Account Executive - Small Business

Key Responsibilities:

Guide prospects through our sales cycle while documenting all customer interactions (calls, emails, demos) in Salesforce

Use a consultative selling approach (SPICED): Uncover pain points and help prospects realize Aircall’s value through conversational discovery calls & tailored demos

Work collaboratively with other teams (Sales Development, Onboarding, Customer Success, Solutions Engineering, Support) to drive opportunities across the finish line

Accurately forecast new revenue each week, month, and quarter by keeping pipeline up to date within Salesforce

Qualifications:

6+ months of closing experience in the Small Business/Mid-Market sector

Consistent attainment (and overachievement) of quota and revenue goals in a high-volume, transactional sale

Experience in a fast-paced environment with many competing priorities: An ability to stay organized and efficiently manage your time

Familiarity with SPICED Sales Methodology & ability to challenge prospects & status quo

Ability to articulate technical components of a product in a simple and effective manner (Selling Aircall requires a deep product knowledge. Learning these functions and clearly expressing their value is what this role is all about)

An eagerness to become a product expert, understanding how customers are using Aircall and Aircall’s dozens of powerful software integrations

You’re a driven, goal-oriented team player with a “must-win” attitude: we win and lose as a team

The willingness to learn and be coached! Our product, sales processes, team, and company will continue to evolve and there is always more to learn

You learn from failure: We’re risk-takers. Trying, succeeding, failing — and trying again — are essential to who we are as a team and company

You’re resourceful and scrappy: you will figure out what you need quickly to get the job done and get the deal across the finish line. You don’t wait for answers to come to you, you go out and find answers

A desire to grow within the AE role for 2-3 years minimum. This is a long-term role with plenty of room for individual development (and significant earning potential!)

Spanish speaking is a plus