Senior Account Executive - Plume
Boston, MA
About the Job
Life at Plume
At Plume, we believe that technology isn't about moving faster, it's about making life's moments better. Which is why we've built the world's first, and only, open and hardware-independent service delivery platform for smart homes, small businesses, enterprises, and beyond. Our SaaS platform uses WiFi, advanced AI, and machine learning to create the future of connected spaces—and human experiences—at massive scale.
We now deliver services to over 50 million locations globally and have managed over 2.5 billion devices on our platform. We're expanding rapidly, pioneering a new category, and we achieved our Series F funding in just four years. Our customers include many of the world's largest Communications Service Providers (CSPs) who look to Plume to help them evolve their smart home offerings while gleaning insights from their own data.
With a bias for action and a love for being trailblazers, the team at Plume embodies a combination of relentless curiosity and imaginative innovation. We challenge ourselves to think in ways that other companies don't, work to do what should be done (rather than what can), and if we can't do it exceptionally well, we don't do it. It's how we've assembled a team of world-class builders, thinkers, and doers. And it's how we're reinventing what's possible every day.
The Sales Executive is responsible for building client relationships within a specified segment. Plume is pursuing a B2B2C sales strategy, primarily targeting communication service providers. Individuals who excel at this job can prospect (via email, phone, & partner ecosystem), develop, and close business promptly. They understand prospects' needs and can draw a connection to Plume's value proposition. The AE must have the confidence and ability to negotiate and close SaaS agreements.
This role is a unique opportunity to contribute meaningfully to high-visibility, high-impact projects at a very exciting time for the company. Plume is an innovative, high-growth, customer-focused company in a large and growing market. If you are an energetic, self-managed professional with experience managing a complex sales process and possessing excellent presentation and listening skills, as well as the organization and contact management capabilities, we'd love to hear from you.
What You'll Do
- Achieve sales quotas for allocated accounts every quarter by developing a sales strategy in the allocated territory with a target prospect list and a regional sales plan.
- Develop marketing plans with the marketing team to drive revenue growth.
- Be the trusted advisor to the customer by understanding their existing and future product roadmap and go-to-market plans within their territory.
- Prospect qualification and the development of new sales opportunities and ongoing revenue streams.
- Arrange and conduct initial discussions and positioning meetings with key stakeholders across several functions, including CxO level.
- Sales process management in Salesforce.
- Ongoing account management to ensure customer satisfaction and drive additional revenue streams.
- Be familiar with a solution/value-based approach to selling, have experience managing a complex sales process, and possess excellent presentation and listening skills, organization, and contact management capabilities.
What You'll Bring
- Extensive experience selling to Communication/Internet Service Providers (CSP/ISP)
- 10+ years of full cycle sales experience selling software or cloud-based applications to the mid-market.
- Emphasis on cloud, ICT software, and SaaS is desired.
- Experience hitting quota of $1m+ of ARR per year.
- A track record of success in driving consistent activity, pipeline development, and quota achievement.
- Experience determining customer requirements and presenting appropriate solutions.
- Proactive, independent thinker with high energy/positive attitude
- Excellent verbal and written communication, presentation, and relationship management skills
- Ability to thrive in a fast-paced startup environment
- Experience working with and implementing MEDDPICC.
The Total Compensation package would include an anticipated OTE compensation range of $200,000 to $300,000 + equity + benefits. Commission is uncapped. Benefits include a 401k plan with a company match, basic life insurance, and unparalleled health, dental, vision, and other benefits and perks. Please see here for more details.
An employee's base salary and position within the range may depend on several factors, including job-related knowledge, education, skills, experience, and other business-related considerations. Published ranges are provided in good faith at the time of posting.
About Plume
As the creator of the only open, hardware-independent, cloud-controlled experience platform for CSPs and their subscribers, Plume partners with over 350 CSP customers, including some of the world's largest such as Comcast, Charter, Liberty Global, and J:COM.
Using OpenSync, the most widely supported open-source, silicon-to-cloud framework for smart spaces, Plume's software-defined network allows CSPs to decouple their service offerings from hardware and rapidly curate and deliver new services over a multi-vendor, open-platform architecture.
Backed by investors such as Insight Partners and SoftBank Vision Fund 2, Plume is now valued at $2.6B, having added over $500M in funding in 2021 alone.
Plume is an equal opportunity workplace that maintains a continuing policy of nondiscrimination in all employment practices and decisions, ensuring equal employment opportunities for all qualified individuals without regard to race, color, creed, religion, sex, national origin, age, physical or mental disability, sexual orientation, gender identity, marital status, pregnancy, childbirth or related individual conditions, medical conditions (as defined by state law), military or veteran status, or any other characteristic protected by federal, state or local law.
