Commercial Client Executive - Xactly

WHO WE ARE

Xactly is a leader in Intelligent Revenue Solutions and a part of Vista Equity Partners portfolio companies since 2017. The Xactly Intelligent Revenue Platform marries artificial intelligence and 17 years of proprietary data in easy-to-use applications.

Named among the best workplaces in the U.S. by Great Place to Work six times, honored on FORTUNE Magazine's inaugural list of the 100 Best Workplaces for Millennials, and chosen as the "Market Leader in Incentive Compensation" by CRM magazine. We're building a culture of success and are looking for motivated professionals to join us!

THE OPPORTUNITY

As a Commercial Client Executive at Xactly Corporation, you will play a pivotal role in growing our footprint within our current customer portfolio. You will collaborate on customer marketing initiatives, shape product prioritization, partner with Customer Success and Technical Support, and interact daily with leadership. We are seeking proven high performers to over achieve sales objectives and establish long term relationships with our customers. You will be responsible for owning the commercial relationship with a number of customers. Your key responsibilities include hunting within your book in order to cross-sell across our suite of products, up-sell based on customer potential, and renew existing business.You'll serve as the main commercial point of contact and ultimately be responsible for the success and growth of your book of accounts. You will contribute to the overall success of our sales team by sharing best practices, helping teammates when needed and embodying our culture and values.

THE TEAM

Xactly's Sales team is a tight-knit team with diverse backgrounds. We are a sales team that lives and breathes by the "work hard, play hard mentality." Our Client Executive team is a group of top performers with a consistent track record of over-achievement. They are top-tier relationship builders who are motivated by the challenge of the cross-sell upsell of the sale. They work hard and have a lot of fun along the way!

THE SKILL SET

• 2-5+ years of experience in sales, with at least 1+ years of strategic software selling experience; ideally at a SaaS company
• Experience managing 3-6 month sales cycles
• Proven experience maintaining positive relationships with existing clients
• Proven experience identifying client objectives through a solution-based selling motion
• Proven ability to renew, and close six-figure ARR contracts
• Proven ability to grow a book of Business through Cross-Sell and Up-Sell
• Experience building relationships, presenting and selling to C-suite level decision makers
• Ability to build relationships and collaborate closely with Xactlian teammates
• Accurately forecast and manage pipeline on a monthly and quarterly basis utilizing Salesforce

• In this role, you will help grow our footprint within our current customer portfolio
• You will collaborate on customer marketing initiatives, shape product prioritization, partner with Customer Success and Technical Support, and interact daily with executive leadership
• We are seeking proven high performers to over-achieve sales objectives and establish long-term relationships with our customers
• You will be responsible for owning the commercial relationship with a number of customers
• Your key responsibilities include hunting within your book in order to cross-sell across our suite of products, up-sell based on customer potential, and renew existing business.You'll serve as the main commercial point of contact and ultimately be responsible for the success and growth of your book of accounts
• Self-source and manage a robust, diversified pipeline of multi-product business
• Drive strong internal collaboration with Customer Success, Sales Engineering, Marketing and Product as the quarterback of the account team
• Create and deliver a strong value narrative helping our customers understand the ROI they receive from Xactly
• Pitch and demo to sales leaders & executives: CRO, CFO, VP Sales Operations/Enablement, VP of Sales and business development leaders
• Develop and maintain strong Executive Buyer (EB) relationships while multithreading into other key executives across the C-Suite, acting as a trusted advisor and strategic partner
• Bachelor's degree or equivalent experience preferred

The compensation range is specific to the posted job location and role and takes into account the wide range of factors considered in making compensation decisions but not limited to skill sets, experience, training, licensure, certifications, performance, and market and peer comparisons. Salary ranges allow for growth opportunities as the employee develops new skills and/or hones current skills. A reasonable range estimate is $118,000 to $148,000 including applicable commission.

BENEFITS AND PERKS

• Comprehensive insurance coverage (including pet insurance!)
• Flexible time off and sick days
• Short-term disability, long-term disability, maternity and parental leave
• Gym/fitness reimbursement and tuition reimbursement
• Flexible savings account & Health savings account
• Paid holidays and up to 3 days paid community and volunteer leave
• Life and AD&D insurance.
• 401(k) Retirement Savings Plan
• Access to wellness program (Grokker, EAP, quarterly wellness webinars)
• Employee discount program
• Additional voluntary benefits such as pet insurance, critical illness, accident insurance, hospital indemnity, and legal plan

OUR VISION: Unleashing human potential to maximize company performance. We address a critical business need: to incentivize employees and align their behaviors with company goals.

OUR CORE VALUES: Customer Focus | Accountability | Respect | Excellence (CARE) are the keys to our success, and each day we're committed to upholding them by delivering the best we can to our customers.

Xactly is proud to be an Equal Opportunity Employer. Xactly provides equal employment opportunities to all employees and applicants without regard to race, color, religion, sex, age, national origin, disability, veteran status, pregnancy, sexual orientation, or any other characteristic protected by law. This means we believe in celebrating diversity and creating an inclusive workplace environment, where everyone feels valued, heard, and has a sense of belonging. By doing this, everyone in the Xactly family has the power to make a difference and unleash their full potential.

We do not accept resumes from agencies, headhunters, or other suppliers who have not signed a formal agreement with us.