Enterprise Account Executive

About us

At Auctane, we are united by a passion to help businesses deliver - whatever their size, wherever they are, and however they operate. We make it possible for businesses to meet the ever-changing requirements of their industry and customer expectations. Auctane products enable hundreds of thousands of businesses to annually mail and ship billions of items - over $200 billion worth - to recipients around the globe.

The Auctane family of mailing and shipping software products includes ShipStation, Stamps.com, ShipStation API, Endicia, Metapack, GlobalPost, Packlink, and Return Rabbit. Our partners include Amazon, UPS, USPS, eBay, BigCommerce, Shopify, WooCommerce, and Walmart.

Our values

Win as One. Delight Customers. Deliver Great Outcomes.

About the role

The primary goal of this individual contributor position is to successfully increase the sales and adoption of the ShipEngine API solutions by sourcing, negotiating with and signing up enterprise-level corporate accounts. The Account Executive, Enterprise will work closely with the Solutions Architect to ensure the prospective client understands what they are purchasing and, upon contract signatures, is introduced to the Implementation Project Manager and Customer Success Manager for seamless onboarding.

This position is remote and is based in New York, NY or Boston, MA.

Travel Requirements: 25-50% annually

Compensation: For candidates in Massachusetts, the base salary is $125K-$150K plus $125K-$150K commission variable.

Sales Perks:

• Fully Paid Annual International President's Club Trip (Auctane Employee Plus One)
• Exciting and Motivating Annual Global Revenue Kick Off Week at HQ in Austin, TX
• Competitive Compensation Packages

About the team

The Account Executive, Enterprise on the ShipEngine sales team directly engages with our biggest prospective accounts on a daily basis to identify the value of ShipEngine for their business, resolve user concerns and convert them to ShipEngine committed-use paid subscribers. This position is responsible for managing relationships with C-level and technical decision makers.

What will you be doing?

• Achieve sales goals to increase ShipEngine Users, usage, shipments volume and revenue.
• Build a pipeline of prospects of at least 4x the expected sales results through email and cold calling.
• Set meetings with and conduct on-site visits with qualified prospects who require face to face sales to close.
• Work complex opportunities for ShipEngine with varying sales cycles.
• Close business to exceed quarterly metrics.
• Challenge, compete, and innovate to maintain the highest levels of performance to ensure sales targets are achieved.
• Prepare and execute the sales strategy for companies shipping in excess of 500,000 annual shipments to exceed ShipEngine sales targets.
• Work with Solutions Architect, Business Development and other departments to determine the best strategy to bring prospects onto the ShipEngine platform.
• Create a sales strategy for named and targeted accounts.
• Minimum of 50% of pipeline is "Account Executive-sourced"
• Forecast revenue and course-correct what's not working.
• Proactively engage with prospective ShipEngine Users to identify value for their business and seamless migration to the ShipEngine platform.
• Use the internal based "MEDDPICC" sales methodology.
• Qualify leads based on the ShipEngine sales methodology.
• Identify customer business needs and tailor ShipEngine value to those needs.
• Achieve expert skills on the ShipEngine platform in order to represent ShipEngine at industry events and on-site account visits as needed.
• Attend ShipEngine conferences and events.
• Utilize multiple trainings and review in-house internal documents to maintain full knowledge of the ShipEngine offering.
• Maintain existing relationships and identify additional opportunities to grow accounts.

What are we looking for?

• Bachelor's degree preferred or equivalent years of experience.
• Five or more (5+) years in a Customer facing outbound sales role.
• At least Three (3) years SaaS software or equivalent sales experience required.
• Two or more (2+) years ecommerce experience preferred.

What will make you stand out?

• Strong understanding of e-commerce, shipping, and/or B2B SaaS products
• API understanding preferred.
• Ability to think critically and identify a problem's most fundamental elements.
• Outside Sales Expertise.
• Ability to self-manage your time and responsibilities.
• Strong negotiation and closing skills.
• Strong relationship building skills.

The Tech

• Proficient in Microsoft Office, Google Suite
• Proficient with the Salesforce.com CRM
• Proficient with prospecting tools (Outbound/SalesLoft; LinkedIn Sales Navigator, etc)

What do we offer?

• We are a hybrid company. All team members at Auctane in Austin come into the office Tuesdays, Wednesdays and Thursdays.
• Take the reins of your time off with our Flex Time Off policy - because work-life balance should always be in your hands!
• We offer 12 paid holidays for all of our US employees!
• 401k employer matching program - because your future deserves a friendly boost!
• We conduct annual merit reviews to recognize and reward your hard work and achievements.
• Company events, we work hard, play hard! We do our best every day, even at our regular team-building events.
• Attractive office space in the heart of central Austin, Texas (free drinks, snacks...).
• Indulge in weekly catered lunches at our office - a delicious perk to fuel your work.
• Health and Wellness: The well-being of our team is super important to us. Choose from different options that include medical, dental, and vision plans.
• Fitness center in the office with Tonal Mirrors, Pelotons, free weights, etc.
• Employee Assistance Program. We offer up to 8 free mental health sessions.
• We offer gym discounts to help you stay fit and healthy!
• We offer education reimbursement to all employees, ensuring that you can pursue your educational goals while excelling in your career with us. Invest in your future and let us support your growth every step of the way.
• Employee Referral Program! We reward employees helping us find top talent!
• An inclusive, casual and upbeat work environment. The personality and opinions of each of our team members are important and valid; we aim to offer all employees a safe environment where they can be themselves and thrive.

Additional Position Duties: (The following is a list of what all employees, except those with medical accommodation, may be regularly required to do.)

• Sit for prolonged periods of time
• Utilize wrist and hands for a prolonged period of time
• Walk short distances
• Stand for short periods
• Speaking and conversing with others
• Lift up to 25lbs without assistance up to chest height

Equal Opportunity Employer/Veterans/Disabled

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