Account Executive (Sales, USA)

Position Overview

• Location Type: Remote
• Job Type: Full-time
• Salary: Not specified

Irth, a leader in cloud-based solutions for critical infrastructure, is seeking a driven and experienced Account Executive. Irth's platform offers solutions for Land Management, Pipeline Integrity, and Damage Prevention, empowering clients to manage risk, optimize workflows, and gain predictive insights. Our solutions are utilized in the Utility, Telecom, Renewable, and Energy sectors.

This is a hunter role, responsible for identifying new opportunities and managing the full sales cycle from discovery to close. A consultative mindset, technical aptitude, and strong customer relationship-building skills are essential. Experience with enterprise software such as GIS or Field Service applications is highly valued. This role requires attendance at key industry events, conferences, and client meetings, with the ability to work remotely and travel approximately 25% as needed.

Requirements

• Develop and Execute Strategic Account Plans:
  • Create tailored sales strategies for specific accounts within your territory, focusing on high-potential targets in the Utility, Renewable, and Pipeline sectors.
  • Identify and prioritize key decision-makers in target organizations, including C-suite executives, VPs, and Directors of Operations, Compliance, and IT.
  • Set clear timelines, milestones, and KPIs for each account to track progress and ensure alignment with overall revenue goals.
• Prospect and Build Pipeline:
  • Engage in daily outbound prospecting via phone, email, social media, and networking to identify and qualify new business opportunities.
  • Utilize tools like LinkedIn, ZoomInfo, and industry-specific databases to uncover leads and continuously build a pipeline of qualified opportunities.
  • Lead cold outreach and follow-up campaigns, ensuring a high level of personalization and relevance to prospect pain points.
• Collaborate with BDRs to Strengthen Prospecting Efforts:
  • Work closely with Business Development Representatives (BDRs) to refine messaging, identify new verticals, and strategize around account segmentation.
  • Provide feedback on lead quality and conversion patterns to optimize BDR outreach strategies.
  • Organize weekly sales meetings with BDRs to review pipeline progress, discuss best practices, and develop effective prospecting techniques.
• Conduct Discovery Calls and Qualify Opportunities:
  • Conduct in-depth discovery calls with new prospects to understand their infrastructure challenges, compliance needs, and current systems.
  • Qualify leads based on fit, budget, decision-making authority, timeline, and urgency.
  • Develop value propositions that align directly with prospect business needs, focusing on ROI, risk mitigation, and operational efficiency.
• Lead Product Demonstrations and Solution Discussions:
  • Deliver high-level, high-impact product demos showcasing how Irth’s solution addresses specific client pain points and industry challenges.
  • Collaborate with the technical sales team to create and present tailored solutions leveraging Irth’s full product suite.
  • Engage in consultative conversations to map out workflows and demonstrate clear business outcomes with various stakeholders (IT, GIS, Business, Executives).
• Create Tailored Proposals and Negotiate Deals:
  • Develop and present detailed, tailored proposals addressing specific prospect needs, clearly outlining deliverables, timelines, and pricing models.
  • Lead contract negotiations, handling objections, and closing deals with a focus on win-win solutions.
  • Maintain a detailed understanding of competitive pricing, product positioning, and industry trends to ensure optimal terms for both parties.
• Coordinate Cross-Functional Collaboration with [Information truncated in original description]

Responsibilities

• [Responsibilities are detailed within the Requirements section]

Application Instructions

• Not specified in the provided description.

Company Information

• Company: Irth
• Industry: Cloud-based solutions for critical infrastructure
• Solutions: Land Management, Pipeline Integrity, Damage Prevention
• Sectors Served: Utility, Telecom, Renewable, Energy