Account Executive, Emerging Enterprise

📋 Description

• • Scribe is seeking a highly motivated and results-oriented Account Executive to join our dynamic sales team, focusing on the Emerging Enterprise segment. This pivotal role is designed for individuals passionate about driving growth within high-potential, mid-market to lower enterprise organizations. As an Emerging Enterprise Account Executive, you will be instrumental in securing initial contracts with net-new customers, guiding them on their journey to scale knowledge and optimize processes across their businesses. You will own the entire sales cycle from prospecting to closing, capitalizing on a consistent flow of high-quality inbound leads and employing strategic outbound efforts to identify and engage prospective clients.
• • This position offers a unique opportunity to work with Scribe's versatile Workflow AI platform, which empowers teams across diverse industries to transform manual, inefficient processes into clear, scalable, step-by-step guides. You will partner with clients to understand their specific challenges, whether it's facilitating a bank's learning and development team during a critical software rollout or assisting a hyperscaler's Finance department in preparing for crucial audits. Your success will be measured by your ability to help new customers recognize and realize the transformative potential of Scribe's solution.
• • Reporting directly to Marcus Rider, Sales Manager, you will collaborate closely with cross-functional teams including Sales, Marketing, and Customer Success to ensure a seamless customer experience and drive revenue growth. Your primary responsibility will be to manage the full-cycle sales process for net-new customer acquisition, ensuring a robust pipeline and consistent deal closure.
• • You will be responsible for managing a steady stream of high-quality inbound leads while simultaneously executing targeted outbound campaigns into prioritized market segments. This dual approach ensures a comprehensive market penetration strategy. The role involves managing multiple deals concurrently, with a typical Annual Contract Value (ACV) ranging from $30,000 to $50,000, and sales cycles typically concluding within 2 to 3 months.
• • A consultative and structured sales methodology is essential for success. You will be expected to employ frameworks such as MEDDPICC or SPICED to effectively navigate and guide complex, multi-stakeholder deals to a successful close. This approach ensures thorough qualification, risk mitigation, and alignment with customer needs.
• • Proficiency in utilizing essential sales tools is crucial. You will leverage platforms like Salesforce for pipeline management and CRM, Gong for call analysis and coaching, and Sigma for data insights and reporting. Effective use of these tools will enhance your ability to manage your pipeline, improve forecasting accuracy, and share valuable insights with the broader team.
• • Continuous improvement is a core tenet of this role. You will be encouraged to share your learnings, best practices, and insights with the sales team to collectively enhance Scribe's strategies for acquiring and expanding within the Emerging Enterprise customer segment. Your contributions will directly impact the team's overall effectiveness and success.
• • The ideal candidate is a self-starter with a proven track record in full-cycle SaaS sales, adept at landing new customers even in unfamiliar markets. You should be comfortable managing fast-paced pipelines, balancing inbound and outbound efforts, and closing multi-stakeholder deals using structured methodologies. A proactive, curious mindset, a strong ability to ask insightful questions, and a rapid learning aptitude are key. You should be energized by a high-growth, dynamic startup environment, viewing ambiguity as an opportunity for leadership and innovation. A collaborative spirit, a focus on achieving outcomes, and a desire to build and grow with a high-performing team are essential. This role is not suited for individuals who prefer to focus solely on existing customers or known contacts, are uncomfortable with fast-moving pipelines, or seek highly defined, rigid processes. If you thrive in a high-velocity startup culture and are eager to make a significant impact, this is the role for you.
• • Scribe is a rapidly growing company, recognized as a LinkedIn Top Startup and valued at over $1 billion. Our Workflow AI platform is utilized by over 94% of the Fortune 500, demonstrating its widespread adoption and impact. Since our founding in 2019, we have scaled to over 5 million users across 600,000 businesses. Join us in our mission to revolutionize how work gets done.