Senior Enterprise Account Executive - EMEA

Salary Range: £90,000 - £130,000

On Target Earnings: £185k year one, £285k year two, and +£80k per additional year growth potential

This is a fully remote position.

Company Overview

Our Mission at McGaw is to unblock their growth by eliminating uncertainty and empowering champions with marketing technology tool selection, tech stack integrations, and customer data tracking for full visibility into the customer journey and data activation in personalized marketing campaigns.

Our track record is impeccable, and our leadership has supported some of the fastest-growing companies in the world. McGaw’s core client base sells online and has complex data and marketing practices that drive our team to dig deeper daily.

Director of Sales and Alliances Mission:

To thoughtfully assist all inbound and outbound leads in finding solutions to their most challenging marketing technology, business intelligence, and analytics problems, while building a sales team and department that can achieve exponential year-on-year revenue growth.

Responsibilities

• Manage inbound and outbound lead flows and conduct personable outreach to generate new business opportunities
• Schedule introduction meetings, proposal meetings, and lead internal kickoff meetings
• Manage the sales pipeline while maintaining accurate records in CRM system
• Execute strategies for building and maintaining thoughtful relationships with prospects, clients, and partners
• Keep all deals up to date in CRM with status updates, correct pricing, closed dates, and pertinent information of the deal while making sure you have hit all forecasted pipeline targets
• Coordinate, collaborate, strategize with the client and the services team to create new opportunities
• Maintain strategic alliances with key vendor partners to generate additional pipeline
• Partner with the marketing team and alliance marketing teams on lead generation, lead qualification/scoring, and other sales-based marketing campaigns and content
• Collaborate with services teams to ensure the upsell, expansion, and renewals

Skills, talents, and experiences expected to create superior results.

• 6+ years of sales experience
• 2+ years of agency experience working with System Integration and a team size smaller than 50
• 1+ years of experience managing technology partner sales. Marketing technology experience is a plus.
• Technical skillset with experience selling the implementation of CDPs, Event-driven Analytics, and Marketing Automation tools
• Excellent communication and consultative sales skills, with the ability to communicate complex technical challenges and build rapport and trust quickly with prospects, clients, and partners
• Strong problem-solving and creative selling abilities, focused on providing value and strategic solutions to clients' marketing technology, business intelligence, and analytics challenges
• Proactive, planning ahead, thinking in long-term time frames as well as short-time frames
• Highly organized and detail-oriented, with the ability to manage multiple priorities and meet deadlines in a fast-paced environment
• Self-motivated and goal-oriented, with a passion for continuous learning and growth in the marketing technology and analytics industry
• Analytical mindset, capable of evaluating lead qualification criteria and refining processes to improve efficiency and outcomes
• Location requirements: US-based

Observable indicators to let you know you are performing well in this role.

• Reduction of CEO involvement in the sales process by 75% in 3 months
• Close $30k in MRR from new deals by the end of your 3rd month
• Generate 30+ new prospect accounts for new sales pipeline by the end of 3rd month
• Closed $60k a month in new sales by 6 months
• Hit annual quota of $1.5m
• CEO removed from 95% of the sales process by the end of 6th month

Benefits:

• Maternity/Paternity Leave
• Generouse PTO
• Flexible hours
• Work remotely
• Competitive salary with opportunities for bonuses
• Company Laptop, Monitor, and other equipment needed for remote setup
• Federal holidays off for US-based employees, local holidays off for non-US-based employees
• Radically transparent workplace
• Ample opportunity to implement your ideas and suggestions
• Become a thought leader in the marketing technology community
• Continued education and training that exceeds what you have ever seen before
• Delivered care package when you are sick
• Birthday and Anniversary gifts

Job Description

We seek a highly competitive, charismatic, and technical Enterprise Account Executive to hit our aggressive revenue targets. You will be expected to learn, build upon, and optimize our current sales process, focusing on delivering value and building strong relationships.

You have strong experience in consultative sales working at a systems integrator with with CDP, analytics, and custom data solutions. You have years of experience selling to the large midmarket and enterprise C-suite, VPs of marketing, VPs of Analytics, VPs of Product, etc., of industry-leading companies. With your solution-based approach that focuses on helping, not hard-selling, you can build strong relationships that will keep us top-of-mind with our prospects.

You are in sync with our client’s executive leaders, aligning them to different departments in their company focusing on metric-driven business cases that our team can deliver to maximize clients’ revenue and help them reach their goals.

In your first 3 months, you will be trained on the current sales process and responsible for qualifying leads so we can focus on the highest-value prospects. Reaching out to high-value and qualified prospects to set meetings will be a daily activity. You will collaborate with the services/solutions team to create custom solutions that will be translated into proposals.

During your first 3 months, you will be working to close as many deals as possible from our inbound marketing leads while also building our outbound hunting program. At the same time, you will begin building relationships with your counterparts at our vendor partners and form strong alliances with their partnership and sales teams.

By your 4th month, you will begin to focus on running the sales process independently. You will partner with the services/solutions team to gain approval on custom packages and partner to close deals.