Senior Account Executive

Working cross functionally across the organisation to take leads through our buying journey and turning them into successfully closed revenue. You will have strong research skills, expert negotiation skills, resilience and self-motivation, as well as an eye for detail and determination to win and succeed.

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You will be responsible for managing, developing, and growing corporate level accounts (500- 3,000 employees) for our US East Coast and central territory, delivering against a new business target by proactively prospecting for opportunities with new and existing customers. You will be responsible for sales forecasting and strategic account management throughout the sales cycle.

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• Can demonstrate previous experience and a strong track record in consultative selling
  
  • You have an ability to diagnose customer pain points through effective questioning
  • You’re able to position Summize as a strategic solution that delivers business value, not just a feature list

• You will have exceptional communication skills and storytelling ability
  
  • You’re able to explain complex topics simply and compellingly
  • You are skilled at personalised messaging to executives and end users alike
  • Able to construct a narrative that articulates value, ROI, and business impact

• Able to understand and confidently communicate technical concepts including delivering product demos
  
  • Willing and able to learn the products capabilities and features deeply
  • Able to speak to clients' technical requirements and workflows

• Has strong and proven discovery and qualification discipline
  
  • Confident utilising Sales frameworks such as MEDDICC.
  • Knows how to identify real buyers, blockers, and urgency

• Has a proven and consistent track record of quota attainment
  
  • Has experience managing full-cycle sales including; Prospecting, Discovery, Demoing, Negotiation and Closing
  • Evidence of closing large mid-market or enterprise-level deals (between 500 – 3000 seats)

• Can proactively and effectively manage their pipeline
  
  • Building a healthy pipeline proactively alongside your aligned SDR
  • Experience maintaining accurate and up to date forecasting
  • Experience confidently and efficiently moving deals through each stage of the sales cycle.

• Skilled and experienced in objection handling and maintaining their resilience
  
  • Comfortably navigates pricing pushback, delays, and “no decision”
  • Remains calm, steady, and confident in the face of failure, loss or objections
  • Bounces back quickly and learns from losses

• Capable and skilled relationship builder
  
  • Build relationships and become a trusted advisor to prospects
  • Able to maintain and nurture long-term relationships even after closing
  • Works collaboratively and positively cross functionally internally with Customer Success, Product, and Marketing.

• Highly data driven
  
  • Uses metrics such as win rates, cycle length, ACV, and conversion rates to their benefit and to inform decision making and forecasting
  • Adjusts strategy based on patterns and performance
  • Comfortable and confident using CRM (Hubspot or similar), sales automation tools (Gong etc.), and analytics

• Takes personal ownership and accountability for their pipeline and territory
  
  • Thrives in high-performance, target-driven environments
  • Self-motivated with a strong growth mindset
  • Comfortable with ambiguity and rapid change