Mid Market Account Executive
It’s an exciting time at Crossbeam. We have just joined forces with Reveal to change the way companies go-to-market. The merger has earned the support of some of the world’s best investors: Andreessen Horowitz, Insight Partners, Redpoint, FirstMark and even Salesforce and HubSpot Ventures (yep, the biggest CRMs are investing in the future of go-to-market).
Combined, our unified company has created a powerful network of 25K+ companies, a team of world-class talent, an innovative product roadmap, and a North Star vision of creating a best-of-both-worlds customer experience.
What is Crossbeam ?
Crossbeam is the first and largest Ecosystem-Led Growth platform. We act as an escrow service for data, allowing companies to find overlapping customers and prospects with their partners while keeping the rest of their data private and secure. Companies use this data to sell more effectively, market to the right audiences, build the right products, collaborate with their service partners, generate demand, inform M&A, and more. This has created an entirely new way of doing business called “Ecosystem-Led Growth” or ELG—and it works: 40% of our customers' closed deals come from their ecosystem.
The job
As an Mid-Market Account Executive, your primary focus will be acquiring new clients and expansion in mid to large accounts (200 to 3,500 employees). You will analyze customer challenges, identify key stakeholders, and expand their perspective on how Crossbeam can revolutionize their partnership strategies. We are the industry leader in ecosystem led growth, which means you will help our customers drive revenue through ELG for our customers, understanding their wins are our wins too.
Key Responsibilities
- Close New Business. Drive significant business growth by breaking into new logos and driving expansion within our mid-market customer segment, contributing to the achievement of revenue goals.
- Goals & Metrics. Achieve and exceed monthly/quarterly quotas of pipeline and closed business. Understand how your quarterly goals impact the larger company goals.
- Collaboration. Work closely with internal go-to-market teams such as partnerships, sales, and customer success to understand our customer's challenges and inspire new use cases. Partner and build trust with cross functional teams like legal, security, & product.
- Product Expertise. Build and maintain an in-depth understanding of the Crossbeam product and articulate the unique value it delivers to customers. Stay up to date on new features and use cases.
- Value Selling. Gain a deep understanding of our customers and how Crossbeam can positively impact their business. Complex deal management and strong understanding of MEDDICC.
- Ecosystem Engagement. Build relationships prospects, decision makers, and executives via email, phone, social media, and events. Know that every conversation can be potential for growth.
Requirements
- You have 6+ years of experience in a B2B SaaS closing role and can easily point to repeatable processes you’ve used for success.
- You have an understanding of Partnership programs and the value ELG brings to a company's go-to-market strategy and overall success.
- Proven success of navigating large organizations and understanding how our technology can drive value across multiple business units
- Bonus points: experience in a product-led growth company with freemium offerings
You’ll love this job if
- You love getting answers. You use the internal resources and subject matter expertise at your disposal to really geek out on what you’re selling.
- You are a hunter. Following a lead, building relationships with internal champions, and closing deals gets your blood pumping.
- When you don’t know how to do something, you’ll admit it and make a quick assessment of whether it’s something you can figure out, if you’ll need help, and where that help should come from.
- You are passionate about business technology. The problem that Crossbeam solves — and how we are solving it — excites you.
- You know what it means to crush your quota and you chase that excitement. Winning excites you and losing is just a temporary nuisance on your path to the next win.
- You are confident because you know your stuff. You are comfortable speaking with the highest levels of an organization with tact, sincerity, and accuracy.
- You speak your mind, have no issue raising concerns with company leaders, but are also able to “disagree and commit” when things don’t go your way.
- You have well-honed sales chops, but are humble enough to always be learning from those you encounter.
- You just read this whole list and got more excited than concerned.
Interview Process
We go through the same interview steps for all AE candidates to ensure equity in our hiring process. Our process is designed to learn as much about each candidate as possible, as well as to give candidates access to our team and learn about what it's like to be a team member at Crossbeam. Topics will range from technical skills to problem-solving approaches and collaboration.
- HR interview - 30 minutes
- Call with Director of Mid Market Sales - 30 minutes
- Individual interviews with core team members - 30 minutes (1 to 2 different interviews with revenue team members)
- Project that highlights your sales chops - 60 minutes presentation (Director of Sales and CRO)
- Call with CRO - 45 minutes
Benefits
This is a salaried* role + commission. In addition, Crossbeam offers:
- Health Care Plan (Medical, Dental & Vision)
- Flexible PTO Policy
- Parental leave
- Stock Option Plan
- 401k Plan + Match
- Learning & Development Budget
- Remote Work Options
- Generous Wellness Stipend
*This role has been categorized as a Remote (Bay Area or East Coast) position. In certain cases, an employee in a remote-designated job may need to live in a specific region or time zone to support customers or clients as part of their role. In addition to a competitive base salary this position is also eligible for equity awards based on factors such as experience, performance and location. Actual amounts will vary depending on experience, performance and location.
Our Core Values
Values are a social contract that we have with our team, our users, and our communities. They are guiding lights as well as argument-enders, and we expect results delivered in a way that is consistent with these values.
Trust is our Foundation
We create value by building trust in our company, our team, and our technology. That goes in all directions, not just between us and our customers but also amongst ourselves. We approach conflict with empathy and curiosity, and ascribe best intentions to all of our collaborators.
Work Hard and Smart
This is a startup, and we will act like one. We prioritize impact, take personal ownership of outcomes, act decisively, and get our hands dirty in the process. We communicate clearly, avoid over-engineering, and take risks. This allows us to be creative, innovative, and solution-oriented.
Default to Transparency
We will not succeed in information silos. We share the good, bad, and ugly about what is happening in our company, which requires us to pay attention, always measure what matters, and hold each other accountable.
Belonging
In our workplaces, communities, and ecosystems, we shape environments where people feel a sense of belonging. To do this, we work to ensure that stakeholders of all backgrounds are treated equitably and experience psychological and physical safety. This is key to their relationship with our company, their access to opportunities, and their ability to thrive.
Treasure the Fun
We are incredibly lucky to be here — let’s make memories. We will all spend that extra bit of time and energy to energize each other with fun and inspiring experiences. This applies internally and externally, from the smallest interactions to the largest events.
Crossbeam's core value of Equity sits at the heart of our hiring process, and we're proud to be building a culture where differences are valued. Applicants from diverse and non-traditional backgrounds are strongly encouraged to apply.
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By
Crossbeam
To create a more connected business world by powering the exchange of data between companies. Our Values: Trust is our business. We create value by building trust in our company, our team, our technology, and our network. Never let anything comp...
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