Account Executive, SMB (ANZ)

Sprout Social is looking for a highly driven, collaborative, and tech-savvy SMB Account Executive with strong business acumen to join our Sales team, to be based in New South Wales or Victoria, Australia.

Why join Sprout’s Sales Success team?

Joining the Sales and Success team is an opportunity to accelerate your career. We’re a winning team selling and supporting the leading social media management platform for businesses. Not only do you get to work alongside some of the sharpest minds in the industry, you also get to work with some of the biggest brands in the world ​​including Canva, Minor Hotels, Jollibee, Converge ICT, BDO Unibank. And the real kicker? You get to design your own career and follow the path that’s best for you. Wherever you want to go, we’re committed to helping you get there.

What you’ll do

• Drive new business in our SMB segment by converting our prospective clients into customers
• Generate monthly and quarterly pipeline coverage of high-potential prospective users from inbound leads and outbound prospecting
• Use solution based value selling to understand customer needs through detailed discovery calls, and communicate the value proposition with product demonstrations and proposals
• Partner closely with your team, manager and Solutions Engineer to solve complex customer problems, position the best solution and move customers through the funnel
• Own your own numbers; take responsibility for your activity levels, conversion rates, RPS to ensure that you are a top performer

What you’ll bring

Sprout Social is looking for a highly driven, collaborative, and tech-savvy SMB Account Executive with strong business acumen to join our Sales team. Ideally, you will be equally driven by a customer-centric mentality as well as a desire to close new business.

These are the minimum qualifications that our hiring team is looking for in this role:

• 6 months + experience in an outbound closing role in B2B sales or relevant experience
• Consistent track record of success
• Experience working with Salesforce.com or other CRM platform

Preferred qualifications for this role include:

• 1+ years of closing experience in B2B sales
• Exceptional organizational, presentation, and communication skills - phone, email and webinar
• Technical expertise and ability to acquire knowledge of new products

How you’ll grow

Within 1 month, you’ll plant your roots, including:

• Complete Sprout Social’s new hire training onboarding program alongside other new Sprout team members. You’ll gain a broader understanding of our products and how your role fits into the organization.
• Partner with the Manager, Customer Commercialisation, Velocity, APAC to define key success metrics for your role and how you will measure against them.
• Begin developing familiarity with our business, platform, and applications, as well as our company’s key metrics.
• Acclimate yourself to the day-to-day responsibilities of Sprout’s SMB team by shadowing team members, listening to recorded customer calls and working closely with our Sales Enablement team.

Within 3 months, you’ll start hitting your stride by:

• Manage a strong pipeline of qualified leads and begin the process of self generating pipeline with key accounts and strategic stakeholders.
• Own your numbers - Meet and exceed monthly activity, pipeline and new business metrics
• Conduct active research leveraging all available tools and data sources to understand your customer's brand, culture, KPIs, partners, and success metrics so you can add value throughout your interactions and become a trusted advisor.

Within 6 months, you’ll be making a clear impact through:

• Have built solid relationships at the C-Level with your “book of business".
• Represent Sprout at conferences and engage potential leads in person at trade shows and events to continue to build our customer base.
• Become a Sprout Social and social media expert to confidently speak to ever-changing trends, new product features and platform enhancements to help our customers realize their full potential and accomplish their goals.
• Own your numbers - consistently meet and exceed your activity goals to build a fruitful pipeline that will provide consistent quota attainment.

Within 12 months, you’ll make this role your own by:

• Consistently meet and exceed monthly activity, pipeline and new business metrics.
• Step up as a leader to share best practices across the organization and help others grow from your experiences.
• Obtain (solicited and unsolicited) and act upon peer and customer feedback.

Of course, what is outlined above is the ideal timeline, but things may shift based on business needs and other projects and tasks could be added at the discretion of your manager.

Our Benefits Program

We’re proud to regularly be recognized for our team, product and culture. Our benefits program includes:

• Insurance and benefit options that are built for both individuals and families
• Progressive policies to support work/life balance, like our flexible paid time off and parental leave program
• High-quality and well-maintained equipment—your computer will never prevent you from doing your best
• Wellness initiatives to ensure both health and mental well-being of our team
• Ongoing education and development opportunities via our Grow@Sprout program, employee-led diversity, equity and inclusion initiatives and mentorship programs for aspiring leaders
• Growing corporate social responsibility program that is driven by the involvement and passion of our team members

Candidates for this remote work opportunity must be based in either New South Wales or Victoria, Australia. If you are based in another location within Australia or APAC, we aren’t able to hire in your location at this time; however, if you’d like to stay in touch with us in case that changes in the future, please apply and we’ll save your application for possible future consideration.