Enterprise Sales Executive

Criteria drives talent success for over 4,500 organizations around the world. Through innovative assessments, video interviewing, and talent management tools, we help companies build more engaged workforces, improve retention, generate more revenue, and increase productivity.

We've been featured on the Inc. 5000’s list of fastest-growing private companies in the U.S. for the last seven years and have been recognized as a Best Place to Work by Inc. and Built in LA. Most importantly, people are at the heart of everything we do. Our mission is to help companies and job candidates connect to do fulfilling, meaningful work together.

POSITION SUMMARY

As an Enterprise Sales Executive at Criteria, you’ll drive growth by winning new customers, helping them embrace a better, more equitable way of identifying, interviewing and developing their talent. You’ll unlock new value throughout our customers’ business by leveraging your consultative sales experience and securing complex deals. In partnership with others in the revenue, product and marketing teams, you’ll help refine our value proposition, product lineup and approach to growing with existing customers.

The ideal candidate possesses a deep empathy for customer problems and a passion for engaging across roles and organizations of prospective customers. You love the journey of discovering how we might help them succeed at recruiting and developing a diverse set of employees.

REQUIRED KNOWLEDGE/SKILLS/ABILITIES

To be successful in this role the incumbent will demonstrate the following:

• Utilize insight and consultative selling techniques to understand the challenges faced by enterprise level accounts with 1,000+ employees, proposing innovative solutions leveraging Criteria Corp's platform.
• Engage with industry influencers and buyers to stay informed about market trends, pressures, and challenges, adapting sales strategies accordingly.
• Coach customer stakeholders and build consensus for Criteria Corp's solutions within organizations.
• Employ value and consultative selling to identify customer needs, develop value-added propositions, and generate complex proposal and pricing structures.
• Collaboratively and independently develop strategies to overcome deal-level challenges.
• Map out large accounts, establishing relationships with decision-makers at multiple levels.
• Implement a sales strategy for the territory to meet revenue and profit objectives through new business development.
• Leverage internal teams such as product management, marketing, and engineering to address prospect needs collaboratively
• Navigate through layers and barriers to reach multiple decision-makers and departments within an account
• Demonstrate full sales cycle skills, from research and discovery to software demonstrations, negotiation, and pricin
• Regularly update the CRM system with the latest customer information and use customer intelligence for account planning purposes.

RESPONSIBILITIES

The primary responsibilities of this role include:

• 8+ years sales experience, preferably delivering B2B SaaS solutions to complex business problems in large enterprises, including selling through the C-suite at Fortune 500 companies.
• Track record of managing complex sales cycles and securing strategic deals by understanding customer problems and crafting tailored solutions, leading to annual success in exceeding quota targets of $1M+.
• Proven success of effectively generating 50%+ of a sales pipeline via outbound strategic and defined sales methodologies and processes.
• Demonstrated success in identifying, growing and nurturing relationships at multiple levels within a company, and building consensus amongst disparate stakeholders.
• Analytical mindset with the ability to interpret data, identify trends and make data-driven decisions to optimize sales performance.
• Proficiency in CRM software (e.g., Salesforce, Churn Zero, Gong) and other sales tools for pipeline management, reporting and forecasting.
• Strong organizational skills and the ability to manage multiple priorities in a dynamic, high-growth company environment.
• Team player who enjoys helping others hone their craft by openly sharing their own successes and failures.
• Willingness to travel 10-20% of the time as needed to meet with customers and attend industry events.