Strategic Account Executive, Enterprise

| Chicago | Remote
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Sprout Social is used by many of the worlds largest organizations globally, from Sony Entertainment to Edelman to many others in the Fortune 500. These businesses rely on Sprout to create stronger relationships with their customers through social media.

As a Strategic Account Executive, you will be responsible for developing an account growth strategy within a select subset of named customer accounts, while working to develop net new pipeline that translates to revenue in assigned prospect accounts. This collective account book will be made up of many of the world’s largest, and most notable brands. You’ll be supported in your mission by our stellar support team that includes Business Development Representatives (BDRs), Solution Engineers (SE’s) Professional Services, Sales Leadership, and more. 

We're looking for a collaborative, driven, and highly resourceful individual with a keen understanding of prospective client organization’s enterprise-class social media management needs. If you’re the best at what you do and have a strong command of the impact social media can have across multiple lines of business, we’d love to talk with you.

Qualifications

These are the minimum qualifications that our hiring team is looking for in this role:

  • 8+ years of software sales experience in a closing role. 
  • Proven success selling complex enterprise solutions to the Fortune 500. 
  • Consistent overperformance in previous roles (top 5% of company)
  • Experience establishing deep relationships, presenting and selling to C-suite level decision makers across multiple functions.

Additionally, these are the preferred qualifications that would indicate a particularly strong candidate:

  • Experience working in a ‘team selling’ environment and managing a team of supporting account resources 
  • A deep understanding of what it takes to successfully manage an enterprise purchasing process (procurement, legal, security) within a global organization
  • Accurately forecasts and manages pipeline on a monthly and quarterly basis 
  • Fiercely passionate about the impact social media can have on a large enterprise

Within 1 month, you will…

  • Complete Sprout Social’s 3-week new hire training & onboarding program alongside other new Sprout team members. You’ll gain a broader understanding of our products and how your role fits into the organization
  • Partner with the Director of Enterprise to define key success metrics for your role and how you will measure against them
  • Meet with current members of the Enterprise Sales team individually to understand what’s working, what’s not, and gather learnings to implement into your role
  • Shadow Account Executives on calls to learn sales strategies and positioning
  • Dive right into our platform to learn about what makes our platform unique and why customers love our solutions
  • Learn Sprout’s go-to-market messaging, key differentiators, develop and personalize segment-specific value propositions
  • Learn the relevant customer stories and case studies to justify your value propositions with real ROI examples from the field
  • Complete a demo and written certification to ensure comprehension
  • Learn Sprout’s existing customer sales process by shadowing your peers

Within 3 months, you will…

  • Meet with your entire book of business and begin the process of building relationships with key strategic stakeholders
  • Understand the contractual language of all your customers and where we can expand our offerings by expansion into new business units or increasing utilization of our platform with existing customers
  • Own your numbers - consistently meet and exceed your activity  goals to build a fruitful pipeline that will provide consistent quota attainment
  • Co-build account & territory plans with your BDR, Professional Services & Customer Success teammates
  • Regularly meet with your BDR to define a relationship that ensures seamless communication and coordination on all net new business generation and expansion opportunities
  • Conduct active research leveraging all available tools and data sources to understand your customers’ brand, culture, KPIs, partners, and success metrics so you can add value throughout your interactions and become a trusted advisor
  • Gain a solid understanding of your customer’s internal transitions and mitigate the risk of churn

Within 6 months, you will…

  • Have built solid relationships at the C-Level with your “book of business"
  • Represent Sprout at conferences and engage potential leads in person at trade shows and events to continue to build our customer base
  • Become a Sprout Social and social media expert to confidently speak to ever-changing trends, new product features and platform enhancements to help our customers solve high impact problems by realizing their full potential and accomplishing their goals
  • Consistently achieve your revenue, pipeline and activity targets

Within 12 months, you will…

  • Mentor and develop your BDR to become best in class at their respective functions and further advance their skill sets and career trajectory
  • Step up as a leader to share best practices across the organization and help others grow from your experiences
  • Consistently meet and exceed monthly activity, pipeline and new business metrics

Of course what is outlined above is the ideal timeline, but things may shift based on business needs and other projects and tasks could be added at the discretion of your manager. 

About Sprout Social
Sprout Social powers open communication between individuals, brands and communities through elegant, sophisticated software. We are relentless about solving hard problems for our customers and committed to both customer and team success. Our team’s shared belief in Sprout’s mission promotes a culture of openness, empowerment and fun. 

We’re proud to regularly be recognized for our team, product and culture. Our benefits program includes:

  • Insurance and benefit options that are built for both individuals and families
  • Progressive policies to support work/life balance, like our flexible paid time off and parental leave program 
  • High-quality and well-maintained equipment—your computer will never prevent you from doing your best
  • Wellness initiatives to ensure both health and mental well-being of our team
  • Ongoing education and development opportunities via our [email protected] program, employee-led diversity, equity and inclusion initiatives and mentorship programs for aspiring leaders
  • Growing corporate social responsibility program that is driven by the involvement and passion of our team members
  • Beautiful, convenient and state-of-the-art offices in Chicago’s Loop and downtown Seattle, for those who prefer an office setting

Whenever possible, Sprout wants to provide our team with the flexibility to work in the location that makes the most sense for them. For those that prefer an office setting, this role may be based in our Chicago or Seattle locations. If you prefer to work from your home, we can accommodate that for many locations across the United States. We are not set up in all states, however, so please take a look at the drop down box in our application to see whether your state is listed.

