Account Executive

TL;DR At Trainual, we're not just building an onboarding and training product; we're shaping how businesses empower their teams. You’ve probably noticed by now, we aren’t your ordinary SaaS startup - we are intentional with how we operate, and our consultative sales team is no exception. While our established inbound motion is proven to drive revenue, success in this role also requires a disciplined outbound mindset including targeted account research, thoughtful prospecting, and some self-scheduling of demos to build and expand pipeline. Account Executives own end-to-end pipeline management, apply deep planning and prioritization, and consistently forecast and execute against monthly and quarterly MRR goals. We are looking for our next Account Executive who can blend consultative selling with proactive pipeline creation to accelerate and scale this success. So, who are you? You’re passionate and results-oriented. You thrive in fast-paced, entrepreneurial environments and love rolling up your sleeves to be the person to tackle problems head-on with value-matching presentations. You enjoy a lil’ friendly competition, but wouldn’t compromise the quality of a deal for a quick buck. Most importantly - you love customers, have a knack for building relationships, and a big appetite for success in your sales career. You’re on a mission to help businesses thrive through thoughtful, consultative solution selling and the value Trainual’s software can provide. ** We have an amazing office in Tempe right off Mill Ave. Sales team members are expected to be in office at least one day per week, and you’re welcome to come in more often if you’d like! Our current required in-office day is Tuesday (subject to change). What you will own: Revenue Generation/Acceleration Bingo! If you haven’t guessed it yet, the primary objective of an Account Executive is to drive revenue growth by effectively leveraging our established inbound motion and proactively creating new opportunities through targeted outbound efforts. This role requires a willingness to pivot, test, and iterate on outreach strategies to support company goals. Account Executives are expected to qualify both inbound and outbound leads, engage key decision-makers through thoughtful prospecting, self-source and schedule demos, and clearly articulate the value proposition of Trainual to drive consistent MRR growth. Meeting Sales Targets Growing new business means meeting or exceeding sales targets and revenue goals. This entails effectively managing the sales pipeline, prioritizing prospects, and advancing deals through the various stages of the sales process. With strong negotiation and closing skills, you should consistently convert ICP leads into paying customers and achieve or surpass the set sales quotas. Teamwork and Collaboration We are a collaborative bunch! You’ll be collaborating effectively with your teammates primarily within revenue-driving and retention-supporting positions. Whether it’s Customer Success, Marketing, or Product, you’ll be aligning with overall company objectives and working as a team. What you already know: Consultative & solution selling - Feature sellers need-not apply. You have the ability to adopt a consultative approach, listen to prospects to understand their requirements, and then, align the solution's benefits with their specific needs. You are empathetic and capable of building relationships based on trust and establishing yourself as a trusted advisor to guide customers through the buying process by means of group and individual product demonstrations. Communication skills - Written and verbal communication proficiency is a non-negotiable trade as a Trainual seller. We have a unique, personable brand and we need our sellers to embody that. You are a succinct and creative communicator who effectively gets to the punch line using less “fluff” and formalities. How to negotiate - This is the most fun part of the sales game! You know when to speak, what pain points to circle back to, and how to get customers to say HECK YES by the end of your interactions. You understand the importance of win-win outcomes and aim for mutually beneficial agreements. Last, but certainly not least, you have a proven ability to identify and address objections or concerns raised by prospects and skillfully overcome them through effective communication and problem-solving. CRM management & technical tool knowledge - You’re data-driven and organized when using a CRM (e.g. HubSpot, Salesforce). You know how to effectively manage a deal through appropriate stages and take pride in your pristine pipeline to support forecasting analytics. You dive in quickly to familiarize yourself with systems and love adding more tools to your tool belt. How success is measured: We’re speedy and use our own product to provide you everything you need for ramping quickly. You’re up to full productivity within 2-3 weeks of your start date and already beginning to take 1:1 calls with prospects. After 3 months, you’ll be selling toward a fully ramped MRR quota, but you’re not even sweating it because you’re already killin’ it by month 2. *PSA: This is a volume-based position, so expect to sell about 5 deals/week. You’re already feeling into a complete sales rhythm by month 6 - you can navigate answers to questions through the right resources and communication channels, and you’re on path to start hitting consistency bonuses because you take feedback and implement it like a boss. About the Team: You’ll be reporting directly to our Sales Manager, Ryan Burhans, and working closely with your fellow established Account Executives. Compensation: This role offers a base salary of $72,000 - $81,000, with total on-target earnings (OTE) of $120,000–$135,000. Role level and final compensation will be determined based on experience and hiring project relevant to this role and industry. It also includes stock options, benefits, and all of our brag-worthy culture perks. Hybrid: We have an amazing office in Tempe right off Mill Ave. If you are local, join us! Sales team members are expected to be in office at least one day per week, and you’re welcome to come in more often if you’d like! Our current required in-office day is Tuesday (subject to change). For remote candidates, we ask you to join us in the office every other month. This is a remote role but you should anticipate 15% travel to Tempe + industry events!