Account Executive
SkyHive
Sales & Business Development
Palo Alto, CA, USA · Remote
Posted on Apr 10, 2024
About SkyHive
The future of work is about moving from jobs to skills. At SkyHive, we are on a mission to organize the world's workforce data to enable the reskilling required for a more efficient global economy. We have built the only AI-based workforce management platform that deepens our customers’ understanding of labor markets, workforces, and individuals, enabling new ways of acquiring, developing, and retaining talent. We illuminate reskilling journeys and enable our customers to create a capable and future-proof workforce that closes their skill gaps with speed and efficiency.
SkyHive has been recognized as a global leader in AI-based workforce management by the World Economic Forum, Accenture, Gartner, Forbes, Startup Grind, and C100.
About the Role
SkyHive is looking for an experienced, highly motivated Account Executive (AE) to join our growing sales team. The AE’s primary responsibilities will be prospecting, qualifying, selling, and closing new business. You will bring strong leadership to engaging prospective customers, playing a vital role in guiding their transformative journey to being a skill-based organization. The Account Executive must have the confidence and ability to negotiate and close complex agreements with clients and support new customers through our onboarding process.
This role is a unique opportunity to contribute in a meaningful way to high-visibility, high-impact projects at a very exciting time for the company. SkyHive 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 possess excellent presentation and listening skills, organization, and contact management capabilities, we’d love to hear from you.
What You Will Do
- Achieve sales quotas for allocated accounts on a quarterly and annual basis by developing a sales strategy in the allocated industry patch with a target prospect list and sales plan.
- Contribute to the development of marketing plans with the marketing team to drive revenue growth.
- Effectively lead and close large enterprise sales opportunities, within a targeted industry, by orchestrating an internal team of partnership managers, sales/solutions engineers, customer success managers, commercial operations, and marketing support.
- Be a trusted advisor to prospective customers, establishing a strong relationship based on knowledge of their project requirements, technology footprint, and strategic plans, and an understanding of how SkyHive addresses their needs.
- Possess an in-depth knowledge of SkyHive solutions, including our business value, role within customers' overall HCM strategy, and competitive positioning.
- Build and maintain a rolling pipeline by developing and executing a comprehensive industry plan, including key target accounts and demand generation strategies. The goal is a 5x multiple of opportunities to quota.
- Cultivate a relationship and collaborate with SkyHive Partnership team members to identify new prospects and enable client success through joint deal execution.
- Be responsible for responding to RFPs, and orchestrating SkyHive’s internal team to complete and submit professional, comprehensive, and compelling RFP responses.
- Understand and effectively explain the benefits of SkyHive’s ethical AI and machine learning.
- Maintain accurate and timely customer, pipeline, and forecast data in Salesforce.com.
- Provide support for marketing activities and events.
- Arrange and conduct initial Executive and CxO discussions and positioning meetings.
- Be familiar with a solution-based approach to selling and MEDDPICC methodology, have experience in managing a complex sales process, and possess excellent listening and presentation skills, organization, and contact management capabilities.
What You Will Bring
- Demonstrated attributes of urgent curiosity, a beginner’s mindset, situational intuition, and integrity.
- Minimum of 5 years’ experience as a direct sales account executive, preferably in an HCM environment, with a focus on industry selling.
- Minimum of 2 years’ experience as a Account Executive, preferably in HCM, focused on industry verticals.
- Proven track record in calling on large enterprise accounts, managing complex sales cycles from start to finish, and successfully consistently achieving quota.
- Proven track record of having sold large complex deals, with partners, solutioning and has had interaction with numerous Titles during the Sales Cycle, including over $250k in ACV sales deals.
- Strong networking and relationship-building skills, fostering internal and external collaboration for successful deal closures.
- Experience in building and nurturing executive relationships with CHROs, HR Directors, VPs, and CFOs.
- A strong skill set in Human Resources Technology
- A strong sales acumen to identify, qualify, and develop opportunity strategies.
- Excellent written and verbal communication skills.
- Attention to detail and a data-driven mindset.
- A genuine enthusiasm and passion for new and emerging automation technologies and strategies.
- Comfortable and flexible working in a fast-paced environment with competing priorities and multiple stakeholders.
- Able to multitask, prioritize, and manage time efficiently.
What We Offer
- Stock Options
- Unlimited vacation, paid holidays, and birthday leave
- Comprehensive health benefits package
- Retirement savings with employer match
- Paid & unpaid volunteer time off
- Opportunity to get your foot in the door of a fast-growing tech company
- Collaborative team environment
- Professional development assistance program
- Social Impact Organization with Certified B-Corp Status
- Opportunity to explore other departments as training and career continues
What You Can Expect
All SkyHivers are rewarded with a truly unique professional experience. We work hard and are passionate about our mission and our customers. We support each other and work in a highly collaborative, engaging environment to make a positive impact on the world. We encourage you to reach out to any SkyHive employee to hear their experiences first-hand. We hold ourselves accountable for helping you reach your career goals in a truly supportive environment, valuing diversity in all its forms. We love adding new perspectives and appreciate those who ask questions to challenge assumptions, explore new directions, and improve what we have already built. People evolve and so do companies - we reflect this in how we assemble and grow our team. We support an environment in which every person can bring their full, authentic selves to work.
Equal Opportunity
SkyHive is proud to be an Equal Opportunity Employer and is committed to a diverse and inclusive workplace. We believe that a successful organization is one that celebrates its employees for who they are, who they love and the unique lens through which they experience the world. SkyHive does not discriminate based on race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity, Veteran status, or other legally protected status. We understand that our differences make us better. They empower us to learn from each other, lean on each other, and create a product and community that models the behavior we hope to see in others.
If you need reasonable accommodation to search for a job opening, apply for a position, or participate in the interview process, contact us at people@skyhive.io and describe the specific accommodation requested for a disability-related limitation