Account Executive - Software Engineering

Account Executive - Software Engineering

Established in 2002, Big Room Studios is a Software Engineering services company headquartered in Portland, Maine. We work with amazing clients in a variety of industries to design and build custom software solutions that transform the way they do business. We’re looking for an Account Executive to join our passionate group of software engineers, operations specialists, and project managers.

Our team has been growing, and we are looking to continue to scale up over the next few years. This position will be fundamental in building our sales motion and continuing our trajectory, with the opportunity to eventually grow our sales team.

Description

The Account Executive will engage with prospects and play a key role in the lead qualification and project scope discovery process. The Account Executive is an individual contributor that will collaborate with the engineering and operations team for the purpose of determining the initial scope for new projects and ensuring bids meet technical, timeline and pricing targets. This person will work closely with peers and senior leaders to not only close business but also work cross functionally to help define the direction of service offerings. The Account Executive will collaborate closely with the CEO & Director of Operations to define our ICP, create and test messaging for different personas, define our outreach strategies and build our sales function from the ground up. Due to the strategic nature of this role, you must be able to demonstrate excellent communication and presentation skills both externally and internally.

Responsibilities

• Develop and execute against a strategic sales motion to hit company growth targets
• Identify new markets for BRS
• Work with Director of Operations and CEO to define product direction and develop ICP
• Redefine current sales process as needed to create a repeatable and scalable sales motion
• Use your expert prospecting skills to generate and maintain a robust pipeline
• Educate potential customers through online demonstrations and occasionally in person presentations
• Accurately forecast deals so that cross functional teams are aware of timing and scope of work
• Work with customers to uncover potential new opportunities
• Create new and foster existing relationships within our partner network
• Ability to work cross functionally internally to negotiate and close software service agreements
• Previous experience building a sales team

What you bring to the table
Building and maintaining close working relationships with the rest of the BRS team is a must. While the successful candidate will have experience working in the software development industry, we don’t expect them to have as much technical experience as a developer. Therefore, this position requires constant collaboration with developers, project managers, and designers. A willingness to listen, accept and act on feedback is essential.

The successful candidate should have a proven track record of delivering year over year growth, strong prospecting skills and be highly motivated to help customers be successful with our solutions. We are looking for a self-starter who is able to generate and manage a pipeline, close new business and work cross functionally in a fast paced environment.

Additional requirements:

• 3+ years of professional service sales experience selling to large accounts or selling to similar industries
• Proven track record of meeting/exceeding quotas
• Previous experience building a sales process from the ground up, including: defining ICP, creating prospect/customer messaging, building a repeatable sales motion
• Demonstrate the ability to work cross functionally with other departments including the operations team, developers, project managers and designers
• Understanding of RFP/RFI process and familiarity with responding to those documents
• Excellent written and verbal communication skills including prior experience selling to the C-suite
• Ability and command of using sales tools like Hubspot and G suite

Nice to haves:

• Sales experience selling custom solutions like ERPs, outsourced services or custom software solutions
• Knowledge of agile software development and experience working with engineers or cross functionally with other groups via sprints
• Successful history of working with C-suite, operations and engineering on building or launching a new product
• Familiarity with our technology stack, which includes: React, React Native, node.js, Amazon Web Services.
• Knowledge of the software development industry with network of contacts
• Experience selling custom services

Interview Process:

• Build a 30/60/90 presentation for the CEO and Director of Operations outlining your first 3 months
• Develop and present on an account strategy plan
• Mock sales exercise (with prompts) on how you would prospect and engage with a high value account
• Interviews with the Operations and Development teams

Things to Keep in Mind:

• This position is available in a fully remote, hybrid or in-office capacity.
• Commission plan and performance bonuses available. Specifics will be discussed with candidates selected to participate in the interview process.
• Resume and cover letter required.

Job Type: Full-time

Pay: From $90,000.00 per year

Benefits:

• 401(k)
• 401(k) matching
• Dental insurance
• Flexible schedule
• Health insurance
• Health savings account
• Paid time off
• Parental leave
• Professional development assistance
• Retirement plan
• Vision insurance

Experience level:

• 3 years

Schedule:

• Monday to Friday

Supplemental pay types:

• Commission pay
• Performance bonus

Travel requirement:

• Up to 25% travel

Work Location: Remote