Company Overview: Blue Orange Digital is a cloud-based data transformation and predictive analytics development firm with offices in NYC and Washington, DC. From startups to Fortune 500s, we help companies make sense of their business challenges by applying modern data analytics techniques, visualizations, and AI/ML. Founded by engineers, we love passionate technologists and data analysts. Our startup DNA means everyone on the team makes a direct contribution to the growth of the company. Position Overview: We are seeking a dynamic Account Executive to spearhead our lead generation efforts and drive sales, targeting middle-market accounts. This role is perfect for a business development professional with prior experience in professional services or consulting and who thrives under pressure and has a proven track record of success. Your primary focus will be on aggressively generating new business opportunities through robust lead generation tactics, including vigorous participation in industry events, conferences, and trade shows as well as cold outreach, and strategic and social networking. While your core responsibility is to initiate strong client relationships, you will also be tasked with guiding these prospects through the sales funnel to successful deal closure and working collaboratively with the sales and customer success teams. This challenging position demands a highly motivated, results-driven individual who is skilled at crafting and executing sales strategies tailored to each account, ultimately achieving our company's ambitious growth targets. Responsibilities:
- Vigorously participating in lead generation activities, including attending industry events and conferences, in-person networking, social networking, and cold outreach.
- Represent Blue Orange at industry events, conferences, and trade shows, ensuring thorough preparation, active engagement, and effective follow-up:
- Conduct pre-event research to identify and schedule meetings with key prospects.
- Engage with attendees during the event, maximize networking opportunities, and collect detailed lead information.
- Promptly manage post-event follow-up, entering leads into the CRM and initiating targeted nurture campaigns for different lead types.
- Deliver compelling value propositions and actively promote our services to expand market presence and brand awareness.
- Prospecting and qualifying potential clients by identifying key decision-makers and understanding their business needs and challenges.
- Developing and executing strategic action plans aimed at revenue growth through acquiring new client engagements.
- Manage the full sales cycle from lead generation to deal closure, including negotiating agreements and maintaining accurate sales records in our CRM.
- Collaborating closely with internal teams-such as customer success and sales engineering-to develop and execute customized solutions that address client needs.
- Engaging our delivery teams in scoping discussions to ensure the development of appropriate solutions, leveraging a comprehensive understanding of our services.
- Presenting proposals that communicate the value proposition of our offerings clearly and compellingly.
- Consistently achieving sales targets in a fast-paced environment and maintaining a deep knowledge of our products and services, as well as the evolving needs and challenges of our clients.
- And other requests as directed by your manager.
Your role will be crucial in not only generating leads but also in nurturing these prospects through the sales funnel to successful closures, thereby driving our company's growth. Requirements:
- 4-7 years of experience in professional services or consulting, with a strong focus on business development, sales, or account management.
- Strong networking abilities and a talent for building relationships.
- Skilled in pre-call planning, research, and needs-based selling techniques, with the ability to respond effectively to requests for information and proposals.
- Ability to focus on aggressively generating new business opportunities through robust lead generation tactics, including vigorous participation in industry events, conferences, and trade shows, as well as social networking and cold outreach.
- Proven track record of quota-carrying sales experience, including negotiating and closing technology projects with middle-market accounts.
- Demonstrable experience in developing and implementing strategic sales plans and transformational account strategies in customer-facing roles.
- Excellent communication, presentation, and interpersonal skills, coupled with strong organizational and time management abilities.
- Proficiency in using CRM software and lead management tools, with a talent for building and maintaining relationships.
- Self-motivated with a hunter mentality, results-driven approach, and a competitive, growth-oriented mindset.
- Willingness to travel up to 50% to attend industry events, conferences, and other sales activities, with a strong track record of event marketing and networking.
Preferred qualifications:
- Bachelor's degree in business, computer science, or a related field.
- Experience with CRMs such as HubSpot or Salesforce, sales automation tools, Zoom Info, Confluence, Asana, and others.
- Track record of developing and executing successful business development strategies, with a focus on middle-market accounts.
- Highly personable with a strong ability to deliver to executive decision-makers
- Ability to build strong client relationships.
- Ability to work independently, as well as collaboratively with internal teams.
Benefits:
- 401k Matching
- Unlimited PTO
- 100% remote role with an option for hybrid
- Healthcare, Dental, Vision, and Life Insurance
- Paid parental/bereavement leave
- Cell phone/internet reimbursement
- Home office stipend
Salary: $90-110k (w/ commission = $161-$205k OTE) Blue Orange Digital is an equal-opportunity employer. Background checks may be required for certain positions/projects.