions and build trust with senior decision-makers.
- **Adaptability**: Ability to thrive in a fast-paced, high-growth startup environment, with a willingness to take ownership and adapt to evolving strategies.
- **Education**: Bachelor’s degree in Business, Marketing, or related field (preferred but not required)
- **Technology**: Experience with the following sales tools: Hubspot, Apollo, LinkedIn, Etc (preferred but not required)
**Preferred Qualifications:**
- Experience selling to SMB technical service providers
- Startup or high-growth company experience
- History of exceeding quota in a prospecting-focused role
**Benefits:** 100% remote w/ no office mandate | Unlimited PTO | 20 official company holidays | Health care | Life insurance | Stock options | Amazing colleagues | Energetic culture that is positive and celebrates together | Inspiring mission & software product | Ability to grow your career by being early in a fast-growing tech startup