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Account Executive - Bengaluru, Karnataka, India - Almabase

Almabase

Verified Company

Bengaluru, Karnataka, India

1 month ago

Posted by:

Deepika Kaur

beBee Recuiter

Description

The Company:

Our mission is to make education affordable by helping institutions increase alumni giving. The idea started from our founders' own struggle with lack of scholarships when they were students. Watch this TEDx talk from Kalyan to learn more.

We are a bootstrapped company that has grown to be a leader in the alumni software space in the US.

We're slated for even faster growth on the path to become market leaders through a unique strategic partnership with Blackbaud (read more here & here)

Our customers are universities and high schools and in most cases we're working with staff in the alumni relations and fundraising office at these institutions.

The value prop for them at a high level is simple - "Engage more alumni and raise more money from them".

90%+ of our customers are from the US currently but we're starting sales in UK and Canada this year so we'll start to see some more customer regions this year.

Our team is based in India and USA. The India team is based in Bangalore and the US team is fully remote.

The Opportunity:

Almabase is looking to hire a Strategic Account Executive to close new sales in the UK Market.

In this role, your goal is to help universities & high schools understand how to improve their Donor Pool using Almabase.

You will be handed marketing qualified leads that are generated through various Inbound, Outbound, and Partner Channels. You will be responsible for handling that relationship until they sign a contract. Once they sign a contract, customer success will take over and help them succeed.

While most of the sales happen remotely over Zoom, you will also have opportunities to represent the company at various conferences around the UK along with meeting potential customers.

The majority of our team is based in India, we also have few AEs based in the US selling in-market.

This is a hybrid job and you are expected to be at Almabase office 2-3 days in a week.

Working Hours

You are expected to work between 1 PM to 10 PM IST (UK Market) in a hybrid model office from Bangalore.

WHY SHOULD YOU JOIN ALMABASE?
Educational institutions are not the easiest to sell to. But that's what makes this experience challenging and unique. Over the years we have developed some of the best practices in our sales motions.

In this role, you will get to play a pivotal role in the setting up the UK GTM in motion.

Utilize your skills and establish yourself as a successful salesperson. Given the relatively small team, you can have an outsized impact.

Knowing that the work you do every day improves access to education for millions of students is highly motivating - it's what keeps us going too.

Responsibilities:

KPIs
Number of new deals closed, $ revenue added, an opportunity to closedwon conversion rate.
Handle qualification calls for new marketing qualified leads
Identify if the prospect's BANT (Budget, Authority, Need, & Timing) are in line with our expectations. It's critical to empathize with the prospect and make sure their goals are aligned with our service.
Handle product demos for salesqualified leads
Show them how Almabase can solve their challenges and achieve their goals. You'll also present pricing, according to their requirements.
Handle all further conversations from product questions to contract negotiations after an opportunity is created to eventually close the deal and hand it over to the customer success team.
Nurture all the marketing qualified leads in your pipeline with highquality followups.
You will be supported by the rest of the team whenever you need assistance

Eg:
if there are deep technical questions, a Solutions Consultant will join the call with you. The SC will handle the questions about the product roadmap on the call. If you need help with negotiating a contract, the Sales Director will join the call with you.

Identify insights and pain points from conversations with prospects, and contribute to the product roadmap by providing active feedback to the product team.

Requirements:

SKILLS & EXPERIENCE:

3+ years of B2B software sales (deal closing) experience to midmarket/enterprise customers.
Excellent written and verbal business communication skills.
Ability to learn quickly

Eg:
learn the product, learn the market, learn solution selling methodology, etc.

WHAT WILL A TYPICAL QUARTER & YEAR LOOK LIKE?

By the beginning of the year we'll come up with the targets for each quarter, in terms of the number of new deals to be closed, and $ revenue to be added.
Based on the targets, you will prioritise the right leads to maximise your pipeline and close more revenue.
You will participate in weekly deal reviews along with the CEO & Director of Sales to discuss and get tactical advice to drive closure.
In the last two weeks of each quarter, we'll start working on goals and strategy for the upcoming quarter.

WHAT WILL MAKE YOU SUCCESSFUL IN THIS ROLE?