What are the responsibilities and job description for the Account Executive position at Actionstep?
Actionstep is a pioneer in the development and sale of software-as-a-service (SaaS) products, specializing in the delivery of Legal Practice Management software. We are a fast growing, dynamic business with a global customer base of more the 30,000 and a team of over 180 in the USA, Australia, UK, Canada and New Zealand.
The Sales Team is essential for building strong customer and partner relationships that enable the achievement of business targets. To project a positive first impression of Actionstep that accurately represents the Actionstep product and value proposition. To clearly articulate how at a strategic level Actionstep can enable our customers the opportunity to be successful, through giving them the time and freedom to focus on what they do best; ‘be lawyers’. To continuously improve and develop relevant and fit for purpose sales methodology and capability across the entire sales function.
The Account Executive serves as a key driver of revenue growth and client success in Actionstep’s Sales Team, playing a vital role in acquiring, retaining, and expanding the customer base.
The Account Executive will grow the Actionstep customer base and meet revenue and login targets through successful sales delivery of the Actionstep value proposition. To collaborate effectively with Marketing and other Customer Growth team members to effectively promote and market Actionstep as a competitive solution within the legal industry.
Success of the Account Executive will be measured primarily by revenue generation following customer acquisition and login growth. Secondary measures of success will include, qualified lead generation and delivery of outbound sales activity.
In this role, you will be accountable for…
Customer Growth :
- Meeting and exceeding individual monthly and annual targets with the view to build the Actionstep customer login numbers, generate revenue and contribute to total business KPI’s.
- Prospecting and developing relationships in key customer groups and regions, to generate sales opportunities and grow the customer base.
- Reviewing and qualifying all inbound leads in line with Actionstep qualification criteria and across a variety of channels.
- Effectively nurture and leverage business from new and established customer relationships, associations, and network groups
- Effectively manage customers through the Actionstep sales process ensuring adoption as required.
- Leading effective Actionstep demonstrations ensuring clear and concise communication.
- Actively leverage Actionstep sales tools, systems and process (ie hubspot, LinkedIN Navigator) to identify, record / track, connect and qualify potential customers.
- Proactively research and perform outbound based activities for key customer group with the goal of generating new customer leads.
General Sales & Marketing :
Reporting & Administration :
Relationship Management :
Professional Development :
Continuous Improvement :
Requirements
WHO ARE YOU
Excellent Communicator : You are comfortable communicating with customers and internal teams and saying no when you need to.
Relationship Builder : You have strong skills in cultivating and maintaining relationships with clients is crucial for success by being personable, empathetic, and able to understand clients' needs.
Negotiator : You can negotiate terms, contracts, and pricing that strikes deals that benefit both the client and Actionstep.
Problem Solver : You are proactive and resourceful in resolving issues.
Strategic Thinker : You understand the broader business goals and aligning them with client objectives by analysing data, identifying opportunities, and devising plans for growth.
WHAT YOU NEED TO KNOW AND WHAT WILL HELP MAKE YOU SUCCESSFUL
Experience & Qualifications :
Essential :
Desirable :
Personal Skills, Attributes & Behavioural Competencies :
Other :
Benefits
We have a fantastic and inspirational working environment!
