Job Summary
To be successful in this position, the Account Executive will bring sales experience, coachability and internal drive to learn PairSoft solutions, market and consistently work toward sales quota, goals, and objectives. This sales role is designed for professionals looking to build a long-term career in SaaS sales.
Responsibilities / Essential Functions-
Work alongside Account Managers in building and managing sales pipeline
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Develop and grow a direct sales pipeline with guidance from sales leadership. Specifically this includes expectations of: Cold and warm outreach via calls, email sequencing, social selling (LinkedIn), Account-based prospecting (with research and personalization), territory planning, and generating meetings from outbound activity contributing to at least 35% of your sales quota accomplishment.
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Quickly develop and maintain strong product knowledge and be able to demonstrate value to prospects
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Follow documented sales process and tasks
- Learn and apply our consultative sales methodology (MEDDPICC) and opportunity stages including discovery, qualification, stakeholder mapping, and value-based selling techniques to contribute to accurate forecast accuracy
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Conduct discovery conversations to understand prospect business challenges, technical requirements, and purchasing processes
- Maintains sales records in CRM (Sales Force) system and other tools (ZoomInfo, LinkedIn Sales Navigator, Gong, HubSpot, etc.) following our policies and procedures, and fulfilling reporting requirements
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Consistently meet or exceed activity and quota goals by maintaining a healthy pipeline coverage
- Manage and grow relationships with an assigned book of existing customers, serving as their primary point of contact
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Develop relationships with financial, operational, and technical stakeholders throughout the buying process
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Effectively position PairSoft solutions against competitive alternatives and address customer objections. Identify and execute up-sell and cross-sell opportunities within the existing customer base
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Conduct regular check-ins, business reviews and renewal conversations to drive retention and account expansion as part of the traditional SaaS subscription business model (GRR/NRR, renewal/expansion motions over the customer lifecycle)
- Collaborate with Partner team, Customer Success, and Support to ensure customer satisfaction and uncover growth opportunities
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Participate in proposal, pricing, and contract discussions while developing closing skills under the guidance of senior sales leadership.
Requirements-
Minimum completed high school level education, bachelor’s degree preferred
- 1–2 years of sales, business development or customer-facing experience (internships and SDR/BDR roles count); technology or SaaS exposure a plus
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Interest in or exposure to multiple ERP’s: Oracle E-Business Suite and Oracle Fusion Financials, Microsoft Dynamics, NetSuite or Sage Intacct a plus
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Demonstrated ability to learn quickly and apply feedback
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Eagerness to develop closing, pipeline management and negotiation skills
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Excellent written, verbal communication and presentation skills
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Self motivated, high energy and demonstrated team player. Hunter style personality is highly preferred
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Willingness to work under coaching and structured guidance while building toward greater independence
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Detailed oriented and outstanding organizations skills
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Creative problem solving skills required
- Exposure to Business Process Automation or ERP concepts a plus
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Customer-first mindset with a genuine interest in building long-term client relationships
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Comfort managing multiple accounts and balancing new-business activity with existing-customer engagement
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Exposure to account management, renewals or up-sell/cross-sell motions a plus
Work and Physical Requirements
This position may work from home and/or office environment. Working in an office environment may require prolonged sitting, work in an air-conditioned environment, ability to work with others at various noise levels and ability to lift up to 30 pounds or 15 kg.
Other Duties
This job description is not intended to be a complete list of responsibilities. Other duties may be assigned by management that may reasonably fit in the scope of job.
Equal Employment Opportunity Statement
PairSoft is an equal opportunity employer. All aspects of employment including the decision to hire, promote, discipline, or discharge, will be based on merit, competence, performance, and business needs. We do not discriminate on the basis of race, color, religion, marital status, age, national origin, ancestry, physical or mental disability, medical condition, pregnancy, genetic information, gender, sexual orientation, gender identity or expression, veteran status, or any other status protected under federal, state, or local law.
About the Company
We are a global team of innovators and advocates transforming how financial data is captured, stored, and manipulated with our comprehensive suite of automation technology. Our platform seamlessly integrates with your existing ERP for an unrivaled end-user experience. We do the heavy lifting so accounting, procurement, and fundraising teams can do their best work.
PairSoft’s aspires to be the strongest procure-to-pay platform for the mid-market and enterprise, with close integration to Microsoft Dynamics, Blackbaud, Oracle, SAP, Acumatica and Sage ERPs.
At PairSoft, we are passionate about innovation, transparency, diversity, and advocating on behalf of our customers and communities we support. We offer exciting career opportunities and a collaborative culture that allows individuals to learn, grow, and create meaningful impact. We are expanding and seeking team players who are eager to jump in and contribute to our rapid growth!
PairSoft is proud to be an equal opportunity workplace. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity, veteran status or any other protected status. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. If you have a disability or special need that requires accommodation, please email us at: [email protected].
To read our Candidate Data Privacy Notice - including GDPR - click here.
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