Sales Executive (SaaS) at Ontario Systems, LLC in Muncie, Indiana

Job Description:

Sales Executive (SaaS)

Department: Sales

Employment Type: Permanent - Full Time

Location: Remote, US

Reporting To: Kevin Holst
Description

Finvi is looking for Sales Executive - SaaS (Mid-Market).

This position will be remote. You may work where you live anywhere in the United States.

Are you a salesperson who has prior experience moving clients from an on-prem or hosted solution to SaaS? Do you thrive selling into the small/mid-markets? If so this job could be a good fit for you.

The Role

The Sales Executive role will drive growth of Finvi solutions in the Mid-Market segments, carrying a quarterly sales quota, building a robust sales pipeline to 4x quota coverage; managing prospects through a rigorous sales process anchored in discovery of the prospect business challenges, building and defending a demonstrable ROI, and negotiating contractual terms. The role will be responsible for growing bookings in recurring revenue from existing and new clients, managing accounts through a high quality of customer engagement, and cross functionally with client success, product, marketing, implementation and support.

Visa sponsorship or transfer of an existing visa is not available for this position. You must be authorized to work directly for any employer in the United States without visa sponsorship or transfer.
What You'll Do

• Meet and exceed quarterly and annual revenue goals for solutions sales
  
  
  • Drive revenue generation from new logo prospects
  • Sell add-on products or services to existing and new accounts to exceed company targets
• Demonstrate ability to prospect to create pipeline of new opportunities
  
  
  • Perform prospecting activities per week
  • Support marketing campaign activities and follow up with prospects within 48 hours of assignment
  • Develop sales specific plans within 30 days of assignment including potential tradeshow attendance, associations, and marketing support, prospecting, cold calling of personal and assigned network
  • Invite prospects to marketing events to help drive pipeline generation and advance opportunities
• Be a trusted advisor to clients and prospects by demonstrating a competency in the industry, product, and services
  
  
  • Demonstrate knowledge of industry and issues affecting client's business by completing industry test periodically and reviewing industry related articles/information.
  • Understand clients and prospects needs and be able to position Finvi products to meet them
  • Attend tradeshows and assist with product demonstrations.
• Manage a robust pipeline to meet revenue goals and ensure sales cycle time
  
  
  • Demonstrate understanding of sales process and sales cycle times by product and/or service.
  • Convert suspects obtained from marketing or prospecting to prospects per month ideally at a 25% conversion rate (%may change throughout the year and based on product).
  • Manage pipeline having new and existing client in pipeline to meet quarterly and annual quotas.
  • Understand prospects project requirements and utilize all resources necessary to close deals.
  • Deliver compelling proposals to prospects including ROI
• Forecast 90% accuracy increase or decrease in revenue from assigned clients
  
  
  • Update forecast weekly to ensure revenue projections are correct in CRM.
  • Effectively utilize the TRUST framework to identify the stages of opportunities, % likelihood to close, and close date weekly.
  • Effectively manage all RFI/ RFP processes in the assigned account weekly.
• Ensure client satisfaction of a 4 out of 5 and client retention
  
  
  • Review open operational issues with assigned account managers and/or client support managers on a monthly basis.
  • Be a key driver in creating solutions and ensuring they are put in place for account satisfaction.
  • Review on a regular basis any open items.
  • Minimum of quarterly on-site meetings and provide additional information/ educational sessions to the account

• Bachelor's degree.
• A minimum of 2 years of experience as successful field sales professional.
  
  
  • Ideally have sold solutions to multiple verticals.
  • Sales experience in SaaS and selling on ROI
  • Experience selling complex solutions/consultative (not commodity sales) preferred
  • Success is defined as consistent achievement (and exceeding) of revenue goals, quotas and related objectives.
• Strong desire to win with a competitive spirit and ability to find green field opportunities
• Must have a strong intellectual curiosity and demonstrate ability to sell in a competitive environment
  • Solution selling - asks open ended questions to guide the conversation productively, active listener - listens for key items
• Knowledge of ARM and/or knowledge of the healthcare revenue cycle (from a healthcare market perspective, not looking for candidates whose sole focus has been on clinical sales. Candidates in healthcare market need experience selling financial systems and services.) preferred
• Demonstrates technical acumen:
  
  
  • Take a complex technical product and articulate it to prospects with the right value prop
  • Use CRMS new sales systems to log accounts
  • Able to listen to Senior Product Director and filter information to be able to sell solution
  • Able to take complicated problem and turn into easy solution
• Possesses Business Acumen and Persuasion and Influence
• Polished written and oral communications and presentation skills
• Travel 10 days per month

• Finvi offers, for most positions, a flexible work environment*
• Hybrid or remote unless otherwise identified*
• Ample PTO for non-exempt and Flexible Time Off* for exempt roles to keep up with today's varied lifestyles
• Competitive pay and 401(k) with employer match
• Health insurance with wellness discounts, medical, dental, and vision care
• Three (3) weeks Paid Parental Leave for new parents
• Eight (8) Paid Holidays throughout the year
• We invest in our employees through educational assistance and learning and development
• Robust Wellness Program includes opportunities to earn money for your Health Savings Account (HSA) or Health Reimbursement Account (HRA)
• Paid Volunteer Time Off Program to make a difference in your community
• Learn more about what Finvi offers here: https://finvi.com/about-us/careers/

The typical base pay range for this role across the U.S. is USD 84,700 - $158,300 per year.

Finvi has different base pay ranges for different work locations within the United States, which allows us to pay employees competitively and consistently in different geographic markets. The range above reflects the potential base pay across the U.S. for this role (the applicable base pay range will depend on what ultimately is determined to be the candidate's primary work location). Individual base pay depends on various factors, in addition to primary work location, such as complexity and responsibility of role, job duties/requirements, and relevant experience and skills. Offers are made within the base pay range applicable at the time.

At Finvi, certain roles are eligible for additional rewards, including merit increases, annual bonus, and equity. These awards are allocated based on individual performance and role. In addition, certain roles also have the opportunity to earn sales incentives based on revenue depending on the terms of the plan and the employee's role.