Key Responsibilities and Required Skills for MAS Account Executive

🎯 Role Definition

At its core, the MAS Account Executive is the primary engine of new business growth, acting as a trusted advisor to prospective clients. This isn't just about selling software; it's about deeply understanding the marketing and sales challenges of modern businesses and demonstrating how our marketing automation platform can be the solution that drives their revenue and efficiency. You will be a product expert, a strategic consultant, and a master relationship-builder, responsible for guiding prospects through the entire buyer's journey, from initial qualification to a successful close and handover to our customer success team. Success in this role means consistently hitting and exceeding revenue targets by creating genuine value and long-term partnerships.

📈 Career Progression

Typical Career Path

Entry Point From:

Sales Development Representative (SDR) or Business Development Representative (BDR)
Junior Account Executive or SMB Account Executive
Digital Marketing Specialist with a flair for sales

Advancement To:

Senior or Principal Account Executive
Sales Manager or Team Lead
Strategic or Enterprise Account Executive

Lateral Moves:

Partner or Channel Sales Manager
Customer Success Manager
Product Marketing Manager

Core Responsibilities

Primary Functions

Proactively manage and orchestrate the full, complex B2B sales cycle, from initial opportunity qualification through product demonstration, proposal, negotiation, and contract closure.
Develop and execute a strategic territory plan to identify top-tier prospects and create a robust pipeline of qualified opportunities to meet and exceed quarterly and annual sales quotas.
Become a deep subject matter expert on our marketing automation platform, capable of delivering compelling, customized, and value-driven product demonstrations that address specific client pain points.
Build and nurture strong, long-lasting relationships with key decision-makers and influencers, including VPs of Marketing, CMOs, and Directors of Sales, within target accounts.
Skillfully uncover and analyze a prospect's business needs, challenges, and objectives through consultative questioning and active listening, positioning our solution as a strategic investment.
Articulate a clear and compelling value proposition, creating a sense of urgency and differentiating our platform from competitors in a crowded marketplace.
Lead complex contract negotiations with procurement, legal, and executive teams, ensuring favorable terms that protect company interests while delivering value to the client.
Meticulously maintain an accurate and up-to-date sales pipeline and activity log in our CRM (Salesforce) to ensure transparent and reliable forecasting.
Collaborate closely with the Sales Development team to ensure a smooth hand-off of qualified leads and provide feedback to optimize their prospecting efforts.
Partner with the Marketing team to provide market feedback, contribute to campaign strategies, and leverage marketing-generated leads effectively.
Prepare and present professional, well-structured proposals, RFPs, and business cases that clearly outline the ROI and strategic benefits of our solution.
Consistently achieve monthly, quarterly, and annual sales targets by closing new logos and driving revenue growth within your assigned territory.
Stay abreast of industry trends, competitive landscape, and new developments in the marketing technology (MarTech) space to maintain a competitive edge.
Effectively manage your time and resources to prioritize high-potential activities and opportunities, ensuring maximum efficiency and productivity.
Navigate complex organizational structures to identify and engage all relevant stakeholders involved in the purchasing decision.
Forecast sales activity and revenue achievement accurately, providing regular updates to sales leadership on pipeline status and progression.
Act as a brand ambassador at industry events, webinars, and trade shows, networking and generating new business opportunities.
Work in tandem with the Customer Success team to ensure a seamless onboarding experience for new clients, setting the stage for long-term success and retention.
Drive the entire sales process by creating and managing a mutual close plan with the prospect, establishing clear next steps and timelines.
Utilize a variety of sales tools, including CRM, sales engagement platforms (e.g., SalesLoft, Outreach), and business intelligence software, to manage your workflow.

Secondary Functions

Collaborate with the solutions engineering team to prepare and deliver technical deep-dive demonstrations for more complex use cases.
Provide insightful feedback to the product management team on customer needs, market trends, and feature requests to help shape the future of the platform.
Participate in regular team training sessions and sales enablement programs to continuously hone your sales skills and product knowledge.
Mentor junior sales team members, sharing best practices and contributing to a culture of continuous improvement and collective success.

Required Skills & Competencies

Hard Skills (Technical)

CRM Proficiency: Advanced knowledge of Salesforce.com for pipeline management, forecasting, and reporting.
SaaS Sales Methodology: Proven experience applying frameworks like MEDDPICC, Challenger Sale, or Solution Selling.
Sales Engagement Platforms: Hands-on experience with tools like Outreach, SalesLoft, or similar for automating and tracking outreach.
Marketing Automation Knowledge: Foundational understanding of marketing automation concepts (e.g., lead nurturing, scoring, email marketing) and familiarity with platforms like HubSpot, Marketo, or Pardot.
Product Demonstration: Expertise in conducting engaging, customized software demonstrations both virtually and in-person.
Contract Negotiation: Demonstrable ability to negotiate pricing, terms, and legal agreements with business and procurement stakeholders.
Pipeline Management & Forecasting: Strong analytical skills to manage a sales pipeline and provide accurate revenue forecasts.
Social Selling: Proficiency in using LinkedIn Sales Navigator and other social platforms to identify and engage prospects.
Business Case Development: Ability to build and present a compelling ROI analysis and business case to executive-level buyers.
B2B SaaS Sales Experience: A proven track record of selling complex software solutions to mid-market or enterprise companies.

Soft Skills

Active Listening: The ability to truly hear and understand a client's challenges before offering a solution.
Resilience & Grit: The tenacity to handle rejection, navigate obstacles, and maintain a positive, motivated attitude.
Persuasive Communication: Exceptional verbal and written communication skills to articulate value and influence decisions.
Relationship Building: A natural ability to build rapport and establish long-term, trust-based relationships.
Adaptability: The flexibility to thrive in a fast-paced, constantly changing sales environment.
Curiosity & Coachability: A strong desire to learn, ask questions, and be open to feedback and new strategies.
Time Management & Organization: Impeccable organizational skills to manage a high volume of opportunities and tasks effectively.
Problem-Solving: A creative and strategic approach to overcoming customer objections and complex deal hurdles.
Business Acumen: A solid understanding of how businesses operate, particularly within marketing and sales functions.
Emotional Intelligence: High self-awareness and the ability to perceive and influence the emotions of others.

Education & Experience

Educational Background

Minimum Education:

Bachelor’s Degree or equivalent practical experience in a sales or business environment.

Preferred Education:

Bachelor’s or Master’s Degree in a business-related field.

Relevant Fields of Study:

Business Administration
Marketing
Communications
Economics

Experience Requirements

Typical Experience Range: 3-7 years of quota-carrying experience in a B2B closing role, preferably within SaaS or technology.

Preferred: At least 2 years of experience specifically selling MarTech, AdTech, or a related complex software solution.