Account Executive, Sprout Social
Large Enterprise
$250k
OTE
+ Equity
All-in-one social media management platform
Be an early applicant
All-in-one social media management platform
1001+ employees
Be an early applicant
$250k
OTE
+ Equity
1001+ employees
Company mission
To help organizations of all sizes become better marketers and create the world’s most beloved brands.
Role
Who you are
- Sprout Social is looking for a highly driven and tech-savvy Account Executive with strong business acumen to join our expanding Large Enterprise sales team
- Ideally, you will be equally driven by a customer-centric mentality as well as a desire to find and close new business
- 5+ years of closing experience in B2B sales
- Proven success selling/cross-selling to large enterprise organizations (5,000+ global employees)
- Ability to manage a large number of prospective accounts and identify problems, opportunities and consultatively provide solutions for each of them
Desirable
- Experience building relationships, presenting and selling to senior level decision makers across multiple functions
- Experience working with internal partners and cross-functional stakeholders to increase deal momentum and exceed both prospects and customers expectations
What the job involves
- Prospect, develop and close sales opportunities with both new logos and existing customers in the large enterprise segment
- Own your numbers - consistently meet and exceed your activity goals (prospecting and meetings completed) to build a fruitful pipeline that will provide consistent quota retirement
- Establish deep relationships within your book of business through multi-threading, achieving both executive or VP level and end user engagement
- Within 1 month, you’ll plant your roots, including:
- Complete Sprout Social’s new hire training & onboarding program alongside other new Sprout team members. You’ll gain a broader understanding of our products and how your role fits into the organization
- Partner with the Director of Enterprise to define key success metrics for your role and how you will measure against them
- Meet with current members of the Enterprise Sales team individually to understand what’s working, what’s not, and gather learnings to implement into your role
- Shadow Account Executives on calls live or through Gong to learn sales strategies and positioning
- Dive right into our platform to learn about what makes our platform unique, how our solution impacts business objectives and why customers love our solutions
- Learn Sprout’s go-to-market messaging, key differentiators, develop and personalize segment-specific value propositions
- Learn the relevant customer stories and case studies to justify your value propositions with real ROI examples from the field
- Complete a demo and written certification to ensure comprehension
- Learn Sprout’s existing customer sales process by shadowing your peers
- Within 3 months, you’ll start hitting your stride by:
- Meet with all your existing customers within the book of business and begin the process of building relationships with key strategic stakeholders
- Identifying the top 20-25% of new logo opportunities within your book of business to create focus and execution in your weekly prospecting activities
- Understand the language of all your customers and where we can expand our offerings by expansion into new business units or increasing utilization of our platform with existing customers
- Own your numbers - consistently meet and exceed your activity goals to build a fruitful pipeline that will provide consistent quota attainment after ramp
- Co-build account & territory plans with your BDR, Professional Services, Solutions Engineers & Customer Success teammates
- Regularly meet with your BDR to define a relationship that ensures seamless communication and coordination on all net new business generation and expansion opportunities
- Conduct active research leveraging all available tools and data sources to understand your customers’ brand, culture, KPIs, partners, and success metrics so you can add value throughout your interactions and become a trusted advisor
- Gain a solid understanding of your customer’s internal transitions and mitigate the risk of customer churn
- Within 6 months, you’ll be making a clear impact through:
- Have built solid relationships at the C-Level with existing customers within your “book of business"
- Have built strong internal relationships with your peers, customer success, professional services, solutions engineering, our legal partners and others who will take part in your deal cycles. You will have a deep understanding of each team’s partnership expectations and service level agreement
- Have built 4X your monthly quota target of net new logo pipeline
- Travel locally or out of state to meet with high potential prospects and critical customers on a quarterly basis to speed up your deal cycles and increase win rates
- Become a Sprout Social and social media expert to confidently speak to ever-changing trends, new product features and platform enhancements to help our customers realize their full potential and accomplish their goals
- Consistently achieve your monthly and quarterly revenue targets
- Within 12 months, you’ll make this role your own by:
- Mentor and develop your BDR to become best in class at their respective functions and further advance their skill sets and career trajectory
- Step up as a peer leader to share best practices across the organization and help others grow from your experiences
- Consistently meet and exceed monthly activity, pipeline and new business metrics
Our take
Engagement tools for social media are proving increasingly vital with the rise of social commerce, and brands need to keep a careful eye on customer satisfaction and interaction if the company is to net a profit from this market. Sprout Social is a social media management platform for brands and agencies of all sizes, allowing users to post, manage engagement, and access analytics on a single hub.
