Senior Enterprise Account Executive

Position Overview
The Senior Enterprise Account Executive is responsible for reviewing contracts and locating areas where clients may need to increase their usage rate of Sovos compliance products by driving the contract review of current clients and use case discussions to validate and determine the need for a compliance discussion. This will be accomplished by developing and managing a well-rounded sales engagement strategy including prospecting and customer-centric sales process executing. Skilled at territory planning and understands client’s solution portfolio to better understand their buying journey. Will be important to identify various opportunities for teaching and thought leadership on things the client might find valuable.

Note: Nothing in this job description restricts management’s right to assign or reassign duties and responsibilities to this job at any time.

Job Responsibilities

• Effectively review and value Sovos' SaaS-based products and services to current accounts.
• Grow and serve a balanced pipeline across your assigned territory, achieving account contract execution business growth.
• Deliver profitable new agreements in current business in assigned territory while meeting and exceeding revenue targets and relevant quotas whilst being able to accurately forecast in month and in quarter.
• Effectively build a year-over-year track record of consistent performance and accountability using multiple contract management approaches and managing complex agreements in large enterprises.
• Adept at working independently with Procurement and leverages advanced negotiation skills including “non starters”.
• Act with integrity and demonstrates ethical behavior in all matters with all stakeholders.
• Take full responsibility for ensuring internal and external customer satisfaction.
• Demonstrate initiative, drive and determination to achieve results, success and growth.
• Maintain a high level of energy, enthusiasm, engagement, and commitment to action.
• Demonstrate a high degree of self-awareness and commitment to personal development and learning.
• Clearly communicates value in a sales cycle and sets correct expectations for implementation and use of product.
• Integrates late stage changes/adds in a way that does not slow down the or disrupt the deal.
• Expertly and frequently conducts executive level discussions with senior level contacts.
• Closes a higher percentage of deals that make it to late sales stage/probability.
• Effective communication thru multiple tools including phone, email, social and onsite meetings.
• Participation in onboarding and mentor programs, cloud rotations, etc.

Organizational Alignment

• Reports to Sales Director

Qualifications

• 3+ years of account management/execution and quota-carrying sales experience; business to business sales experience preferred but not required
• Has met or exceeded annual quota for at least two years and/or achieved PClub
• Experience in knowledge of SaaS solutions/SaaS environments preferred
• Demonstrated track record of growing and retaining a book of business and exceeding quota targets
• Ability to present a value based, consultative agreement by listening to customer needs and shaping a shared vision for a long-term relationship
• Strong communication and interpersonal skills both internally and externally during difficult conversations
• Experience working with procumbent, legal, and renewal negotiations

Environmental Job Requirements and Working Conditions

• Primary office location: São Paulo, Brasil.
• Position requires: minimal (less than 25%) travel required both domestic and international to Sovos locations and events
• Utilize technology (e.g., phone systems, computer hardware and software applications) to fulfill work requirements
• Ability to listen and communicate effectively over the phone and follows verbal and written instructions carefully
• Is self-motivated and a team player with a drive to exceed targets and displays personal and corporate integrity
• Projects a positive and professional image to internal and external customers
• Moderate travel is potentially required for client meetings, trade shows, Sovos events, and special projects
• Acts as a role model to mentor broader sales team sharing best practices, messaging, etc.
• Makes decisions that equally benefit the Business, client, and salesperson
• Ability to pass background/drug check
• Consistently nurtures and evolves cross-functional partnerships to sell throughout their new territory
• Leverages external partners and client stakeholders to share intel, solve challenges and accelerate time to close, when appropriate
• Takes advantage of opportunities to represent Sovos at client events

Company Background

Sovos was built to solve the complexities of the digital transformation of tax, with complete, connected offerings for tax determination, continuous transaction control compliance, tax reporting and more. The company supports more than 8,000 customers, including half of the Fortune 500, operating in over 70 countries. Its SaaS products and proprietary Sovos S1 Platform integrate with a wide variety of business applications and government compliance processes. Sovos has employees throughout North America, Latin America and Europe, and is owned by Hg and TA Associates. For more information visit www.sovos.com and follow us on LinkedIn and Twitter.