SaaS Account Executive
This position is located at our headquarters in Santa Barbara, CA or remote.
About ShipHawk
We are on a mission to become THE operating system for eCommerce operations and our vision is to do it without thrashing workers, the environment, or the bottom line. Our advanced shipping software and WMS help retail, wholesale and eCommerce companies solve the most pressing problems in today's distribution centers.
Come join us as we transform one of the last massive old-school industries.
What We're Looking For In You
We are looking for the true Sales superstars with Hunter mentality, who are motivated and willing to consistently perform sales activities and invest in improving the effectiveness of those activities. Experience in the Supply Chain Industry and SaaS Sales are non-negotiables.
If you are someone who settles for mediocrity or likes the status quo, you won't like it here. But if you are driven to build and are looking for a company and a team to support those efforts, you will thrive with us. This is an opportunity to not only create great financial success for our clients, but also for yourself. We are completely focused on supporting candidates who are willing to do the work and we foster an environment that supports and celebrates the success of our team.
More than the usual skills, we are looking for candidates who push and do not accept the mundane. Those who push for higher standards. Those who are proactive. Those who are open to new ideas and desiring personal feedback. Those who try stuff, fail and learn from it. 5% of business leaders are 20 times more effective than 95% of business leaders. We are looking for the 5%.
About the Opportunity
Department: Sales
Reports to: Director of Sales
Salary Range: $130,000 - $250,000 OTE (50% Base 50% Commission) Equity Benefits
We provide our sales team with a suite of premium WMS and Shipping SaaS products that improve the lives of our customers in the Supply Chain industry. This is an opportunity for outstanding career success and personal financial success, and we are creating opportunities to grow a strong and lasting book of business.
Position Overview

• This is a quota-carrying position that requires a strong focus on new business development. You'll be working in a collaborative environment, empowered to sell WMS and Shipping SaaS solutions and related services to prospective new mid-market or small business customers.
• Manage full-cycle sales through outbound prospecting, partnership building and nurturing, pipeline generation and qualification, consultative discovery to identify customer needs, educate prospects on ShipHawk's product offering and value proposition, handling contractual agreement to close the sale, forecasting, resource allocation, account strategy, and planning.
• Selling on value vs. technical functionality, partnering with internal resources in order to provide expertise and drive additional value through consultative selling.

Position Responsibilities
Account Executive Sales

• Exceeds defined sales quota through strategic account planning, networking, use of company resources, and execution of a full-cycle sale process
• Engages in proactive, outbound business development, including cold calling, to develop new business opportunities
• Manages the sales process from initial contact through agreement, signature, and transition to the Implementation team
• Maintains a thorough understanding of ShipHawk's product offerings and industry trends to tailor presentations to meet the needs of different types of organizations
• Assists customers in developing the business case and value proposition for proposed solutions when necessary
• Collaborates with internal teams in executing the company's sales process including proposal development
• Tracks and maintains all prospect and client activity in Salesforce.com, the goal being that management can quickly understand the status of customer relationships and the sales pipeline
• Has a positive outlook and the ability to take responsibility for their successes and failures; goal oriented with a belief that daily, weekly, and monthly activities will help achieve desired results
• Engages in accurate sales forecasting and sales pipeline management activities

Product

• Becomes an expert on ShipHawk's platform and markets. Maintains a deep understanding of the product and speaks with customers about the most relevant features/functionality for their specific business needs

Leadership & Development

• Sales Leadership - Takes a strategic sales approach, creates value for clients and adds to the company's capabilities and reputation
• People Development - Contributes to the growth, development and positive experience of the sales team
• Proactive Contribution - Works with leadership to develop strategies that drive revenue

Systems and Process

• Executes repeatable, reliable, scalable sales processes
• Masters internal tools to manage, track, and report on key customer information

Position Requirements

• A technology sales person with 3 years experience in a quota carrying direct sales roles in a SaaS environment, with a successful track record of selling to both technical and non-technical buyers
• Supply chain industry experience is a must, preferably WMS and Shipping solutions related
• Experience managing technical sales cycles from beginning to end by using your domain experience, sales skills, and leveraging company Solution Architects, Solution Consultants, or Sales Engineers
• Demonstrated experience in managing monthly or quarterly quota assignments and being able to forecast sales activity accurately
• Strong command of key business issues and how connectivity and integration solutions affect business outcomes
• Excellent communication and presentation skills (written, verbal, phone, video conferencing skills)
• Experience building a pipeline and qualifying and identifying deals that the individual or others can close (managing inbound opportunities and hunting for new opportunities)
• Experience working with partners, ISVs, and iPasS solutions in the Netsuite, Acumatica, BrightPearl, or Microsoft Dynamics ecosystems a plus
• Experience working with sales technologies including but not limited to Salesforce.com and Outreach.io
• Ability to adapt and work efficiently in a rapidly changing dynamic team environment
• Passion for customer experience and customer success
• A BS/BA degree or equivalent practical experience

ShipHawk provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.