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:
- 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
- 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.
- 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.
- 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.
- 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.
- 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.
- 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.