Drift: Account Executive, Enterprise

About Drift

Drift is the new way businesses buy from businesses. With its quickly evolving set of tools and playbooks, Drift is the worlds leading conversational marketing platform, trusted by top enterprise businesses like Marketo, Okta, Outreach, Ellie Mae, and over 150,000 other businesses. Sales and marketing teams rely on Drift to connect now with the customers who are ready to buy now. Based in Boston, Drift was founded by serial marketing technology entrepreneurs David Cancel and Elias Torres and is backed by leading venture capitalists including CRV, General Catalyst, and Sequoia.

What youll be doing on the team:

  • Drive revenue by meeting and/or exceeding sales quota on a monthly, quarterly and annual basis
  • Develop and execute sales strategy with equal emphasis on net-new accounts and expansion of existing accounts
  • Represent Conversational Marketing and Sales Software relative to the competition
  • Forecast and report sales activity and metrics
  • Develop comprehensive understanding of clients key business drivers
  • Partner with Solution Architect team to deliver solutions for our clients and close new business
  • Create high impact presentations designed to highlight additional value to clients
  • Manage multiple buying contacts within prospective clients and formulation highly impactful organization-wide recommendations
  • Formulate and present formal proposals
  • Negotiate sound financial agreements which are solid business solutions for Drift and our clients
  • Track sales activity in Salesforce.com and report information to management
  • Collaborate cross-departmentally to ensure superlative customer experience
  • Work closely with Product Management and Product Marketing to help develop product requirements and the product roadmap in line with market requirements
In one month you'll
  • Attend comprehensive organization training and learn the Drift solutions and value provided to our Enterprise customers
  • Complete our in-depth product training, including learning how to use the product for your own business
  • Develop a regular meeting cadence with your Regional Director
  • Meet with key players in the Customer Service, Product and Sales Operations teams
  • Shadow a minimum of 10 prospect meetings with Enterprise sales colleagues
  • Build out your strategic quarterly and annual territory plan
  • Identify and target prospects similar to our most successful customers
  • Draft your plan of attack for hitting your first quarterly quota

By month 3 you'll

  • Master Drift product and have a good understanding of the industry and competition
  • Fully understand our internal ecosystem and be able to collaborate cross-functionally to provide a best in class sales process
  • Conduct deep research on priority accounts identified in your territory
  • Develop a prospecting strategy for you and your BDR aiming for 5 demos per week
  • Build pipeline through well-crafted prospecting messages and videos
  • Build out strategic onsite agenda for cross functional sales meetings
  • Determine your "Sales Math", your activity needed to generate the right amount of pipeline to hit or exceed your quota
  • Determine you inbound and outbound prospecting mix strategy
  • Prepare and present software demos and successfully guide prospects through the buying process
  • Close your first deal

By month 6 you'll

  • Build and manage a strong pipeline of prospective customers and provide accurate sales forecast through Salesforce
  • Drive complex, enterprise deals from initial contact through close within a fast paced environment
  • Review Top Account close plans with Sales Director and identify potential gaps
  • Exceed or on track of quarterly quota
  • Work with your manager to identify a plan of continued growth
  • Bring your thinking, strategy and ideas to the team to advance our unique culture and vision for the future
  • Set up time with your Sales Director to discuss your professional development interests

About you and what type of skills youll need:

  • Bachelor's degree or higher
  • 7+ years of enterprise B2B SaaS sales, ideally to leaders within the marketing and sales
  • Demonstrable track record of above target performance, especially in a startup environment
  • Excellent forecasting, reporting, and communication skills
  • Extraordinary presentation and interpersonal skills, and an ability to interface to senior levels of an organization and develop productive C-level relationships
  • Proven ability to lead an effective sales process and close new business
  • Proactive territory management, prospecting, and trailblazing
  • Smart, organized, self-motivated, flexible and team player
  • Intellectual curiosity and a desire to grow a business
  • Experience selling a product for a category creator; products not budgeted for already
  • Experience with working in a growing company vs. an established, known Enterprise brand
  • Trained on MEDDIC and/or other Enterprise sales methodology
  • Experience with Salesforce.com and other virtual selling tools such as Zoom, Webex and other comparable tool

Drift is committed to being an equal opportunity employer. We do not discriminate based upon race, religion, color, national origin, sex (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender, gender identity, gender expression, transgender status, sexual stereotypes, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics. We also consider qualified applicants with criminal histories, consistent with applicable federal, state and local law. Drift is committed to providing reasonable accommodations for candidates with disabilities in our recruiting process. If you need any assistance or accommodations due to a disability, please let us know at disabilities@drift.com

Full-time