Enterprise Account Executive
Oliver Sherrington on November 22, 2024
INTRO
Are you an experienced sales professional, with the personality to build relationships and make the B2B buying process fun and engaging?
Can you understand the complex needs of enterprise businesses, and use that understanding to deliver solution-based workshops and demo’s of a complex product, that educate prospects how we can help?
Do you have exceptional drive, and an exceptional work ethic?
If you answered yes to all these questions – keep reading.
BACKGROUND
ShareDo is a pioneering work management platform that empowers enterprise businesses to develop tailored solutions for managing their work processes.
We are initially targeting mid to large law firms who use ShareDo as their Case Management System to streamline processes, maximise margin, and provide improved client experiences.
With 12 years of product development behind us, and over £20 million invested in its development, ShareDo reached functional completeness in 2021. Since that time, we have secured high value contracts with some of the largest law firms in the world (c. 40% of the Magic and Silver circle firms, and 15% of the UK Top 100).
The company operates under a bootstrapped model, fostering a culture of sustainable growth without VC mandated aggressive targets. We have grown by > 50% YoY for the last 4 years, and we are aiming to continue this expansion rate over the next 5 years+.
With enterprise capabilities that could serve any industry, the opportunities are endless, and we are now looking to build our go-to-market function to spread word of our groundbreaking product and capture more market share – not just in the legal market, but in other industries too.
COMPANY CULTURE
At ShareDo, we uphold a forward-thinking approach to employee empowerment and work-life balance.
We have offered remote work and flexible hours since 2012 and believe in providing our employees with the autonomy and trust to manage their responsibilities effectively, without micromanagement.
As such, we exclusively recruit experienced professionals who demonstrate the ability to self-motivate and excel in their respective roles. Our philosophy is simple: hire experts and empower them to do what they do best.
More than that though, we’re a friendly bunch, and are striving to keep the ‘small business’ feel as much as possible while we scale up the business.
JOB SUMMARY
We are seeking an experienced sales professional to join the growing Go-To-Market team at this exciting stage of our company’s growth.
You will be responsible for managing and growing relationships with high-value clients. Your purpose will be to understand each client’s unique needs, and consistently deliver an exceptional customer buying experience. Your goal will be to deliver revenue and maintain long-term partnerships with key accounts.
Success in this role will come down to hitting revenue growth targets and maintaining our already impressive win rates. This will involve presenting engaging and solution-focused product demonstrations (not ‘feature dumping’!), managing the nuances of a long sales cycle with large buying committees, arranging the required support from pre-sales tech teams for in-depth due diligence, and negotiating/closing.
We are also looking to scale our operations to be able to handle an increasingly busy pipeline. This will involve a strategic shift towards video-based selling, with a focus on working with the marketing team to produce re-usable video sales assets.
If you are driven, entrepreneurial, and passionate about sales, this role offers an exciting opportunity to grow and make a significant impact.
Responsibilities:
- Build and maintain strong relationships with key stakeholders and decision-makers.
- Serve as the primary point of contact throughout the sales process, fostering long-term partnerships with clients.
- Prepare and deliver tailored sales presentations and product demonstrations that address specific client needs and use cases to convey the unique value proposition of the ShareDo’s platform.
- Collaborate with the Solutions team to create tailored proposals that align with client requirements.
- Guide clients through customised solution recommendations, ensuring proposals align with their business objectives.
- Lead contract negotiations to secure mutually beneficial agreements that meet both client needs and ShareDo’s commercial goals.
- Drive deals to close by aligning with internal stakeholders to maintain compliance with company policies.
- Maintain accurate records of sales activities, client interactions, and deal progress in Hubspot.
- Develop and submit regular sales forecasts and pipeline updates for management review.
- Stay up-to-date with trends in the legal industry, particularly in case management and legal technology, to effectively position ShareDo’s value in the market.
- Use competitor and market insights to strategically influence sales positioning and client conversations.
- Work closely with marketing, product, and customer success teams to ensure a seamless buyer experience from initial engagement through to solution implementation, including the production of reusable video sales content.
- Act as a voice for client needs, providing feedback to internal teams to influence product development and client satisfaction initiatives.
- Participate in relevant professional networks and training to remain a trusted advisor for enterprise clients.
- Travel as needed (up to 25%) for client meetings, in-person presentations, and relationship-building activities at large law firms across Europe
WHO ARE YOU?
- Demonstrated experience in developing client relationships, prospecting and negotiating complex and custom deals through to close.
- Skilled in managing complex, full sales cycles in an enterprise setting and navigating multiple stakeholders from large buying committees.
- 5+ years’ experience in B2B sales, with proven success in a Mid-Market or Enterprise Sales role, and with a strong track record of meeting or exceeding sales targets.
- Experience in closing new logo sales, preferably within the technology sector (but not essential), including high value (£500k+ ARR) contracts.
- Proficient with sales tools (we use Hubspot), and a master at pipeline and activity management.
- Exceptional communication, negotiation, and presentation abilities, able to convey complex ideas effectively across diverse channels.
- Proven team player who works well with cross-functional teams to ensure client satisfaction and drive mutual success.
- Skilled in developing lasting client relationships, prospecting, and negotiating custom, high-value deals.
- Highly driven, with a strong work ethic and a history of meeting and exceeding sales goals.
- Capable of working independently in fast-paced, dynamic environments, and adept at prioritizing tasks effectively.
- Advanced ability to persuade, influence, and strategically plan sales activities to maximize results.
- Above all, we are hiring for experience, personality, and charisma – we you need to be able to develop strong relationships with our prospects by making the buyer journey fun and engaging.
- It’s ok if your experience doesn’t check every box. If you check off more than a few – great! We’d welcome a chance to get to know what you can bring, how you can add to our culture, and hear your unique story.
THE BENEFITS
- 25 days holiday + bank holidays
- Private Healthcare (BUPA)
- Pension scheme (Aegon)
- Life Insurance & Critical Illness cover
- Your choice of IT equipment to work from home effectively
- Professional development and growth options
THE HIRING PROCESS
- You get sent this job ad, you read it and can’t wait to apply.
- We invite you to a Teams call with one of our team who will run through the basics with you.
- We invite you back for a more detailed interview and introduce you to the founders.
- We set you a brief task (don’t worry – we are sensitive to the fact you will have to do it in your down time, so it wont be massive).
- You present your work, and we love it.
- We make you an offer. You accept.
- You tell everyone how great your new job is.
- Your friends come and join you and you earn a sweet referral bonus.
THE MAIN INTERVIEW
Interviews are always quite intense and stressful experiences (we’re probably as nervous as you!), but we don’t want you to worry or stress about it. Come along and just expect to talk about what you’ve done and the things you already know about.
You’ll be asked questions that go deeper and deeper into your experience, so that we can determine the breadth and depth of what you know, and what unique skills you might bring to the team.
During the course of that interview, remember that you’re also interviewing us – so feel free to come armed with deeply probing questions of your own to work out if we’re a good fit for you as well!
ADVICE
Don’t dress up – just come along, relax, have a chat and be yourself. We like to think we’re a friendly bunch.
WORK STYLE
You would be based at our offices in lovely Alderley Edge in Cheshire, but we offer a flexible working policy. Flex the times you start/finish as needed, work from the office or at home – whatever suits you. The only caveat is that we would love to meet up face-to-face every now and then – if only just to say “hi” in-person and break bread together.
What are you waiting for? Apply already.
If you’ve gotten this far and are still thinking “this is me!” then please drop us a line – Sharedo is the kind of place that amazing people like you deserve to work!