As an Mid-Market Account Executive, your primary focus will be acquiring new clients and expansion in mid to large accounts (200 to 3,500 employees). You will analyze customer challenges, identify key stakeholders, and expand their perspective on how Crossbeam can revolutionize their partnership strategies. We are the industry leader in ecosystem led growth, which means you will help our customers drive revenue through ELG for our customers, understanding their wins are our wins too.

Key Responsibilities

• Close New Business. Drive significant business growth by breaking into new logos and driving expansion within our mid-market customer segment, contributing to the achievement of revenue goals.

• Goals & Metrics. Achieve and exceed monthly/quarterly quotas of pipeline and closed business. Understand how your quarterly goals impact the larger company goals.

• Collaboration. Work closely with internal go-to-market teams such as partnerships, sales, and customer success to understand our customer’s challenges and inspire new use cases. Partner and build trust with cross functional teams like legal, security, & product.

• Product Expertise. Build and maintain an in-depth understanding of the Crossbeam product and articulate the unique value it delivers to customers. Stay up to date on new features and use cases.

• Value Selling. Gain a deep understanding of our customers and how Crossbeam can positively impact their business. Complex deal management and strong understanding of MEDDICC.

• Ecosystem Engagement. Build relationships prospects, decision makers, and executives via email, phone, social media, and events. Know that every conversation can be potential for growth.

• You have 6+ years of experience in a B2B SaaS closing role and can easily point to repeatable processes you’ve used for success.

• You have an understanding of Partnership programs and the value ELG brings to a company’s go-to-market strategy and overall success.

• Proven success of navigating large organizations and understanding how our technology can drive value across multiple business units

• Bonus points: experience in a product-led growth company with freemium offerings

You’ll love this job if

• You love getting answers. You use the internal resources and subject matter expertise at your disposal to really geek out on what you’re selling.

• You are a hunter. Following a lead, building relationships with internal champions, and closing deals gets your blood pumping.

• When you don’t know how to do something, you’ll admit it and make a quick assessment of whether it’s something you can figure out, if you’ll need help, and where that help should come from.

• You are passionate about business technology. The problem that Crossbeam solves — and how we are solving it — excites you.

• You know what it means to crush your quota and you chase that excitement. Winning excites you and losing is just a temporary nuisance on your path to the next win.

• You are confident because you know your stuff. You are comfortable speaking with the highest levels of an organization with tact, sincerity, and accuracy.

• You speak your mind, have no issue raising concerns with company leaders, but are also able to “disagree and commit” when things don’t go your way.

• You have well-honed sales chops, but are humble enough to always be learning from those you encounter.

• You just read this whole list and got more excited than concerned.

We go through the same interview steps for all AE candidates to ensure equity in our hiring process. Our process is designed to learn as much about each candidate as possible, as well as to give candidates access to our team and learn about what it’s like to be a team member at Crossbeam. Topics will range from technical skills to problem-solving approaches and collaboration.

• HR interview - 30 minutes

• Call with Director of Mid Market Sales - 30 minutes

• Individual interviews with core team members - 30 minutes (1 to 2 different interviews with revenue team members)

• Project that highlights your sales chops - 60 minutes presentation (Director of Sales and CRO)

• Call with CRO - 45 minutes