What are the responsibilities and job description for the Commercial Account Executive- East USA position at Moveworks.ai?
Sales Boston, MA Full Time
Who We Are
Moveworks is the universal AI copilot for search and automation across all your business applications. We give employees one place to go to find information and get support while reducing costs for your business. The Moveworks Copilot is powered by an industry-leading Reasoning Engine that uses a combination of public and proprietary language models to understand employee queries, then build and execute multi-step plans that achieve them. It does this by linking into systems (like ITSM, HRIS, ERP, identity management, and more) with native and custom-built integrations that turn natural language into powerful automations for employees.
The world’s most innovative brands like Databricks, Broadcom, Hearst, and Palo Alto Networks trust Moveworks to eliminate repetitive support issues, deliver instant knowledge, and empower employees to work faster across applications.
Founded in 2016, Moveworks has raised $315 million in funding, at a valuation of $2.1 billion, thanks to our award-winning product and team. In 2023, we were included in the Forbes Cloud 100 list as well as the Forbes AI 50 for the fifth consecutive year. We were also recognized by the 2023 Edison Awards for AI Optimized Productivity, and were included on Fast Company's Most Innovative Companies list for 2024!
Moveworks has over 500 employees in six offices around the world, and is backed by some of the world's most prominent investors, including Kleiner Perkins, Lightspeed, Bain Capital Ventures, Sapphire Ventures, Iconiq, and more.
Come join one of the most innovative teams on the planet!
Location: Candidates must be located in New York City, NY or Boston, MA- USA
What You Will Do
Moveworks’ Commercial Sales team works with a best-of-breed product that solves real problems for our customers. Sellers follow a well-defined methodology that helps them identify the customer's unique needs and clearly convey the value of the Moveworks platform. Whether you're looking to learn from the best or be the best, the Moveworks sales team is dedicated to furthering personal development and team success.
We are searching for a curious, hungry, and consultative seller who has a real passion for technology and can deliver on bold revenue targets. We have experienced explosive growth and success in our Commercial segment and are excited to grow the team! This is a lucrative opportunity to break into new accounts within a rich, green territory.
- Prospect and build pipeline while running an efficient sales process
- Maintain, build and own specific relationship maps for your territory including existing relationships and aspirational contacts
- Ensure high forecasting accuracy and consistency
- Consistently achieve quarterly and annual numbers
- Consistently build strong pipeline (3.5x of quota)
- Consistently achieve leading indicator targets such as
- Develop a deep comprehension of customer's business
- Establish loyal champion relationships within account targets who can navigate, guide, and refer opportunities
- Negotiate favorable deals and business terms with large commercial by selling value and ROI
- Handle existing customer expectations while expanding reach and depth into assigned territory
- Identify robust set of business drivers and move towards motivated buyers behind all opportunities
What You Bring To The Table
- A sales professional with 2 years closing complex software deals (mix of field selling within mid-market and enterprise)
- Experience working for an innovative tech company (SaaS, IT infrastructure or similar preferred) selling ‘unbudgeted’ software without a big brand name.
- New logo hunting experience
- Driven and have met/exceeded direct sales goals of 1M and operated with an average deal size of $75k
- Able to demonstrate sales methodology to prospect, build pipeline, exploit tools/resources, and leverage a strong contact network in pursuit of new logo acquisition
- Familiarity with the challenger sale or MEDDIC approach
- President’s Club, top rep, top percentile performer, consistent YoY overachievement
- Systematic approach to Pipeline Generation that ensures both consistent pipeline growth week over week and strong messaging contained in actual emails/calls.
- NBM Prep & Execution - Ability to walk into NBMs with a perspective, position Moveworks and our differentiation, and schedule next steps
- Building Champions / Navigating Personas - Developing champions effectively in each sales cycle and getting multi-threaded within accounts
- Business Pain Discovery - Clear understanding of the pain a prospect feels and the associated business metrics to that pain (tied to revenue/cost/risk)
- Technical Validation - Leverages CDD & SDW to uncover their required capabilities and ties them back to business pain
- AIA Execution - Effectively navigates stages and builds effective readouts
- Business Case Creation - Unified narrative of what we’ve uncovered to connect discovery pain to readout and pricing
- Deal Hygiene (Mutual Action Plans / SFDC)
Base Compensation: $100,000
Compensation Structure: Base Commission Equity
- Our compensation package includes a market competitive salary, equity for all full time roles, exceptional benefits, and, for applicable roles, commissions or bonus plans.
- Moveworks is proud to be an equal opportunity employer. We provide employment opportunities without regard to age, race, color, ancestry, national origin, religion, disability, sex, gender identity or expression, sexual orientation, veteran status, or any other characteristics protected by law.
Salary : $75,000 - $100,000
