Account Executive

Position:  Account Executive

Position Summary:

The Account Executive will be responsible for Account Executive including developing, executing, and optimizing a structured plan for new business development to achieve the company’s growth objectives. This role involves strategy planning, lead generation, multi-channel outreach, and performance tracking. The AE will collaborate closely with the leadership, ensuring seamless alignment between outreach efforts and business goals.

Key Responsibilities:

1. Training and Alignment - Understanding Arcalea and our Services

• Vision, Mission, Core Values 
  • In-depth training to familiarize the SDR with the company’s overarching goals and cultural values 
• Systems Training
  • Click Up, HubSpot, Slack
• Product/Service Knowledge
  • Galileo, Compass, Services - In-depth training on key features and benefits, value propositions, differentiators, and common use cases and applications
• Industry Knowledge
  • Overview of each of the company’s verticals including trends, challenges and opportunities
  • Competitor analysis and what differentiates Arcalea offerings vs the market.

2. Customer Profile Training Outreach Strategy Development

• Ideal Customer Profile (ICP)
  • Who the target customers are (industry, size, titles/roles) and what are the pain points of the target customers  
• Buyer Personas
  • Understand who the decision makers and influencers are in the buying process and what are the typical objections and motivations  Customer Journey
  • Map out how prospects move from awareness to decision making. 

3. Lead Generation and Qualification

• Develop and finalize a comprehensive Sales Outreach Strategy Document, detailing the Ideal Client Profile (ICP), account prioritization, and messaging tactics.
• Research/build targeted lead lists that fit the ICP through outbound and inbound tactics.
• Create and manage a Sales Playbook with scripts, objection-handling guides, and outreach templates.
• Maintain and update CRM data to ensure accuracy and segmentation.
• Implement and refine the inbound lead qualification process.
• Transition qualified leads to leadership for closing.

4. Multi-Channel Outreach Execution

• Execute structured touchpoints with potential clients across email, phone, social media, and personalized direct mail campaigns.
• Coordinate email campaigns, phone outreach, and social selling efforts to maximize engagement.
• Leverage LinkedIn and industry forums on behalf of, and in coordination with, leadership to build connections and establish relationships.

5. Lead Nurturing and Sales Conversion

• Develop tailored nurture sequences for leads and provide ongoing engagement through content like case studies, webinars, and white papers.
• Conduct regular check-ins to demonstrate industry relevance and drive lead-to-opportunity conversions.
• Update lead status and refine strategies in CRM tools to track and optimize the sales pipeline.

6. Performance Tracking and Optimization

• Develop and document sales goals, key metrics, and strategies for outreach channels, including email, phone, and social media.
• Monitor leads and opportunity performance, analyze data, and provide actionable insights to improve outreach strategies.
• Facilitate regular performance meetings to review metrics and refine approaches.
• Collaborate with leadership to align outreach efforts with broader business objectives.

Key Metrics:

• Top of funnel activity: emails, social actions, appointments set, leads
• Engagement rates across outreach channels
• Pipeline size and health

Qualifications:

• 10+ years of proven experience in as an SDR, sales, business development, or a similar role, top producer
• Strong understanding of the HubSpot CRM system and lead management processes in HubSpot.
• Excellent communication and presentation skills.
• Ability to analyze data and refine strategies based on performance insights.
• Knowledge of multi-channel outreach tactics, including email marketing, social selling, and phone engagement.

Work Environment:

This role requires close collaboration with the C-suite, including leadership and analysts, to align efforts and meet growth targets. Adaptability and a data-driven approach are key to success.