With plenty of big-name customers, including Unicef, Chipotle, and Subaru, Sprout Social has developed a trusted and effective brand of its own. It dodged direct competition with social engagement platform Hootsuite by expressly prioritizing its customer service tools, where Sprout Social appears to be generally recognized as superior.
To double down on serving the social commerce market, and carve out a distinctive niche ahead of this eCommerce trend’s anticipated success, Sprout Social has integrated with platforms such as Shopify and Facebook Shops. It is also a member of the TikTok marketing partner program, and has continued to receive accolades for its software.
Steph
Company Specialist
Insights
Company
Funding (last 2 of 5 rounds)
Dec 2018
$40.5m
SERIES D
Feb 2016
$42m
SERIES C
Total funding: $101.5m
Company benefits
- Insurance and benefit options that are built for both individuals and families
- Progressive policies to support work/life balance, like our flexible paid time off and parental leave program
- High-quality and well-maintained equipment—your computer will never prevent you from doing your best
- Wellness initiatives to ensure both health and mental well-being of our team
- Ongoing education and development opportunities via our Grow@Sprout program, employee-led diversity, equity and inclusion initiatives and mentorship programs for aspiring leaders
- Growing corporate social responsibility program that is driven by the involvement and passion of our team members
- Beautiful, convenient and state-of-the-art offices in Chicago’s Loop and downtown Seattle, for those who prefer an office setting
Company values
- Care Deeply
- Embrace Accountability
- Champion Diversity, Equity & Inclusion
- Promote Open, Authentic Communication
- Seek Simplicity
- Solve Hard Problems
- Celebrate Change
Company HQ
Chicago Loop, Chicago, IL
Articles
Leadership
Justyn Howard
(CEO)They were Senior Account Executive at New Horizons, and worked in Learn.com's Executive Account Sales department.
Aaron Rankin
(CTO)They have a Master's in Information Systems Management from Carnegie Mellon and were an IT Architect at IBM. They were also a Software Engineer at Endeca, and they are currently an investor with Rankin Family Ventures.
Peter Soung
(Head of Growth)They studied Computer Science at Penn State before working at IBM as a Software Engineer. They also worked as a Sales Engineer at companies such as Endeca.
Diversity, Equity & Inclusion at Sprout Social
Cassandra Blackburn (Director, Diversity, Equity and Inclusion)
- At Sprout Social, we’re committed to building a diverse team, fostering an inclusive culture and investing in equity across our organization. By prioritizing equity, defined as system-level change, we ensure that our practices support a diverse and inclusive environment.
- Monthly DEI Guild meetings: DEI Guild meetings provide a space for our team to learn about different cultures, identities and societal challenges that underrepresented groups face. Recent meetings have explored the US criminal justice system, understanding intersectionality and unsung heroes of Black America
- Resource groups: Members of our resource groups are people who share a common purpose, interest or background. Resource groups provide the space for team members to connect, exercise leadership skills and contribute to our ongoing DEI initiatives
- Training & development: To ensure our hiring and management practices are equitable, all new hires receive an introduction to DEI and unconscious bias training in their first month at Sprout. Our learning and development program, Grow@Sprout, contains courses for continued DEI learning and small groups meet monthly to extend discussions from previous DEI Guild meetings
- Community engagement: Team Sprout engages in the community in a number of ways, including partnering with organizations that serve the priority identity groups of our DEI initiatives and leading internal initiatives like our annual Philanthropy Week, Technology Giving Program and our volunteering program, Sprout Serves
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