[Hiring] Account Executive @Facilities Management Express

Role Description

We're seeking a Mid-Market Account Executive to join our Higher Education sales team and drive growth across our West Coast territory. This is a remote role covering the Pacific Northwest and broader West Coast territory. In this role, you will work alongside a team of Sales Development Representatives while also actively driving your own pipeline, leading prospective FMX customers through the sales funnel from problem identification all the way to becoming an FMX customer.

The ideal candidate has a solid understanding of the Higher Education buyer’s journey, can identify prospect challenges, and clearly communicate how FMX can help. Experience in a closing role is key. We’re looking for someone with strong listening skills, the ability to manage complex sales cycles with multiple stakeholders, excellent attention to detail and time management, as well as experience utilizing consultative selling methodologies such as MEDDPICC, Sandler, Challenger Selling, SPIN Selling, Solution Seller, or similar.

Responsibilities:

• Own and manage a territory in our Higher Education segment (Colleges, Universities, and Community Colleges)
• Consistently meet and exceed quarterly and annual new business targets
• Build relationships with potential clients; analyze their current challenges and quickly decipher if and how FMX can help solve these challenges
• Progress potential clients through the buyer’s journey and FMX sales funnel, i.e., prepare and host platform demonstrations, negotiate contracts, educate key decision-makers on the product, set proper expectations for implementation, etc.
• Utilize Salesforce, Gong, and other platforms within the FMX tech stack to properly manage and facilitate opportunities
• Utilize all the resources at your disposal to effectively and efficiently secure deals
• Achieve and exceed quarterly/annual metrics (meetings held, ARR closed, etc.)
• Collaborate with your SDR team regarding prospect notes, meeting times, and key topics to review for all meetings set
• Contribute to strategic weekly sales and training meetings
• Actively pursue self-improvement and assist the team in meeting company goals
• Manage pipeline and opportunities to ensure all data is accurate and up to date

Qualifications

• Ideally reside in Washington, Oregon, Colorado, or Arizona (with proximity/reasonable driving distance to a major airport)
• Ability and willingness to travel as required to effectively manage a multi-state territory
• 2+ years of experience in a closing or selling role (Experience selling Higher Education is strongly preferred; general public sector experience in K-12 Education or State/Local Government is highly preferred)
• Experience working in a remote sales environment
• Demonstrated ability to work with complex sales cycles
• Exceptional attention to detail, task management, and organizational skills
• Experience using Salesforce (or a similar CRM) and/or Sales Engagement Platforms
• Excellent written and oral communication skills
• Capability to learn rapidly and be highly coachable
• Self-motivation and ability to thrive in a fast-paced, competitive environment
• A match with our company values: Excellence, Teamwork and Integrity

Requirements

• Apply! Submit your resume and answers to the application questions below via the Workable portal.
• Virtual Interview with People Ops: A 30-minute conversation to review your background and experiences, discuss the culture at FMX, and ensure that you understand the general expectations for the role. Also, a great time for you to ask questions about compensation, benefits, etc.
• Hiring manager conversation: A 60-minute conversation with our Sales Directors. Be prepared to discuss your background as well as what you’re looking for in your next role and what direction you see your career path taking. Also, this is a great time for you to ask questions about the expectations for this role, team culture, etc.
• Final Panel Interview: A 90-minute panel interview with key teammates that you’ll be working with on a daily basis. During this time, you will also be asked to give a 15-20 minute presentation. More details will be provided at this stage of the interview process.
• Offer & Onboarding: Candidates who receive an offer will be required to complete a background check prior to onboarding. New hires are also expected to work onsite at our Columbus, OH office during their first week to complete onboarding and connect with the team in person.

Benefits

• You’ll make a big impact: You’ll have significant influence over the direction of our product and the future of our company.
• Competitive benefits: 100% company-paid health, dental, vision, long and short term disability, and life insurance.
• Work from home: At FMX, we are remote first, but you’re welcome to use our office as you need. We host one all-company event a year to ensure that you can put a face to a name and establish high-trust relationships with your teammates and coworkers. When you’re in the office, you can take advantage of our free snacks, beverages, and office kegerator.
• Home office stipend: We’ll give you everything necessary to do your job (company sponsored laptop, headset, etc.). We will also provide up to $500 to help with equipment, furniture and accessories. You will also get $60/month toward your home internet connection.
• Generous PTO and UTO (unplanned time off) policies: If you’re sick, why should that cut into your vacation time?
• Flexible Schedule: We offer a flexible schedule to help you manage personal appointments, such as doctor or dentist visits, as long as you're meeting performance expectations and project timelines.
• You’ll enjoy a collaborative culture and a close-knit team: We're a team of hard-working, high-fiving, friendly folks. We take collaboration, transparency, continuous improvement, and work/life balance seriously.

Compensation

• The base salary range for this position is expected to be $70,000-90,000.
• There is also an uncapped commission plan. On target earnings for this position is $155,000-175,000.
• 401(k) and medical / dental / vision / short and long term disability / life insurance.