Chicago, IL, US

What does an Account Executive do?

Account Executives at Equilar generate and close new business. Our target audience is the C-suite and executive leadership of North American public companies. Equilar is a data and research firm that assists HR and Legal leadership with executive compensation, corporate governance, investor relations, and board recruiting efforts through our best-in-class SaaS platform.

How do we do it?

· Taking advantage of the wave of business interest in our core competencies; corporate governance, ESG, and diversity recruitment.

· Strategic relationship building and account planning.

· Creating and uncovering demand by educating prospects on our value proposition.

· Telling the story of how Equilar disrupts the inefficient, expensive consulting industry, giving control and power to our clients.

· Selling on value and ROI vs technical functionality.

· Understanding business operations and the priorities driving C-Suite decisions.

Who is a good fit?

Successful account executives at Equilar have come from many industries and backgrounds. The common denominators of success are curiosity and coachability. Equilar sits at the nexus of corporate strategy, organizational philosophy and operations. To establish credibility as a trusted advisor, curiosity about the business world and how corporate-level decisions are made is critical. The most successful AEs come in with a body of knowledge or interest in business news. Whether through reading the Wall Street Journal, watching CNBC, or listening to podcasts, a business news diet is a must. Equilar’s training program is often referred to as a ‘mini-MBA’, and it requires a commitment and eagerness to learn to become successful.

Preferred Qualifications:

· 3+ years of full-cycle sales experience.

· Demonstrated history of achieving quota.

· C-Suite sales experience.

· Experience working in enterprise data software, financial services, legal tech, SaaS, or HR tech industries.

· BS/BA.

Learning and Development Opportunities:

· Ongoing product training and industry education.

· Professional development investment program (Learn, Grow, Lead).

· Close collaboration with the marketing, research, products teams.

· Weekly 1:1 coaching with leadership.

· Exposure to C-Suite decision-makers at public companies.

Typical Day for an Account Executive / Senior Account Executive

· Read WSJ and other financial news that pertains to activities in one’s territory that trigger communication.

· Outreach to warm leads from the marketing team.

· Execute outreach to executives using a custom outreach methodology that is vetted and planned days in advance.

· Practice product usage and understand how to show value in the shortest amount of time.

· Conduct two sales demos a day – schedule ideally 2 demos a day and use the last part of the day to plan for the next day.

· Attend internal sales training every Friday to sharpen selling skills.