CloudZero is the leader in proactive cloud cost efficiency.
We connected with Henry Norris to get a look at what a day in the life of a Enterprise Account Executive at CloudZero looks like.
In this video
Henry answers:
- What is your role and responsibilities?
- His Career Path & Growth within CloudZero
- Tips to be successful in a Sales role
- Why someone should be excited to join the team
Video Transcript
I’m Henry Norris and I’m an account executive over here at CloudZero.
A lot of roles and responsibilities over here as an AE at CloudZero. I would say the biggest two things are, you know, you have new business, so bringing in revenue for the business, and closing net new deals. The second aspect of that is, you know, aligning new target companies and setting yourself up for success by going out there, prospecting, generating new leads, and opening yourself up to learning from those people who you’re talking to and really aligning their business goals to areas that CloudZero can help them strive in FinOps.
I joined CloudZero as a BDR right out of college, which was super exciting. And so from there, you know, I was able to hit the ground running in the BDR role and book meetings, get some really qualified pipeline and show my ability to connect with other prospects to bring them in as new leads to the business.
From there, about a year in, I moved into a senior account development role position where not only, you know, continuously bringing in new leads for the business from cold outreach like LinkedIn, email, and cold calls, but also helping mentor some of our newer team members. From there, you know, I spent about a year and a half as a senior ADR. Then I got the opportunity to actually move into a new role at CloudZero, which they had just built out, which was the commercial account executive. This role was really focused on bringing in new business and revenue for a smaller subset of customers. After about a little more than a year of proving success in that role, I recently just got the opportunity to move up as an enterprise account executive. I’ve been doing a lot of on-site meetings, which for the enterprise teams goes a long way, and it really gets you that in-person connection that some of the times you lose when you’re just looking at people and chatting through a Zoom screen.
Sales is definitely not for the light-hearted. I’ll start out with that. But some things that I’ve learned and continue to kind of preach, so to speak, to some of our newer members and then other just broader members of the team really stick out as three things. One, being a positive attitude. If you can be positive in the sales role, where you’re always kind of facing failure, getting turned down left and right and getting stonewalled at the goal line sometimes, it’s really tough to bounce back and want to come back online the next day to give it your best and come in with a smile and really put your best foot forward day in day out. The second thing that I really harp on is consistency. You know, consistency wins over sprints nine times out of 10. Somebody can sprint hard for a day or two, but showing consistency over a whole year or a whole quarter to really build out a full pipeline and really generate as much revenue as possible is the key to success. And not only, you know, at the bottom of the funnel where converting things into actual revenue, but also at the top of the funnel. Without consistency, it’s really difficult to actually generate new leads, generate more interest, and get people excited about talking to CloudZero. So, those would be my two things I really harp on: being positive and being consistent with your work day in and day out.
Now is more exciting than ever to join CloudZero for a multitude of reasons. First being, you know, we have an awesome new collaboration center in Boston. The vibe in there is unbelievable. People are firing on all cylinders and the team is really gaining momentum. I would say we’re the hottest startup in Boston. Otherwise, you know, we’re really building an amazing culture. We’re hiring great people who want to work hard, who are building an amazing company, and we’re building this from the ground up. You by joining CloudZero at this point are part of that foundation. You have an opportunity to come in and leave your legacy, leave your mark on building an amazing company. And not only that, but also, you know, show yourself and separate yourself as a big fish in a smaller pond, right? The FinOps space is getting busier and busier, but CloudZero continues to shine through and be a leader in the space. And if you want to hop on one of the hottest startups in Boston, there’s no better time to do that than now. And you know, not to mention, we’re gaining traction worldwide and really dipping our toes into new markets.