Sprout Social is proud to be an Equal Opportunity Employer and an Affirmative Action Employer. We do not discriminate based on identity- race, color, religion, national origin or ancestry, sex (including sexual identity), age, physical or mental disability, pregnancy, veteran or military status, unfavorable discharge from military service, genetic information, sexual orientation, marital status, order of protection status, citizenship status, arrest record or expunged or sealed convictions, or any other legally recognized protected basis under federal, state, or local law. Learn more about our commitment to diversity, equity and inclusion in our 2020 DEI Report.

If you need a reasonable accommodation for any part of the employment process, please contact us by email at [email protected] and let us know the nature of your request and your contact information. We'll do all we can to ensure you're set up for success during our interview process while upholding your privacy, including requests for accommodation. Please note that only inquiries concerning a request for reasonable accommodation will be responded to from this email address.

For more information about our commitment to equal employment opportunity, please click here (1) Equal Opportunity Employment Poster  (2) Sprout Social's Affirmative Action Statement (3) Pay Transparency Statement.

When you apply for employment with Sprout Social, we will process your job applicant data, including your employment and education history, transcript, writing samples, and references as necessary to consider your job application for open positions. For more information about our privacy practices please visit our Privacy Policy. California residents have additional rights and should review the Additional Disclosures for California Residents section in our Privacy Policy.

Additionally, Sprout Social participates in the E-Verify program in certain locations, as required by law. 

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Technology we use

  • Engineering
  • Sales & Marketing
    • JavaLanguages
    • JavascriptLanguages
    • PythonLanguages
    • SqlLanguages
    • SwiftLanguages
    • D3JSLibraries
    • ReactLibraries
    • ReduxLibraries
    • DjangoFrameworks
    • HadoopFrameworks
    • CassandraDatabases
    • HBaseDatabases
    • MySQLDatabases
    • RedisDatabases
    • SalesforceCRM

Location

131 S Dearborn, 7th Floor, Chicago, IL 60603

An Insider's view of Sprout Social

What’s the vibe like in the office?

We are invited to bring our authentic selves to work. The result is a culture without pretense.

Aja Saunders

Receptionist Systems Specialist

What's the biggest problem your team is solving?

The Growth Activation squad is focused on the challenge of retaining trial users and converting them into subscribers. We find solutions by A/B testing our features, using data science for quantitative analysis, using user interviews for qualitative analysis and working with other teams at Sprout on Growth strategies.

Andrew Kos

Senior Software Engineer

How has your career grown since starting at the company?

When I first joined Sprout, I could count the entire Sales team on one hand. Since then, my career has taken a variety of paths, from training and enablement to assisting our Sales team from a strategic perspective as a Solutions Engineer. Thanks to a workplace environment that fosters growth, I’ve been able to advance my career at Sprout.

Jordan Balkin

Solutions Engineer, Sales & Success

How do you empower your team to be more creative?

Instead of turning down ideas that seem unattainable, we encourage our teams to think through how we can solve challenges in unique ways. By testing and experimenting, we create an environment that fosters innovation and promotes creative thinking.

Jamie Gilpin

CMO

What's something quirky about your company?

At the conclusion of our company wide Kickoff party, tubs of McDonalds cheeseburgers mysteriously appear and rain down on us like a blizzard in the Chicago winter. But a good blizzard.

Molly Jones

Senior Employee Experience Manager

What are Sprout Social Perks + Benefits

Sprout Social Benefits Overview

We’re proud to regularly be recognized for our team, product and culture. Our benefits program includes:

- Insurance and benefit options that are built for both individuals and families
- Progressive policies to support work/life balance, like our flexible paid time off and parental leave program
- High-quality and well-maintained equipment—your computer will never prevent you from doing your best
- Wellness initiatives to ensure both health and mental well-being of our team
- Ongoing education and development opportunities via our [email protected] program, employee-led diversity, equity and inclusion initiatives and mentorship programs for aspiring leaders
- Growing corporate social responsibility program that is driven by the involvement and passion of our team members
- Beautiful, convenient and state-of-the-art offices in Chicago’s Loop and downtown Seattle, for those who prefer an office setting

Culture
Volunteer in local community
Partners with Nonprofits
Friends outside of work
Eat lunch together
Intracompany committees
Daily sync
Open door policy
Team owned deliverables
Team based strategic planning
Group brainstorming sessions
Pair programming
Open office floor plan
Diversity
Documented equal pay policy
Dedicated Diversity/Inclusion Staff
Unconscious bias training
Diversity manifesto
Someone's primary function is managing the company’s diversity and inclusion initiatives
Diversity Employee Resource Groups
Hiring Practices that Promote Diversity
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Disability Insurance
Dental Benefits
Vision Benefits
Health Insurance Benefits
Life Insurance
Pet Insurance
Wellness Programs
Onsite Gym
Mental Health Benefits
Retirement & Stock Options Benefits
401(K)
401(K) Matching
Company Equity
Child Care & Parental Leave Benefits
Generous Parental Leave
Remote Work Program
Family Medical Leave
Vacation & Time Off Benefits
Unlimited Vacation Policy
Generous PTO
Paid Volunteer Time
Paid Holidays
Paid Sick Days
Perks & Discounts
Beer on Tap
Casual Dress
Commuter Benefits
Company Outings
Free Daily Meals
Game Room
Stocked Kitchen
Happy Hours
Fitness Subsidies
Professional Development Benefits
Job Training & Conferences
Diversity Program
Lunch and learns
Promote from within
Mentorship program
Online course subscriptions available
Customized development tracks
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