Overview
Our mission at Capacity is to help teams do their best work through our AI-powered support automation platform. Capacity provides everything you need to automate support and business processes in one powerful omni-channel platform. We believe that each individual voice, perspective and background brings inherent value to enhance our product, serve our customers and generate more ideas to solve complex problems. Capacity has raised over $100 million from over 150 investors, giving us the opportunity to make ambitious investments in our team and big bets on our future. Our total addressable market is enormous. Any company that wants to grow revenue, reduce costs, and improve customer and employee satisfaction is an opportunity for Capacity to shine.
Why this job is exciting
The Role
Reporting directly to the SVP of Sales EMEA, the Enterprise Account Executive will be expected to rapidly generate and close new sales. This role demands a seasoned professional with a flair for solution selling and stellar presentation skills, adept at navigating complex deal cycles.
Responsibilities
* Meet and exceed sales bookings targets as measured by Annual Recurring Revenue (ARR).
* Prospecting & lead generation: Identify and target potential customers through research, networking, and cold calling. Build new relationships with our enterprise customers and prospects to drive revenue, pipeline, and deployment capacity.
* Manage relationships: Build and maintain strong relationships with key decision-makers and stakeholders with our largest customers. Serve as their primary point of contact and exceed their expectations.
* Negotiating & closing complex deal cycles: Lead negotiations with existing and prospective customers, addressing objections and closing deals. Navigate contracts and agreements quickly and effectively, working closely with legal and finance stakeholders.
* Sales strategy & planning: Develop and execute sales strategies to meet or exceed sales targets. Craft tailored sales presentations and proposals that meet our enterprise customers needs. Collaborate with our marketing team to implement effective sales campaigns and presentations.
* Solution Advocacy: Showcase Capacity's software solutions to key stakeholders, including end-users and channel partners, demonstrating our value proposition at both the tactical and strategic levels.
* Collaborate cross-functionally: Work closely with our broader GTM team, as well as our product, technical and operations orgs to deliver our industry-leading product.
* Trade Show Participation: Lead and coordinate participation in key industry trade shows, promoting Capacity's brand and solutions on national and regional platforms.
Requirements
* Demonstrated ability to build and maintain strong client relationships, including executive-level stakeholder management
* Proven experience leading complex negotiations (pricing, packaging, multi-year agreements, procurement cycles, legal redlines, and security/compliance requirements), with a track record of closing outcomes that protect retention and customer value
* Excellent communication and presentations skills with top-notch customer service approach
* Ability to remain calm in a fast-paced work environment and to demonstrate thoughtful leadership in assessing problems/opportunities and recommending an approach to solving problems and pursuing opportunities
* Ability to work successfully in a team environment
* Ability to use common sales platforms including Salesforce CRM and Outreach
* A proactive mindset and strong desire to succeed in whatever you do
* A personality big on empathy and low on ego
* Bachelor’s Degree or equivalent work experience
* Proven track record of consistently exceeding objectives
* Passion for working in a startup environment, not a 9-5 job
* Bonus: Experience working with Financial Services customers (e.g., mortgage lenders, credit unions, and banks), with familiarity in underwriting guidelines and borrower/loan servicing support
Who You Are
* A proven performer who has a history of hitting goals
* You are a self-driven and motivated individual with a goal setting frame of mind
* You are an exceptional communicator
* You are resilient in the face of challenges, change, and ambiguity
* You are optimistic and believe that you can make a problem into a solution
* You are resourceful, excited to uncover innovative solutions and teach yourself something new when needed
* You take accountability, do the things you say you’ll do, under-promise and over-deliver
* You are nimble and adaptable when priorities change and continue to see the “forest through the trees”
You Are Motivated By
* Hustle: You inspire others to work as hard as you. You will find a way, no matter how hard the task is.
* Ownership: You have an owner/builder mentality. You care about what you deliver and own your mistakes.
* Proactivity: You don’t wait for someone to tell you what to do or what problems to solve. You are always looking for ways to learn and improve.
* Excellence: You set a high bar and surpass expectations. You hit your goals and ask for more.
* Humility: You are not above any task in the organization and are willing to drop what you’re doing to help a teammate.
The Team
What you can expect from us
Capacity team members enjoy the opportunity and benefits of working at an artificial intelligence startup, but with leaders who’ve worked at places like Apple, Ebay, Visa, Answers.com, Oracle, Boeing, and many more world-class companies. The culture at Capacity encourages innovation, independent problem solving, and collaboration as we continue to mature our product in the ever-changing world of AI.
We Provide
* Private Health Insurance
* Profit Interest Unit Appreciation Rights
* 25 Days Paid Leave
* Pension
* Group Income Protection
* Flexible Work Environment
This is an individual contributor role, but with considerable input to help shape go-to-market strategies. There is also potential for speaking engagements at events, webinars, etc., if that is of interest. Have any other ideas of what this role could be? Let us know during your interview and maybe we can map it in.
Still unsure? At Capacity we value more than just hard skills. Our goal is to build a holistic and diverse team. If you aren’t sure if you qualify, just apply! We will carefully consider your application and are always grateful for any time and effort invested in Capacity.
But wait, there’s more! At Capacity we believe in more than just building amazing products and helping our customers. Although we are a remote workforce, we remember the neighborhood where we started. We still strive to elevate our community by furthering access to education and careers in the tech space. Our affiliated nonprofit, Create A Loop, brings rigorous computer science courses to underserved communities with little to no access to formal computer science education. There are many opportunities for our Capacity team members to serve and educate our Create A Loop students throughout the year.
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