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Mid Market Account Executive

Company: Yembo
Location: San Diego
Posted on: January 16, 2022

Job Description:

Note From Sid - CEO & Co-Founder

Zach and I founded Yembo in 2016 because we thought it was crazy that moving companies needed to send a trained person onsite to your home to give a reliable quote (Zachs wife was a move coordinator).

There had to be a better way. Smartphones were widely prevalent, I knew how powerful AI technology was becoming through my work on building AI for self-driving cars. Why cant you take a quick video of your home and let advanced AI algorithms do it instead?

The key to building a category-defining company, and thereby making a verb out of Yembo is simple:

  • Build powerful technology that creates simple user experiences
  • Maintain a laser focus on the customer and keep innovating
  • Build a 10x team (check out our core values here and more about our team here)

    From starting in the moving industry (our AI has already watched over 1,000,000 videos), to bringing our best-in-class AI product to the insurance industry - we're just getting started on our mission to build the industry cloud for all of home services and we'd love for you to be part of our story.

    About You

    Yembo doubled in size in 2021 and is gearing up to double in size again in 2022! We're seeking Account Executives to focus on selling into Mid Market accounts to help fuel our growth to $100M ARR. If you're interested in joining a venture-backed startup using Computer Vision and AI to disrupt an outdated industry and want to accelerate your career, then read on...this might be a good opportunity for you!

    Responsibilities

    A Mid Market Account Executive will be the key person in driving the sales process from intro, discovery, demo through to close, and responsible for acquiring 15+ new Mid Market customers this year. You'll be working directly with the VP of Sales, fellow Account Executives on a daily basis to execute our sales process and go-to-market strategy.
    • Prospect into specifically targeted accounts to develop new opportunities and conduct cold outreach on a daily basis
    • Use Yembo's sales methodology (based on the Challenger Sale and MEDDICC) to engage key decision-makers and develop relationships with economic buyers and champions
    • Manage the full sales cycle, from running discovery calls and demos to managing trials, then negotiating and closing new business in order to hit and exceed your sales goals
    • Become a Yembo product and industry expert, teaching customers how to achieve excellent outcomes using our AI products
    • Build and manage an active pipeline of qualified opportunities by leveraging the use of product trials
    • Forecast pipeline accurately, and hit and exceed your monthly and quarterly sales targets
    • Contribute to the ongoing development and improvement of our sales playbook, process, and methodology
    • Occasionally attend industry conferences
    • Report results to the VP of Sales and Sales Manager on a weekly, monthly, and quarterly basis

      Requirements
      • 4+ years of SaaS sales experience, while successfully carrying a high 6-figure quota in a closing role for at least 2 years
      • Strong business acumen with a 'management-consultant' approach towards offering a solution sale with a focus on value over cost and features
      • Self-starter with a bias towards action who is comfortable with ambiguity, and demonstrates a willingness to learn and ramp quickly to solve problems
      • Track record of consistently exceeding quota responsibilities
      • High standard of excellence and strong attention to detail
      • Ability to multi-task, prioritize, and manage time effectively
      • You believe 100% is the minimum, are competitive by nature and have a desire to win
      • Growth mindset and belief in getting 1% better each day - you know feedback and coaching will help accelerate your growth
      • Passion for being the underdog and challenging the status quo
      • Natural curiosity to understand customers and their business
      • Possess a 'don't take NO for an answer' mentality - patience and persistence are key to success in this role
      • Strong two-way communication skills with high EQ and the ability to understand the needs of others
      • An eagerness to learn and contribute to the development of a best-in-class enterprise sales process and methodology

        Bonus
        • Experience or training in using the MEDDICC methodology for qualifying sales opportunities
        • Experience using Salesforce, Outreach.io, Gong, LinkedIn Sales Navigator, and/or ZoomInfo

          Outcomes

          At Yembo, youll be joining a fantastic team at a truly exciting time. Youll be on the front lines of scaling the business, shaping our future products, and expanding to new markets. Youll get the chance to witness the passion our customers have for the product and help amplify their voices. Youll be given the room to test, experiment, analyze, and iterate.

          Once you join Yembo, here's how you can expect to make an impact:
          • Be a part of the founding sales team at an early stage, high growth startup
          • Join a fantastic team at a magical time - Our early customers love the product and we have grown to mid-double-digit customers in the past few months just based on referrals.
          • Elevate your skills - We're redefining how consumers shop for moving services and that involves learning how to sell a category-creating solution to revolutionize an industry. You will learn so much that you can look back with pride to say - I was involved in using cutting edge technology to lead the digital transformation of an outdated industry

            In your first 30 days, you'll:
            • Build relationships with SDRs, Account Executives, the VP of Sales, Customer Success Managers, and peers
            • Learn Yembo's sales process and methodologies, as well as, the tools we use on a daily basis
            • Leverage any opportunity you can to learn the market and industry
            • Show comfortability making cold calls on your own and a capacity to hit your weekly KPIs
            • Be able to run product demos on your own
            • Begin creating a pipeline to set yourself up to hit your first sales targets and ramp successfully

              In your first 60 days, you'll:
              • Be proficient in using Yembo's suite of products
              • Utilize the principles of the Challenger Sale and MEDDICC for qualifying and managing your opportunities
              • Be comfortable responding to customer's objections over the phone and via email as well as discussing our pricing model
              • Develop a strong understanding of the moving and relocation industry as displayed by an ability to hold two-way conversations with prospective customers
              • Learn how to structure your workday to consistently hit your weekly KPIs
              • Maintain an active pipeline of 3x your monthly quota

                In your first 90 days, you'll:
                • Be a product and industry knowledge expert to inspire new use cases for prospective customers
                • Inspire confidence in prospective customers by becoming a product expert as displayed by an ability to independently answer frequently asked questions
                • Consistently hit your weekly KPIs and achieve monthly quotas
                • Close at least one deal and hit your 90-day sales target

                  Benefits
                  • Health Care Plan (Medical, Dental & Vision)
                  • Retirement Plan (401k, IRA)
                  • Life Insurance (Basic, Voluntary & AD&D)
                  • Paid Time Off (3 Weeks Vacation, Sick Leave & 11 National Holidays)
                  • Family / Parental Leave
                  • Annual Events & Meetups
                  • Work From Home (Fully Remote Team)
                  • Stock Option Plan

                    Notice

                    Yembo is an Equal Opportunity Employer, and all qualified applicants will receive consideration for employment, as Yembo does not discriminate on the basis of race, color, religion, sex, age, national origin, disability, veteran status, sexual orientation or any other classification protected by Federal, state, or local law.

                    by Jobble

Keywords: Yembo, San Diego , Mid Market Account Executive, Other , San Diego, California

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