Enterprise Account Executive - Birch Street Systems LLC

Company Overview
Established in 2002, BirchStreet Systems is a rapidly growing company and the #1 Procure to Pay (P2P) platform for the global hospitality industry. BirchStreet's cloud platform dramatically improves business processes and delivers cost savings by automating eProcurement, AP Automation, Inventory Control, Recipe Management, Executive Dashboards, and Capital Budget Management.

Job Overview
Birchstreet Systems has an exceptional opportunity for a top performer (top 10% of sales organization) to join our organization to drive the acquisition of new logos and market share into new verticals. The sales team consists of a small number of highly focused, high performing professionals that are provided the opportunity to crush their targets. While we are highly selective in filling this role, if you are driven, intelligent, curious, gritty, and pursue your passion with vigor and energy, you could be a fit.

This position has primary responsibility for selling BirchStreet's market-leading products and services to new customers using a value based and consultative approach. It must leverage technical, organizational, and customer knowledge to build a compelling value proposition.

**This position is 100% remote.

Responsibilities:

• Build pipeline to a multiple of quota by researching, prospecting and qualifying leads for a target/named set of enterprise accounts.
• Progress opportunities via a standard sales process to close.
• Meet/exceed established sales quotas, pipeline targets and revenue goals.
• Engage with the customer to identify key business initiatives and underlying causes of customer's business problems.
• Develop and implement account strategies utilizing effective competitive positioning, value recognition and relationship development.
• Optimize sales cycles using value-based solution selling methodologies with focus on business case definition, ROI, and business outcomes.
• Establish and build trusted advisor relationships with C-Level business & operations executives.
• Lead the development & execution of designated account plans and stakeholder mapping while addressing stakeholder priorities & pain points.
• Communicate customer drivers, needs, sales strategy and account plans to internal management and the sales team.
• Participate in sales forecasting and planning in an effective manner by:

a. Building a Business Plan that defines goals and strategy.
b. Researching, developing & maintaining long & short-range sales plans
c. Producing regular forecast reports & quarterly plans for Manager's approval
a. Quarterly and Monthly commits with an avg 80% accuracy.
d. Maintaining an up-to-date awareness of strategic plans and procedures to coordinate market plans
e. Monitoring, analyzing, and communicating sales data, via contact management software, to contribute to product/service planning.

• Keep data accurate and updated in CRM and leverages sales processes.
• Actively participate in weekly team account strategy meetings

Other Skills and Background:

• Individual should have a proven track record at meeting and exceeding sales and revenue goals.
• Successful track record in Enterprise sales required
• Strong track record of new customer acquisition
• Customer centric
• Strong Negotiating Skills
• Organized and self-motivated to succeed.
• Data and process oriented: Attention to details
• Team player and adept at coordinating full sales cycle with operations and other partners.

Education and/or Experience
• 7-10 years' experience in software sales
• Experience managing Corporate Accounts and state-of-the-art product offerings
• Ability to travel.
• Accounting, banking, or hospitality software experience a plus
• Bachelor's degree preferred

Base: $90,000-120,000/year, up to $350k OTE with highly leveraged compensation plan

Please keep in mind that this range represents the pay range for all positions in the job grade within which this position falls. The actual salary offer will consider a wide range of factors, including skills and experience