Senior Account Executive

The Senior Account Executive manages the sales cycle from prospecting to closing and is instrumental in achieving our growth objectives. This role focuses on building relationships with prospective clients, showcasing the value of our product, and consistently achieving Monthly Recurring Revenue (MRR) targets. As a senior team member, this role not only delivers individual results but also leads by example - setting the standard for excellence in outreach, relationship building, deal closing and collaboration across teams. You will actively contribute to shaping our sales culture and mentoring others, while championing Turn.io’s mission to drive social impact through technology.

• Pipeline Management: Take ownership of the entire sales process, from initial outreach to closing deals.
• Prospecting & Outreach: Build and maintain a pipeline of qualified opportunities through targeted outreach to organisations aligned with our Ideal Customer Profile (ICP).
• Lead Qualification: Engage with prospects to understand their needs, conduct discovery calls, and tailor and present our product as a compelling solution to meet their challenges.
• Presenting & Proposals: Deliver compelling product demonstrations and prepare tailored proposals that showcase how Turn.io’s offerings create impact (solution mapping).
• Relationship Building: Foster strong relationships with decision-makers, champions, and stakeholders at all levels of an organisation.
• Team Leadership & Mentorship: Model excellence in sales execution and pipeline management. Provide informal coaching, support peer development and contribute to the continual improvement of our sales approach.
• Collaboration: Work closely with the Product team to understand the full product offering and the Customer Success team for tailored demo assistance, where needed, and to hand off closed accounts for retention and relationship management (Impact Partners and Success Leads).
• Reporting: Maintain accurate records of activities and progress in our CRM and provide regular updates on key sales metrics.

Success Metrics

Primary KPI:

• Monthly Recurring Revenue (MRR): Achieve or exceed monthly MRR targets as defined by the sales plan, assessed on a quarterly basis.

Monitoring KPIs

• Pipeline Generation: Build and maintain a sales pipeline that is 3–4x the monthly target value (This would be from Discovery Call stage)
• Sales Cycle Length: Target an average sales cycle stays under 90 days.
• Win Rate: Maintain a win rate of at least 25-30% for qualified opportunities.
• Activity Metrics: Consistently achieve weekly activity targets, such as:
  
  • Outreach: Prospecting activities (emails, calls, or LinkedIn outreach), general guideline being a minimum of 30-50 outreach activities per week.
  • Meetings: Conduct 8-10 discovery or demo meetings per week.
• Customer Onboarding: Ensure the Customer is onboarded in a  timely manner and most efficiently and ensure that their subscription is set up soonest. Your win is only recorded once they have made payment on their first invoice. 
• CRM Hygiene: Ensure 100% accuracy of data in CRM, with all leads, opportunities, and updates logged in real time. 
• Leadership Contribution: Actively share best practices, support onboarding of new sales hires, and contribute to fostering a high-performance culture.

‍

• A sales expert, skilled at understanding customer needs and aligning them with the right solutions.
• Experience in navigating complex sales cycles with multiple stakeholders.
• Lead by example with a high personal performance standard with a willingness to mentor and uplift others on the team.
• Adept at building trust and credibility with customers at all levels.
• Strong ability to collaborate within a team and across departments, being a team player and mentoring team members as needed.
• A strategic thinker, capable of contributing to sales strategies and adapting to changing market dynamics.
• Excellent communicator with strong written and verbal communication skills, with the ability to deliver compelling presentations.
• Comfortable using CRM tools and other sales technologies.
• The ability to understand our Product fully and the capabilities offered to address solutions.
• Impact-oriented and deeply motivated by Turn.io’s mission to drive meaningful social change through technology.

Benefits

• Work 100% remotely from anywhere in the world
• Flexible working hours
• “Calm Fridays”: most Fridays we only work for half a day and leave the rest of the day to our personal lives
• 4 weeks of PTO (personal time off) + all the public holidays in your country of residence
• Stock options
• Yearly company-wide retreats in beautiful places around the world