Senior Sales Executive


Are you one of the top 1% of sales executives in the world with a hunting attitude, competitiveness and resilience always acquiring new customers? As Senior Sales Executive, you are thrilled to close winning deals each month

Senior Sales Executive

$ 200k/Year  ($ $120K USD/Year Base + $80K USD/Year Commission Opportunity) Remote Position   Long-term

Are you one of the top 1% of sales executives in the world with a hunting attitude and eager to earn an attractive compensation?

Is competitiveness and resilience always driving you to win and acquire new customers?

Do you have the ability to challenge prospect’s assumptions and share with them a business discussion?

As Senior Sales Executive, you are motivated by the thrill of the hunt and closing winning deals month over month. You have business acumen and apply a strict methodology to engage, sustain a strategic discussion, motivating your proposal through the process, from prospect to closure.

If you want to grow more in a year than most will in a decade, then this role may be for you.

“We are looking for hunter sales professionals to join our inside and field sales teams. Fast growth is the context in which your mission is to acquire new business”
-Brian N- SVP Sales, Aurea Software
 
 
 
 
WHY CROSSOVER?
Crossover recruits and builds world class high performing teams to power the fastest growing portfolio of software products in the world. No other company provides the training and the opportunities to test yourself on the depth and diversity of projects that we do. All roles are location independent so you are guaranteed to work with the best in the world. Challenge yourself. Be part of the change.
 
 
 
WHAT YOU'LL BE DOING

In our enterprise software space, customer success is the heart of our business - and net new customer additions are how these customers show us how they value our products as well as how we organically grow. 

As the Senior Sales Executive, you are the hunter and closer who will manage the entire sales process from initial outreach, through contract negotiation and to closure. This includes creating sales opportunities by diligently prospecting to new companies and effectively following up on marketing generated sales leads.

To be effective in this role, you must have the ability to hunt and grow a book of business and be familiar with the enterprise computing space. You must be a great communicator, competitive, a coachable strong learner and metrics-oriented. You will be asked to sell a range of new products, so you will need to be able to learn each of these products in detail landing each of their unique differentiation points and value adds.

You will be coached by expert sales leaders with decades of enterprise selling experience, who will continually teach you new innovative methods to communicate with customers and close more deals

 
ONLINE HIRING EVENT

A hiring event is a scheduled online event where all our relevant testing relating to a role is conducted on the same day. Submissions received during the event are graded the following week, and successful candidates notified if they have progressed to the next round which is an online interview with a Hiring Manager.

 
 
KEY RESPONSIBILITIES

100% hunting for net new opportunities and high close rate

Engage in cold-call prospecting to identify and nurture prospects resulting in net new customer adds

Drive customer enterprise software sales across the Crossover affiliated family of SW companies

Responsible for achievement of monthly, quarterly and annual sales goals.

For companies acquired by our firm - sell the vision to customers on the benefits of that company becoming a part of the Crossover affiliated family

Ramp, effectively learn and be able to sell new products as our firm acquires additional companies

Build relationships with prospects and internal stakeholders to grow new business

Prospect, nurture and close new business at or above target

Generate opportunities, manage pipeline and deliver accurate forecasts leveraging the teams systems and tools

Maintain Knowledge of market conditions and competitive activities

Leverage systems and tools to ensure pipeline velocity and optics

 
CANDIDATE REQUIREMENTS

5+ years of enterprise/B2B software sales experience as a hunter, with Average Deal Size of of $50k+

Demonstrated success exceeding quota, proven track record of closing $600K + annually in net new software licenses

Experience in prospecting, qualifying through the sales stages and closing deals

Cold calling experience

Curious about industry changes and trends

Managed an active pipeline of 20+ sales opportunities at any given time

Strong adoption of Challenger Sales Methodology a plus

Strong organizational skills & highly coachable

A passion for the fast-pace/high-growth environment

Native/Advanced English Fluency

 
 
WHAT YOU WILL LEARN
 

In your role as Senior Sales Executive, you will build a competitive and robust personality to achieve new sales, crafting your resilience to always drive you to win, by using advanced tools and methodologies with strict metrics to support your development

You will learn how to challenge a prospect’s business assumptions and build a propositive discussion to create value for your customer,  while always being coached by expert sales and subject matter leaders with whom you will dig deeper in different industries and over many cutting-edge new technologies : from AI, Machine Learning, Big Data analysis, Cloud services etc .

