Mid-Market Account 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 the Mid-Market Account Executive at Xactly Corporation, you will be a foundational member of Xactly's fast-growing sales team at our venture-backed company. Xactly solves the #1 challenge for every executive: inspiring performance. Our Account Executives educate the market about the power behind inspiring performance across their team(s). You will be pioneering new business opportunities and working closely with customers.

As a Xactly product expert, you will act as the quarterback within the organization. You will be an integral part of identifying opportunities within net-new customers. You will conduct discovery, product demos and build meaningful relationships with key decision makers. You will be energetic, goal-minded, and extremely driven to succeed.

At Xactly, we believe everyone has a unique story to tell, and these small differences between us have a big impact. When bright, diverse minds come together, we're challenged to think different ways, generate creative ideas, be more innovative, and take on new perspectives. Our customers come from different cultures and walks of life all around the world, and we believe our teams should reflect that to build strong and lasting relationships.

We're seeking a resourceful, motivated and results-oriented sales professional to help us set, drive, and execute on our revenue goals. You will work closely with our Director of Sales to set priorities and make key strategic decisions within your target account list. You'll shape and influence every part of our sales process to roll out a winning strategy that has a material impact. You'll partner cross-functionally throughout the organization. You will become a trusted customer advisor and an expert in Xactly product offerings. Xactly offers best-in-class solutions for organizations seeking to optimize their Incentive Compensation Management, Pipeline Management & Sales Forecasting, GTM planning, and leveraging data for strategic decision making. In unison all of these pieces become Xactly's Intelligent Revenue Platform and allows customers' unparalleled business agility, accuracy and business process efficiency.

In this role, you will have immense growth potential and unlimited opportunities to prove your impact at a quickly growing company. Plus did we mention, there is no cap on commission?

THE TEAM

Xactly's Sales team is a diverse mix of sales professionals. Our team consists of seasoned and up and coming Account Executives from enterprise SaaS companies and smaller startups alike.

Our Mid-Market Account Executives are results-oriented sales professionals with experience selling a premium ICM solution. Our team is committed to identifying new business opportunities and driving revenue. Our Account Executives develop strong customer pipelines and successfully sell to decision makers across multiple functional departments and the C-Suite. They are referred to as trusted advisors and product experts.

THE SKILL SET

• Bachelor's degree or equivalent experience preferred.
• 3-5 years of proven closing and quota carrying experience selling enterprise software solutions.
• Experience establishing strategic C-level relationships with businesses and comfort selling to C-suite executives within major accounts in the SaaS market.
• Confidence in your ability to run high-volume pipelines in a dynamic, rapidly changing environment.
• Accurately forecast and manage deals through your pipeline.
• Interest in the ICM (Incentive Compensation Management), SPM (Sales Performance Management), Sales Forecasting and/or CRM/SaaS tech spaces, you will become a subject matter expert quickly and continue to deepen your product and industry knowledge over time.
• Hustle, determination, entrepreneurial ambition, customer-centric approach, and deep sales expertise.

WITHIN ONE MONTH, YOU'LL

• Attend Xactly's Sales Bootcamp, where you will learn go-to-market messaging, key differentiators, and segment-specific value propositions.
• Meet with current members of the Mid-Market Account Executive team individually to understand what's working, what's not, and gather learnings to implement into your role.
• Start developing an account strategy with manager support.

WITHIN THREE MONTHS, YOU'LL

• Consistently achieve your goals on activity metrics, and conversations within your account list.
• Become an Xactly product expert and confidently speak to the value of adopting an Intelligent Revenue Platform within your accounts.
• Execute on your account / territory strategy and tackle projects with prospects as you develop pipeline coverage to reach your goals

WITHIN SIX MONTHS, YOU'LL

• Effortlessly fold in outreach to your routine where you can jump into a phone conversation with key decision makers while consistently meeting your numbers.

WITHIN TWELVE MONTHS, YOU'LL

• Train, onboard and motivate your peers. They'll look to you as the example, and you'll be able to hone your own coaching and mentorship skills.
• Consistently exceed your new business targets and continue your track record of closing opportunities and exceeding quotas.

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

Applications will be accepted only for those currently residing in the posted country for this role. There is no expectation of approval for an international relocation for this job.

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 $160,000 to $180,000 OTE including applicable commission.

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