Enterprise Account Executive, IV

Remote UK

WHO WE ARE

Certinia delivers a Services-as-a-Business platform that powers and connects all aspects of services operations, from services estimation and delivery to customer success management and financial planning and accounting. The company’s Professional Services Automation (PSA), Customer Success (CS), and Financial Management (FM) solutions, delivered on Salesforce’s leading cloud platform, provide the ability to run a connected services business, deliver with intelligence, and achieve business agility. Headquartered in Austin, Texas with presence around the world, Certinia is backed by Haveli Investments, TA Associates, General Atlantic and Salesforce Ventures. For more information, visit www.certinia.com.

WHAT IS PSA?

Organisations that sell Services (Management Consultancies, Professional Services firms, B2B Software companies with embedded Services teams, etc.) have different needs from organisations that sell Products. There is a finite number of people that can be sold, and keeping them fully utilised on the most profitable work is key to success. Understanding what people and skills are available is key to bidding for future work. Leading services organisations including PwC, IBM, HP, Dell, and Salesforce use Certinia to give visibility into the resources they have, and to monitor their profitable deployment. Certinia is recognised as a leader in this field by many analysts including IDC. Certinia is the largest ISV on the Salesforce platform. Our tight integration with Salesforce CRM allows our customers to see resource availability in the same environment that they use for sales and bidding activities.

THE ROLE

Become an integral part of a rapidly growing team responsible for selling Certinia cloud applications The successful candidate will play a fundamental role in achieving our ambitious customer acquisition and bookings growth objectives. We are seeking a highly motivated sales professional with a strong focus on selling our Professional Services Automation solution into Enterprise accounts (typically 2000 to 10000 employee organisations) in the UK and selected European markets (currently Nordics, Benelux, and DACH). The ideal candidate will have excelled in a scale-up environment and have a strong understanding of enterprise SaaS/Cloud applications. This is a Net New sales role aimed at acquiring new customers and then growing them over the first 2-3 years of their contract.

WHAT YOU WILL DO IN THIS ROLE

• Achieve / exceed monthly quota targets, while developing and building a strong customer base
• Use the range of market leading tools provided to effectively prospect to uncover new sales opportunities within assigned territory
• Manage complex sales-cycles and effectively present the value of our applications to C-level executives of organisations with 2,000+ employees
• Build strong working relationships with our partners, in particular within the Salesforce ecosystem, to develop go to markets
• Develop a deep understanding of the product offering, customer need, and competitive landscape
• Excellent communications skills - oral, written and presentation
• Forecast accurately and maintain all sales cycle activities within the Salesforce CRM system in accordance with Certinia sales process and methodology

WHAT YOU NEED TO BE SUCCESSFUL IN THIS ROLE

• Proven success in consistently achieving/exceeding monthly quota targets in technology-based salesin the B2B SaaS industry
• Hunter mentality with extensive experience self-generating new business
• Display a Growth Mindset when facing the challenges of scaling a business into new markets, working positively with the wider team to find solutions.
• Working knowledge/experience of selling a major B2B SaaS platform with sales cycles of 6-12 months, and deal values of $100k to $1m+.
• Prior knowledge or experience of the PSA space an advantage.
• Experience of selling into C-Level suite
• Ability to thrive in a fast paced and high growth business environment
• Excellent communication (written, oral) and presentation skills (in-person, virtual)
• Experience working with ROI, cost modelling and other quantitative techniques to educate and persuade potential buyers
• Excellent organisational, prioritisation, and time management skills

WHAT ELSE WOULD BE GREAT

• Strong network within the Salesforce ecosystem
• Degree desired but not required