You will own a territory in which you hunt new customers who will become your new community of fruitful relationships to manage,  with new innovative communication methods, to close more deals while having full ownership of the engagement process from prospecting to closure.

 
 
CAREER PATH
 
SVP of Sales
Manager of 5-15 VPs. A mix of 15-50 Headcount direct/ indirect

A good fit for...

20 + years in Sales. 10 in senior sales team management career progression, up to 50 reps structured in fewer direct sales leaders reports. Significant BU, line management and operational experience

Strategic planner.

Defines and leads company GTM strategy.

Experimentation and collaboration with reporting line and C-levels to adjust/refine.

High level management of company acquisition strategy and scale up sales process.

Resources and budgeting definition.

200
Senior Sales Executive
Manager of 5-15 Sales Reps

A good fit for...

15+ years in Sales. 5 in sales team management, career progression, up to 10 reps.

3+ years test automation experience

Implementation and execution of the GTM strategy, sales cycles.

Adoption and team coaching of innovative sales methodologies. Helps close deals, build sales plans.

Adapt to a multi portfolio offering, help team learn new products value prop.

100
Inside Sales Representative
Manage team of 5-15 Accounts, Annual Target

A good fit for...

3-10 years in Sales, started as Inside Sales, SDR, Customer facing field experience

Knowledge of sales methodologies, pipeline and forecast management. Achieves quota, operational excellence based on weekly clear/aggressive goals settings.

Passionate, puts customer first and shows them product value

50
 
 
 

Relevant Files and Links



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The following are US/CANADA associations of Sales Reps, Leaders, Executives and Marketing Professionals in different Sales and Business Development roles in the SW and Digital Industry. You can consult research studies, organizational benchmarking, methodologies and leader round tables to help analyze the trends, challenges, and key components of the growth and development of the Software Sales industry. Many are utilized by most High tech companies.

American Association of Inside Sales Professionals (AA-ISP)

National Association of Sales Professionals (NASP)

National Sales Network (NSN)

Sales and Marketing Executives International (SMEI)

Sales Association

Sales Management Association

Canadian Professional Sales Association (CPSA)



Here are some following blog, articles and videos covering topics such as key steps and tools used in sales hunting processes, B2B sales as well as career advice and coaching to growth for sales executives.

Leadfuze

Salesloft

Hubspot

Double Digit Sales

Predictable Revenue

LinkedIn Sales Blog

Salesforce Blog

Double Digit Sales

Salesforce Blog

Career Advice on becoming a Sales Executive by Amanda B

How to Handle Poor Employee Performance Constructively: 3 Proven Methods

 

Questions
and Answers

  • What is the sales territory or addressable segment of customers to sell to?

    In this role, you will be selling Enterprise SW solutions to new customers. It is all about New Customers acquisition, starting in a new territory, and not managing existing accounts. Therefore you will have full ownership to start new engagement processes, from prospecting to closure

  • Who are other stakeholders I will engage with?

    You will engage with your manager, the SVP of sales who defines your targets and the prospecting territory. You will also work with presales and subject matter product and SW application experts to build value propositions with our solutions to your customer stakeholders.

  • What is the working culture and which methodology and tools are used?

    It is a fast-paced weekly deliverables schedule and in an innovative working model. Processes are standardized and repeatable across all companies, which is rigorously measured with accurate data available from Worksmart Pro, our team productivity tool.

  • Who is the ideal candidate for the position?

    A Top SW revenue achiever who is successful in hunting in a new territory and acquiring new customers, engaging at the C-Suite level. He is capable of taking ownership of the whole process, from prospecting to closure, closing multi-million dollar volume of business.

  • What sales methodologies are used or best to know?

    It is good to have experience in the most common SW sales methodologies like SPIN, Consultative and Solution selling, but preference is for Challenger sales.

  • What are the SW products and solutions you will sell?

    The products you will sell range from vertical specific software to technology tools in different industries ( telco, retail). Since most of the customers we support growth through acquisition - the portfolio is a broad list comprising of SaaS, on-premise software, tech-enabled managed service and pure IT consulting companies in North America, Europe, and Asia.

  • What is the compensation, model?

    The compensation is 200K USD per year or 100 USD/Hour for a 40 hour week. Depending on who is the hiring company this can be fixed or with an uncapped variable part.

 
 
 
WHAT CROSSOVER MEMBERS SAY ABOUT THE ROLE

 
FAQs