Account Executive - Compliance

OVERVIEW:

The Account Executive, Compliance will prospect for new opportunities, applying a hunter mentality with a strategic, solution-selling approach. This requires needs-based, relationship sales to a diverse spectrum of industries. This individual will have a track record of over-quota achievement and will grow an impressive pipeline of business as a result of outbound prospecting, creativity, and simple hard work. This will require the ability to navigate through complex organizations and sell to multiple decision-makers.

OPPORTUNITY HIGHLIGHTS & RESPONSIBILITIES:

• Drive revenue growth by acquiring new compliance customers (whitespace) and enhancing existing customer relationships through upgrades
• Position Skillsoft’s corporate legal/ethics compliance (and) Safety/OSHA compliance solution to key decision-makers, influencing their purchasing decisions
• Collaborate with cross-functional reps to identify and pursue cross-sell opportunities, while gaining a comprehensive understanding of Skillsoft sales strategies
• Partner with retention-focused reps to drive upsell opportunities using a land-and-expand approach
• Leverage the unique competitive differentiators of our solution lines to win business
• Engage and influence senior leadership prospects to drive decision-making and close deals
• Work closely with sales, marketing, and support teams to advance key opportunities and increase market share
• Take ownership of meeting preparation, including thorough research, establishing agendas, delivering tailored presentations, and ensuring timely follow-up communications
• Define measurable business objectives and growth targets related to whitespace opportunities, with clear timelines
• Provide management with ongoing feedback on pipeline health, risks, opportunities, and progress

SKILLS & QUALIFICATIONS REQUIRED:

• 5-8 years of professional sales experience, preferably Safety/Legal compliance software, with a Bachelor’s degree or equivalent experience
• Prior experience in corporate legal and/or safety compliance learning is highly desirable
• Proven ability to exceed sales targets, with a deep understanding of the sales cycle and the ability to leverage each stage to drive progress
• Advanced knowledge and usage of Salesforce.com for pipeline management and reporting
• Strong experience in prospecting within a structured activity model to maximize revenue growth
• Skilled a creating a client-specific point-of-view aligned to partnering with Skillsoft to drive an improved business outcome
• Ability to thrive in a matrixed sales environment, collaborate across teams, and exhibit a positive, winning attitude with an agile mindset
• Expertise in negotiating deals based on value, with the ability to close effectively and efficiently
• Adept at understanding complex client requirements and articulating solutions that address their needs
• Proactive problem-solver with a strong sense of ownership and accountability

DESIRED SKILLS:

• Advanced degrees or technical certifications