Enterprise Account Executive, Icertis
UKI
More information about location
2 days a week in office (Bank, London)
AI-powered contract management & intelligence platform
Open for applications
AI-powered contract management & intelligence platform
1001+ employees
Open for applications
More information about location
2 days a week in office (Bank, London)
1001+ employees
Company mission
Icertis' mission is to empower companies to realize the full intent and higher purpose of every contract, so they can build trust, strengthen bonds, and create a better world.
Role
Who you are
- A hunter’s mentality with a consistent track record of achieving or exceeding sales quotas of over $1m ARR annually
- Experience orchestrating complex direct and indirect sales cycles involving multiple technical and business stakeholders
- Proven strategic pursuit skills and comfort with targeted prospecting
- A strong understanding of customer and industry business drivers, applying this knowledge to manage sales opportunities effectively
- Experience managing complex sales cycles and closing large enterprise software sales
- Business acumen with experience in MEDDICC and/or Challenger sales methodologies, coupled with the discipline to follow a proven sales process from start to finish
- Organizational, presentation, and interpersonal skills
- Extensive background in selling to enterprise accounts, managing business pipelines, and revenue forecasting
- Strategic thinking and negotiation skills
- Experience working with strategic partners like SAP and Microsoft, and managing relationships with GSIs such as Accenture, PwC, and Deloitte
- Desirable experience in selling to C-Level Legal, Procurement, and Sourcing stakeholders
- A flexible, coachable, intellectually curious, accountable, and collaborative mindset
What the job involves
- As our Enterprise Sales Director, you'll be instrumental in driving sales by uncovering potential customers' business needs and showcasing the value of our innovative solutions
- In this role, you'll navigate complex sales cycles, positioning our Icertis platform as a comprehensive solution to executive and economic influencers across various sectors
- You'll guide these stakeholders from initial engagement to successful deal closure, managing a portfolio of strategic and large enterprise accounts across the UK and Ireland, with a focus on new logos
- This position does not include people management responsibilities
- Own the full sales cycle for new business customers, from targeted outreach to inbound qualification, discovery, value selling, and closing
- Identify and address customer pain points related to Legal, Procurement/Sourcing, and Sales processes
- Demonstrate how Icertis solutions meet specific regulatory and compliance requirements
- Communicate the financial and strategic benefits of our solutions clearly and persuasively
- Strategically coordinate and leverage internal resources, including inside sales, technical presales, partner sales, executives, and delivery teams
- Utilize account-based Sales and Marketing techniques to strengthen the sales pipeline
- Build and maintain a network of stakeholders, identifying key economic, technical, and user influencers in deals
- Showcase a deep understanding of customer needs during discussions with economic influencers
- Maintain strong customer relationships at the C-level, managing proposal creation, pricing strategies, and deal negotiations to closure
- See data as a strategic asset and maintain strong CRM hygiene throughout the sales process
- Deliver compelling presentations that highlight the value of the Icertis platform and motivate action
- Align customer business needs with our solutions, establishing Icertis as the preferred vendor
Salary benchmarks
Our take
As part of its pitch, Icertis cites World Commerce & Contracting research which shows that optimized contract development and management can save companies’ an average of 9% of their annual revenue. It may seem that the company is targeting small margins, but with customers including Google, Microsoft, and Johnson & Johnson, the real numbers are huge.
The 2009-founded company offers a comprehensive range of products to manage every stage of a contract lifecycle from setup to approval and reporting, but its main value differentiator might be its AI applications, which can analyze previous negotiations at scale and visualize deep data insights on performance.
The company has seen a steady stream of investment since its founding and is using its 2022 VC from German multinational SAP to deepen the integration between the two companies' software tools. Alongside a range of other lucrative partnerships, Icertis has gained further attention due to its winning the 2023 Artificial Intelligence Excellence Award, led by Business Intelligence Group.
Steph
Company Specialist
Insights
Few candidates hear
back within 2 weeks
Company
Funding (last 2 of 7 rounds)
Oct 2022
$75m
CONVERTIBLE
Mar 2021
$80m
SERIES F
Total funding: $366m
Company values
- Fairness
- Openness
- Respect
- Teamwork
- Execution
Company HQ
Bridle Trails, Kirkland, WA
Articles
Leadership
Samir Bodas
(CEO)Before co-founding Icertis they held multiple leadership roles at Microsoft, and was CEO of two IT services firms, Disha Technology and Aztecsoft, overseeing rapid growth followed by successful exits.
Monish Darda
(CTO)Co-inventor of two patents in cloud resource management and provisioning. Led a string of successful ventures prior to co-founding Icertis, including the launch of BladeLogic’s India R&D (acquired by BMC Software).
Diversity & Inclusion at Icertis
- 7 Days for Humanity: To make it easier for employees around the globe to join the fight against racism and other forms of discrimination in person, Icertis added seven days of paid leave to volunteer, support, help, give, protest, and make themselves be seen and heard. In 2020, for example, many employees used one of their days to recognize Juneteenth, the celebration of the end of slavery in the United States. This benefit has been extended into 2021.
- Diversity of Voices in the Room: We believe that diversity in our ranks—from employees around the globe to the Board—drives better outcomes for our teams and our customers. For instance, studies show that boards with women outperform companies without. Icertis is proud to include Karyn Smith and Penny Pritzker on our Board of Directors and Ursula Burns on our Board of Advisors, all of whom are champions of diversity and who support and advise us on living our FORTE values across the company. In addition, Icertis has an employee resource group (ERG) for female employees called Network of Women (NOW) that helps women connect with other women in the company to network, share experiences, and celebrate successes.
- Catch the Match to Fight Racism: In 2020, for every dollar U.S. employees gave to an organization of their choice that fights racism, Icertis co-founders Samir Bodas and Monish Darda matched with an annual gift of up to $50,000 in the aggregate to the NAACP Legal Defense Fund.
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