Account Executive

Job Description

The Role
The ScreenCloud team of over 120 employees is growing, and there are multiple openings in Sales. ScreenCloud welcomes tech-savvy gamers, streamers, 3D-print fans, Raspberry Pi users, AI fanatics, DJs, and IT enthusiasts. Successful candidates will not necessarily need many years of sales experience - just a little is fine. If you are a digital native, who is looking for a true growth opportunity in sales, would relish the opportunity to dig under the bonnet of a cutting-edge software-as-a-service offering, and then explain these benefits to like-minded technology wizards – our customers – then we’d love to hear from you!
“ScreenCloud was my first dip into software sales, and it’s been the best decision I ever made. It’s a pleasure to sell such a game-changing product, and being a market leader in the space means I’m talking to senior technologists in major companies on a daily basis. My team is global, have been incredibly supportive from day one, and - aside from those I share an office with - I get to fly to see all of them all at least once a year at ScreenCloud Together. I have access to standard sales technologies, such as Salesforce, but others I didn’t expect. For example, I’ve just been trained to perfect my customer demos through using a combination of Stream Deck and OBS. As a DJ in my spare time, this is one of the favourite parts of my job." Phil Lougher, ScreenCloud Account Executive, London.
About the Opportunity
The Account Executive is the heartbeat of ScreenCloud. In this role, a steady stream of digital signage prospects will be sent your way, every working day; some will have requested a demo, others will have signed up to a trial, and many will simply want some advice from an expert in getting high-quality content from laptops onto TV screens.
You will become their trusted advisor and, in so doing, figure out what is most important to them, and gently nudge them down the path of signing up their organisation to become a ScreenCloud user, or to expand their existing footprint.
You will get to know and love “Richard”, the profile of the IT practitioner who more often than not pays ScreenCloud’s bills. Here is ScreenCloud’s CEO talking about what motivates Richard, and what a successful Account Executive would need to do to make Richard famous - to turn him into an advocate who will quickly become part of his or her extended team.
As an Account Executive, you will need to invest in learning ScreenCloud products and services - cold, front-to-back, and inside-and-out. You will need to research a prospect's business to make an educated guess on their needs - perhaps before they know what their needs are. And you need to be able to share this guidance with them in a helpful, thoughtful, and strategic manner.
And we will invest in you too, teaching and mentoring you (as much as you’ll let us) in the finer games of solution selling, architecting the right solutions for your customers, educating them on what they need to be successful, and knowing how to close sales. Maybe Sales is just another game!

Responsibilities

• As with any SaaS business, licensing sales are the lifeblood of the company - this is how a ScreenCloud Account Executive is measured, and what drives his or her commission payout. Your line manager will help you optimise your inbound lead pick-up rates, your conversion rates to opportunity and ultimately win, as well as guide you on strategies to increase the size of your transactions.
• Success will be predicated on:
• Creating engaging and effective virtual sales presentations and product demonstrations.
• Thoughtfully navigating sales cycles, at a speed that customers are comfortable with - not too fast, not too slow.
• Encouraging customer site visits, when the opportunity warrants investment in a flight, train and/or hotel.
• Negotiating pricing and commercial terms, alongside ScreenCloud’s contract management team
• Clearly communicating and tracking sales actions and activities.
• Regularly forecasting and managing opportunities in Salesforce CRM. Making best use of the internal resources (marketing, customer success, product team, and senior executives) to help you (and your customers) win.

Requirements

• Some demonstrable experience in a Sales position: SDR experience is valuable, if you enjoyed the challenge and want to develop your skills further, want to hear from you.
• Prior knowledge of the Google suite and Salesforce is a plus, but we will equip you with the best sales tools, including StreamDecks and OBS, to ensure you are set up for success.
• Willingness to learn: at ScreenCloud we value continuous learning and want those who are keen to develop themselves. We are committed to providing coaching, enablement, the best tools and sales meetups to help you grow professionally.
• Excellent communication and presentation skills.
• A keen interest in tech: we’re not expecting you to be an engineer, but to be naturally curious in how technology works, embracing new tech and how to utilise it to improve customer’s lives is ideal - we are a SaaS company after all.
• Location can be either Charlotte (US) or London (UK) - expectation is at least two days in the office, when not with customers