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Account Executive III

Remote

About Crunchbase

Crunchbase is a predictive solution that provides intelligence on private companies, powered by the unique combination of live private company data, AI, and market activity from over 80 million users. We predict private market movements that matter to help investors, dealmakers, and analysts make the right decisions.

We are committed to fostering a positive, diverse, and inclusive culture by hiring for potential and embracing individuals with diverse perspectives, backgrounds, experiences, and skill sets. We value transparency and openness, believing that an inclusive environment strengthens our teams and enhances our products.

Crunchbase has a remote-first approach, and is open to hiring in residents of these states: California, Colorado, Illinois, Florida, Georgia, Massachusetts, Nevada, New Jersey, New York, North Carolina, Oregon, Pennsylvania, South Carolina, Texas, Virginia, and Washington

Our inclusive remote-first culture, generous PTO policies, competitive pay, and employee wellness benefits set us apart!

The Role: 

As a Corporate Account Executive at Crunchbase, you'll drive strategic data sales for an industry-leading organization.  An AE must be experienced in selling to business and technology stakeholders including senior decision-makers (C-suite, SVP, and VP-level).  Your role will encompass independent prospecting, researching, developing, and closing business while focusing on solving the prospect's business pain points and key challenges using strategic insights.  AEs will be able to connect Crunchbase’s solutions to the prospect's business needs to align and close business.  Land, expand, and deepen sales opportunities with accounts in your book of business through your tight partnership with your Customer Success Managers.  As a key member of the sales organization, you'll provide valuable market insights, analysis, and advice to our product and engineering teams, helping shape the future of Crunchbase's data solutions.

 

Essential Duties/Responsibilities:

Lead Qualification and Sales Opportunities:

    • Engage in independent, deep research to identify and pursue additional outbound opportunities and target customer profiles within or outside of assigned Book of Business.
    • Develop and execute an outbound sales and prospecting strategy and plan to identify and connect with individuals within your Target Account Book of Business to position Predictions & Insights
    • Assess inbound and/or SDR  leads to understand new sales opportunities for Predictions & Insights, along with the specifics of their use case(s), and develop strategies for targeting these new sales opportunities.
    • Meet or exceed assigned sales quotas to approach these targets in a manner that best suits your strengths and strategies while aligning with the company's sales philosophy.

Relationship Building and Account Development:

    • Use discretion to cultivate enduring relationships with customers to promote sales and business development opportunities.
    • Build a pipeline of 2.5x your annual sales quota within the first 6 months in this role and maintain during your tenure.
    • Position Crunchbases value proposition and differentiators against all competitors along with specific business outcomes the customer can expect within their particular use case and industry
    • Work with your Customer Success partner to jointly recognize upsell opportunities and position Predictions & Insights to existing accounts and sell to the company, not just the individual who purchased the business seat.

Collaboration and Strategy:

    • Collaborate with your SE on all Data Trials/POCs
    • Partner with SDRs to formulate ABM strategies for key target accounts.
    • Ensure a smooth hand-off from early qualification to closure.

Cross-Functional Collaboration:

    • Effectively work with Customer Success to ensure prospects' successful onboarding.
    • Collaborate cross-departmentally across Sales, Business Development, CS, Solution Engineering, PMM, and more.
    • Performs other related duties as assigned

 

Supervisory Responsibilities:

  • None

 

Skills/Abilities:

  • Proven experience in data sales in the Corporate segment, including selling data products, analytics solutions, or data-driven services.
  • Strong understanding of data monetization strategies and experience navigating data licensing agreements.
  • Track record of exceeding sales targets in a data-focused environment, with expertise in pipeline management and deal execution.
  • Ability to articulate the value of data to customers and business partners, addressing use cases, compliance considerations, and ROI.
  • Experience working with and leading technical teams to align sales efforts with data product capabilities and market needs
  • Excellent verbal and written communication skills.
  • Excellent interpersonal and customer service skills.
  • Proficient with Google Office Suite and other software tools.



Education and Experience:

  • Minimum 3+ years of experience as an SDR or 2+ years as an AE selling SaaS products to B2B customers.
  • Must have experience selling data and API products
  • Experience cross-selling as well as upselling/expanding accounts
  • Past experience working with internal executives and cross-functionally with other teams.
  • Experience and expertise in MEDDPICC or similar methodology

 

 

Physical Requirements:

  • Prolonged periods of sitting at a desk and working on a computer.

 

  • This is classified as a full-time exempt role under the Fair Labor Standards Act (FLSA).
You may also be entitled to receive equity and benefits.

Salary Range

$194,625 - $228,970 USD

What Crunchbase Offers: 

  • Competitive salary and equity in the form of stock options
  • Remote first policy
  • Generous Reimbursement policy for learning and development activities
  • Monthly Wellness stipend
  • 14 weeks of fully-paid time off for various life situations (like welcoming a new born or caring for family)
  • Flexible Paid Time Off (PTO)
  • Volunteering Paid Time Off
  • Incredible medical, vision and dental benefits for employees and their families (including PPO, HDHP, and INO plans) 
  • 401(k) and Roth plans, and free annual financial adviser check-in
  • Monthly internet stipend
  • Work from home allowance to purchase furniture for your work from home space
  • Matching charity contributions for our Townhall awards
  • A team of creative, transparent entrepreneurs driven to accomplish our mission
At Crunchbase, we value team members who are passionate and enthusiastic about what we're building here. We believe there is no "perfect" candidate, and want to encourage applying even if all the requirements listed aren’t met. If you're passionate about Crunchbase and looking to learn and grow, then we look forward to reviewing your application!
 
Crunchbase does not discriminate on the basis of race, creed, color, ethnicity, national origin, religion, sex, sexual orientation, gender expression, age, height, weight, veteran status, military obligations, or marital status. We will consider for employment qualified applicants with arrest and conviction records. Every day our team is honored to work with entrepreneurs and innovators from every corner of the globe, and we aim to build a team that reflects the diversity of our customers. Each individual at Crunchbase brings their own perspectives, work experiences, lifestyles, and cultures with them, and we believe that a more diverse team creates more innovative products, provides a better service to its customers, and helps us all grow and learn as individuals.

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