About AlignOps
AlignOps is a rapidly growing technology provider that serves the construction industry. We are made up of individuals who share a common commitment to innovation, creativity, integrity, and delivery beyond our customers’ expectations.
AlignOps delivers operational tools to scale and grow the construction business. With powerful solutions that are configurable to meet the unique needs of our customers, AlignOps powers construction operations to increase productivity, improve safety, and deliver more profitable projects. As a technology partner, we transform operational data into a strategic asset that provides the visibility and control to make informed decisions that yield tangible results.
We seek talented individuals who thrive in a dynamic, challenging, and rewarding work environment and emulate humility, drive, transparency, and customer service in everything they do.
Job Description
An Account Executive plays a crucial role in presenting AlignOps to prospective clients. Your primary responsibility is discovery. You use question-based selling to understand a prospect’s current operations, challenge their assumptions, and quantify the cost of their problems before you show any product. When you demo, you show only what connects to the pain you confirmed, and you keep the prospect talking more than you. A key part of your role involves a deep dive into each prospect's business, enabling you to uncover and address specific inefficiencies the Align product can improve. Your questions should be based on the client, the trade they are in, and the product we offer so that your discovery allows you to know how they currently operate and how we can improve the prospect’s office and field communication. Success in this role requires a keen understanding of customer goals, plans, challenges, timelines, budgets, and their decision-making processes.
Responsibilities
- Consistently meet or exceed bookings targets, driving revenue growth and contributing to organizational success.
- Lead complex deals from initial contact to close, adhering to the sales process in a dynamic and fast-paced environment.
- Effectively and proactively prospect for new leads through outbound efforts and qualify inbound opportunities to expand your pipeline.
- Identify, develop, and maintain executive-level relationships (C-Level and VP-Level) to address business needs, leveraging technical resources to support strategic discussions and engaging technical resources as required.
- Collaborate strategically with Customer Success partners to prioritize and capture upsell and expansion opportunities within existing accounts.
- Keep Salesforce accurate and current. Update stage, close date, amount, and next step after every buyer interaction. This critical data is used to forecast, find where deals stall, and make fast paced improvements to the sales process.
- Partner with management to deliver accurate forecasts, identify emerging trends, and recommend actionable solutions to overcome challenges and capitalize on opportunities.
- Stay informed of industry trends, competitive landscape, and product developments that could impact your sales strategies and positioning.
- Represent the company at industry events and conferences, actively networking and building relationships to drive business growth and expand market presence.
- Optimize and manage your personal sales funnel, ensuring daily updates to Salesforce (SFDC) for accurate tracking and reporting.
- Optimize and refine Outreach sequences, ensuring that all open opportunities are strategically aligned and sequenced appropriately following initial meetings to maximize engagement and drive progression through the sales funnel.
- Challenge prospects strategically, articulating the value of technology and data to improve profitability and operational efficiency for potential customers.
- Engage with 30-40 new companies monthly, leveraging a mix of pre-scheduled appointments and self-generated leads.
- Maximize opportunities by utilizing the provided call list and proactively identifying additional leads to expand your pipeline and drive new business.
- Achieve a consistent closing rate above 30%, with a stretch goal of 40%+, to continuously drive high performance.
- Facilitate sales training discussions as assigned by management, contributing to team development and elevating overall performance through knowledge sharing and best practices.
- Prepare for strategy sessions by reviewing SDR notes and setting call information before each meeting.
- Build prospect investment in every next touch. Each email, call, or meeting delivers something the prospect values, tied to a problem they confirmed, so they can say in one sentence what they will gain from the next step.
- Utilize the company’s knowledge base and Sales Toolkit resources to support your sales efforts.
- Stay informed of commission structures to fully understand earning potential and align your sales performance to maximize incentives.
- Maintain an up-to-date understanding of all Sales Toolkit resources, encompassing current pricing structures, team-specific policies, and ongoing training materials.
- Apply the principles from The Challenger Sale, Never Split the Difference, and Extreme Ownership to refine your sales strategies and leadership approach, integrating these insights into daily interactions to enhance performance and achieve measurable results.
- Other duties as assigned.
Qualifications
- Demonstrate self-motivation and a strong drive for results.
- Bring 3-5 years of experience as a quota-carrying sales representative, consistently achieving and exceeding goals.
- Adapt effectively to change in a rapidly growing company, showcasing resilience and flexibility.
- Exhibit strong discovery and pipeline management skills, ensuring accurate forecasting for personal and team performance.
- Utilize various selling methods, including phone, online, and in-person, to effectively reach and engage clients.
- Confidently engage with Business Owners, CEOs, CFOs, VPs of Finance, Controllers, and Accountants to discuss solutions and build relationships.
- Show willingness to meet customers and prospects in person to strengthen relationships.
This is a full-time remote position located in the US. Employees hired within a designated radius of the office are expected to work on-site according to a schedule set by management based on the requirements of their role.
Benefits & Compensation
- The US base salary range for this full-time position is $70,000-$80,000 + commissions. OTE (base + commissions) for this position is $140,000-$150,000, but top performers can exceed OTE based on performance. Our salary ranges are determined by role, level, and location.
- The AlignOps benefit program includes health, dental, and vision coverage. In addition, the company offers disability, life insurance, PTO, and a 401(k) plan.
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