Senior Account Executive (Northeast) - Dodge Construction Network

Dodge Construction Network (DCN) is looking for a Senior Account Executive who will be responsible for driving net new logo sales of the full DCN product suite to local small and midsize businesses (SMB) in the commercial construction industry. This role is critical to the organization, focusing on new business development, revenue generation, and targeted growth. Specifically, the Account Executive will be expected to build and manage a pipeline of SMB opportunities from prospect to close.  

This position reports directly to the Director, Regional Sales. 

Location 

For this remote position, candidates must reside in the Northeast U.S. States included in this region are ME, VT, NH, MA, NY, PA, RI, CT, DE, NJ, WV, VA, MD, and DC. Additionally, a willingness to travel as needed for face-to-face meetings with prospects is required. 

Core Responsibilities 

• Build and establish a pipeline of new local SMB prospects from which to close new sales opportunities to meet and exceed monthly and annual sales quota
• Pursue sales leads within assigned territory defined by geographic area
• Gain understanding of specialized products, services, and markets
• Identify key decision makers and engage with those to introduce DCN products and services
• Perform continued follow-up activities/pipeline management to close new business
• Partner with Senior Sales personnel to begin building contacts and identify sales opportunities
• Conduct face to face meetings, engage with prospects over the phone and internet (e.g., chat, email, video conferencing, etc.) to close sales, attend and/or conduct local meet and greet events
• Successfully complete daily KPI expectations for prospecting, follow-up calls/emails, and other activities
• Update prospecting pipeline in real time and show and manage stage progression, anticipated close date, contextual notes, and estimated deal value   
• Accurately forecast and maintain pipeline in CRM, Salesforce.com
• Send proposals and process contracts through company systems                                                         

Skills and Qualifications 

• Bachelor's degree preferred and/or combination of equivalent work experience
• 4+ years of relevant sales experience; preferably selling SaaS/technology related products or services with a track record of consistently closing new business
• Superior personal integrity and ownership of outcomes, and coachable mindset
• Well-versed in solution-based selling and relationship building
• Ability to coach prospects on best practices; uncover pain points and recommended solutions
• Exhibit an empathetic small business growth mindset to identify meaningful opportunities for prospects benefit
• Possess exceptional communication skills, both verbal and written, and be an active listener
• Ability to effectively present information to large groups including internal stakeholders and prospects
• Proven ability to understand vague and implicit instructions and react favorably in all work situations, employing an approachable and responsive manner to a variety of people and issues to resolve problems, handle conflict and make effective decisions under pressure
• Proficiency in Salesforce strongly preferred, including solid understanding of CRM and order management functionality, as well as desktop software programs including Microsoft Office (Outlook, Word, Excel, PowerPoint, etc.)/Web with a tech savvy with an aptitude to learn new SaaS products
• Strong understanding of market dynamics in order to help with prospecting conversations
• Develop knowledge based on defined market to understand the sweet spot                                                      

About Dodge Construction Network  

Dodge Construction Network (DCN) is a solutions technology company providing an unmatched offering of data, analytics, and industry-spanning relationships to generate the most powerful source of information, knowledge, insights, and connections in the commercial construction industry. The company powers longstanding and trusted industry solutions—Dodge Data & Analytics, The Blue Book Network, Sweets, IMS, and Principia—to timely connect and enable decision makers across the entire commercial construction ecosystem. Together, these solutions provide clear and actionable opportunities for small teams, both locally and regionally, to large, national enterprise firms. For more than one hundred years, Dodge Construction Network has ensured construction professionals have the information they need to build successful, growing businesses. 

Salary Disclosure 

Base Salary Range: $70,000 - $75,000/year + UNCAPPED COMMISSIONS!  

This represents the expected salary range for this job requisition. Final offers may vary from the amount listed based on factors including geography, candidate experience and expertise, and other job-related factors. DCN’s compensation and rewards package for full time roles includes a market competitive salary, comprehensive benefits, and, for applicable roles, commissions plans or an annual discretionary performance bonus. 

For this role, we are only considering candidates who are legally authorized to work in the United States and who do not now or in the future require sponsorship for employment visa status. 

Dodge Construction Network is an Equal Opportunity Employer. We are committed to leveraging the talent of a diverse workforce to create great opportunities for our business and our people. All employment decisions shall be made without regard to age, race, creed, color, religion, sex, national origin, ancestry, disability status, veteran status, sexual orientation, gender identity or expression, genetic information, marital status, citizenship status or any other basis as protected by federal, state, or local law. 

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