Torchora
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Key Responsibilities and Required Skills for Inbound Account Executive

💰 $70,000 - $140,000 OTE

SalesSaaSBusiness DevelopmentTechnology

🎯 Role Definition

Are you a results-oriented sales professional who thrives on building genuine connections? As our next Inbound Account Executive, you will be the engine of our revenue growth, focusing exclusively on warm, marketing-qualified leads. Forget cold calling; you'll spend your time engaging with prospects who have already shown interest in our solution. Your mission is to deeply understand their unique challenges and business goals, expertly demonstrating how our platform provides tangible value. This is a consultative closing role for someone who is passionate about solving problems and is driven by the thrill of helping businesses succeed.

📈 Career Progression

Typical Career Path

Entry Point From:

  • Sales Development Representative (SDR)
  • Business Development Representative (BDR)
  • Junior Account Executive

Advancement To:

  • Senior Account Executive
  • Sales Team Lead
  • Sales Manager

Lateral Moves:

  • Account Manager
  • Customer Success Manager
  • Channel Sales or Partner Manager

Core Responsibilities

Primary Functions

  • Manage the complete sales cycle from initial lead qualification to contract negotiation and closing, ensuring a seamless and positive customer experience.
  • Respond to and expertly qualify a high volume of inbound leads generated by our marketing team through web forms, content downloads, and demo requests.
  • Conduct in-depth discovery calls to uncover prospects' critical business issues, pain points, and strategic objectives.
  • Master the company’s product suite and value proposition to deliver compelling, customized, and high-impact software demonstrations that address specific customer needs.
  • Articulate the ROI and business value of our solution to a diverse range of stakeholders, from end-users to C-level executives.
  • Develop and maintain a robust sales pipeline, meticulously tracking all activities and communications in our CRM (Salesforce/HubSpot).
  • Provide accurate and timely sales forecasts to leadership, detailing pipeline status and predicting revenue attainment.
  • Consistently meet and exceed monthly, quarterly, and annual sales quotas and performance-based key performance indicators (KPIs).
  • Prepare and deliver professional proposals, quotes, and contracts that align with customer requirements and company standards.
  • Skillfully navigate objections and negotiate commercial terms to secure mutually beneficial agreements and close new business.
  • Build and maintain strong, long-lasting relationships with prospects, establishing yourself as a trusted advisor and industry expert.
  • Collaborate closely with the Sales Development (SDR) team to ensure a smooth hand-off of qualified opportunities.
  • Work cross-functionally with Marketing, Customer Success, and Product teams to share customer feedback and market insights.
  • Maintain an expert-level understanding of the competitive landscape and be able to effectively differentiate our offerings.
  • Utilize sales engagement platforms (e.g., SalesLoft, Outreach) to automate and personalize communication at scale.
  • Proactively identify and create new opportunities from existing leads through strategic follow-up and nurturing campaigns.
  • Guide prospects through the evaluation process, coordinating technical resources and proof-of-concept trials when necessary.
  • Ensure all sales activities are documented with a high degree of accuracy and detail within the CRM to support data integrity.
  • Champion a customer-centric approach, prioritizing the prospect's success and long-term value throughout the sales process.
  • Actively participate in ongoing sales training and professional development programs to continuously sharpen your skills and product knowledge.

Secondary Functions

  • Collaborate with the marketing team to provide feedback on lead quality and campaign effectiveness to optimize the marketing funnel.
  • Contribute to the evolution of the sales playbook, sharing best practices and successful strategies with the wider team.
  • Act as an informal mentor to new or junior members of the sales team, such as Sales Development Representatives.
  • Stay abreast of industry trends, market activities, and emerging technologies to better understand customer environments and challenges.

Required Skills & Competencies

Hard Skills (Technical)

  • CRM Proficiency: Deep experience using and maintaining a CRM like Salesforce or HubSpot for pipeline management and reporting.
  • Sales Methodologies: Proven application of sales frameworks such as MEDDIC, Challenger Sale, or Solution Selling.
  • Software Demonstration: Ability to conduct engaging and persuasive product demos tailored to specific audience needs.
  • Pipeline Management & Forecasting: Strong analytical skills to accurately forecast sales and manage a healthy pipeline from lead to close.
  • Contract Negotiation: Experience structuring and negotiating commercial terms, pricing, and legal agreements.
  • Sales Engagement Tools: Familiarity with platforms like Outreach, SalesLoft, or similar tools to streamline prospecting and follow-up.

Soft Skills

  • Consultative Selling: The ability to act as a trusted advisor by listening deeply, diagnosing problems, and recommending effective solutions.
  • Active Listening: Exceptional listening skills to truly understand customer pain points, motivations, and underlying needs.
  • Communication: Outstanding verbal and written communication skills, with the ability to present complex information clearly and concisely.
  • Resilience & Grit: A positive attitude and the ability to handle rejection and navigate challenging conversations without losing motivation.
  • Time Management & Organization: Excellent organizational skills to manage a high volume of leads and prioritize tasks effectively.
  • Curiosity: A natural desire to learn about a prospect's business, industry, and personal drivers.
  • Empathy: The capacity to understand and share the feelings of a prospect, building rapport and trust.

Education & Experience

Educational Background

Minimum Education:

  • Bachelor's Degree or equivalent practical sales experience.

Preferred Education:

  • Bachelor’s Degree in Business, Marketing, Communications, or a related field.

Relevant Fields of Study:

  • Business Administration
  • Marketing
  • Communications

Experience Requirements

Typical Experience Range:

  • 2-5 years of B2B sales experience in a closing role, particularly within a SaaS or technology company.

Preferred:

  • A consistent and documented track record of meeting or exceeding sales quotas in a full-cycle sales role.
  • Prior experience managing a sales process that primarily relies on inbound, marketing-generated leads.
  • Experience selling to mid-market or enterprise-level clients is a significant plus.
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