Senior Account Executive

Company Mission:

We at Operatus firmly believe that Revenue Operations plays a critical role in sustainably growing and scaling an organization. We know that capable RevOps resources are in short supply, and our goal is to fill this gap in the ecosystem by ensuring access to skilled professionals on a fractional and affordable basis. Our key principles are subject matter expertise, clear and timely communication, and professionalism.

We strive for our clients to consider us part of their team and are mutually invested in their success. By providing deep experience and outsized value in a challenging and ever-changing environment, we see Operatus as the future of Revenue Operations. For our team, we strive to be a great place to advance your career as a hub for accelerated learning and growth in RevOps expertise.

Job Description:

You’ll be selling a service that every B2B company needs: Revenue Operations is on the rise, with statistics like “Companies that deployed RevOps grew revenue 3x faster than those that didn’t. (Forrester)”. 

As a member of Operatus’s sales team, you will have the opportunity to help grow our sales function. You will work directly with our Head of Sales to continue the high growth of Operatus. This is a full cycle sales position, including net new prospecting through to expansion & account management. The position is fast-paced and requires strong organization and project management skills.  

You’ll be helping build on our existing success with powerhouse clients such as Datadog, G2, LinkSquares, 7shifts, and Nextdoor. Check out our G2 Reviews. 

The Fit: 

We’re seeking individuals currently working in professional services within the Salesforce ecosystem who are passionate about transforming B2B marketing and sales. Ideal candidates will have a strong ability to think critically about driving customer growth and contributing to the development of our sales organization.

Traits we are looking for:

• Curious listener – You’ll listen more than you talk. You’ll know your buyer, their business, and what their success looks like.
• Clear, succinct communicator – Using your client’s language, you’ll help them clearly understand the value Operatus delivers
• Intrinsic drive to be successful, love to win – You’ll take initiative to figure things out and are motivated to do your absolute best work. 

Job Responsibilities:

• Run a full cycle outbound sales process from the top of the funnel through to closed won. 
• Proactively reach out to assigned target accounts.
• Utilize existing network and relationships to identify potential opportunities.
• Manage pipeline through evaluation and contracting process to closed won.
• Utilize Operatus sales tools, including Salesforce, Apollo, LinkedIn Sales Navigator, Chili Piper, and more.
• Responsible for closed accounts for renewals, expansions, and upsells
• Work with team members and client stakeholders to establish long-term objectives and align with other business units
• Use insights gained from the sales process to help inform Operatus marketing, customer stories, and content needs.

Requirements:

• Experience working at Salesforce in a sales role, or at a professional services firm in a sales role with ACVs of $100,000+
• Recent experience with one of the following Salesforce platforms: Sales Cloud, CPQ, Service Cloud, Pardot, Revenue Cloud
• 3-5+ years of experience being a full-cycle AE
• Experience owning a client portfolio from pre-sale to post-sale & retention/expansion/cross-sell 
• Experience writing business cases and utilizing Mutual Action Plans
• Experience in using sales frameworks like Meddpicc, SPICED, Sandler, Bant, Challenger Sale
• Experience selling to sales, marketing, customer success and/or finance and technology leaders in B2B
• Experience selling to personas including CRO, VP of Sales, CMO, VP of Marketing, VP of Rev Ops, and VP of CS
• Ability to work in a fast-paced, team environment
• 4-year BA/BS degree or equivalent practical experience
• Nice to Have: 1+ years of experience with Revenue Operations

Benefits & Perks

• Base Salary $120,000-$150,000 Total $240,000-$300,000+ OTE (Uncapped). Dependent on experience. 
• Industry Events (roughly 4 per year)
• Work remotely, no commuting to the office (+ $500 home office stipend)
• 401k with a 3% company contribution for all
• Health, dental, and vision insurance (US) – fully covered for employees
• Flexible time off (at least 15 days/year recommended)
• Parental leave (4 months for the primary caregiver; 1 month for non-primary)
• $1,500 per year per employee L&D budget
• Company sponsored trainings