Account Executive (New Logo)
Raft, Australia
Job Description
Raft is the intelligent logistics platform that’s rewriting the technology playbook for freight forwarders and customs brokers in the automation era. A dynamic UK-based technology company with a global impact across logistics, we’re searching for a Strategy and Operations Consultant who is excited by the prospect of working in a rapidly growing international scale-up. We have significant runway thanks to our most recent Series B funding, which we raised from some of the best investors in the space: Eight Roads (Alibaba, Spendesk, Toast), Bessemer Venture Partners (LinkedIn, Twilio, Shopify), Episode 1 (Zoopla, Betfair, Shazam) and Dynamo Ventures (Sennder, Stord, Gatik).
We are seeking a highly motivated and experienced Account Executive to join our dynamic Asia Pacific sales team. As an Account Executive at Raft, your main responsibility will be to drive revenue growth by acquiring new clients, with a secondary focus on growing existing accounts. You will serve as the primary point of contact for new clients, understanding their business needs, and presenting solutions that meet their objectives. Your ability to build strong relationships, effectively communicate the value of our SaaS products, and close deals will be instrumental in the success of our organization.
Day to day Responsibilities:
- New Client Acquisition:
- Identify and prospect potential clients in the target market through various channels, including cold calling, networking, referrals, and industry events.
- Conduct in-depth needs assessments to understand clients' pain points, goals, and challenges.
- Present and demonstrate the value of our SaaS products, highlighting how they can address clients' specific needs and deliver measurable results.
- Prepare and deliver persuasive sales presentations, proposals, and contracts, demonstrating the value and benefits of our SaaS offerings.
- Lead negotiations, handle objections, and close deals to achieve or exceed sales targets.
- In collaboration with sales leadership, negotiate pricing, terms, and contractual agreements with clients, ensuring a win-win outcome for both parties.
- Stay updated on product knowledge and industry trends to effectively position our solutions and address client inquiries.
- Account Management:
- Cultivate and expand relationships with existing clients, ensuring their satisfaction, retention, and upsell opportunities.
- Conduct regular business reviews to understand clients' evolving needs and align our solutions to their objectives.
- Serve as a trusted advisor, providing expert guidance and support to clients throughout their journey with our SaaS products.
- Sales Strategy and Planning:
- Develop and execute a sales plan to meet and exceed revenue targets.
- Identify key market segments, verticals, and customer profiles to prioritize sales efforts.
- Stay up-to-date with industry trends, competitor activities, and market dynamics to identify opportunities and adapt the sales strategy accordingly.
- Provide feedback and insights to the sales management team to drive continuous improvement and inform product roadmap decisions.
- Sales Pipeline Management:
- Utilize CRM software to track and manage sales opportunities, pipeline, and customer interactions.
- Maintain accurate and up-to-date records of all sales activities, including prospecting, meetings, proposals, and contracts.
- Provide timely and accurate sales forecasts and contribute to the development of sales strategies and tactics.
- Collaboration
- Collaborate with cross-functional teams, including customer success, support, product development, and marketing, to ensure clients' success, promote product enhancements, and to ensure seamless delivery of products and services to clients.
Qualifications:
- Bachelor's degree in business administration, marketing, or related field. A Master's degree is preferred.
- Demonstrable sales experience in a B2B sales environment, preferably in a SaaS company serving the logistics industry.
- Proven track record of achieving sales targets and revenue growth.
- Strong consultative selling skills and the ability to articulate complex concepts in a clear and compelling manner.
- Excellent communication and interpersonal skills to build and maintain long-term relationships with customers, partners, and stakeholders.
- Excellent negotiation skills.
- Ability to analyze data, make informed decisions, and solve problems.
- Results-driven mindset with a passion for exceeding targets and driving revenue growth.
- Familiarity with CRM software and sales tools.
- Knowledge of market trends, customer needs, the competitive landscape andSaaS business models.