Account Executive, Mid Market Sales, Public Sector

Summary

Sprout Social is a social intelligence platform company that helps organizations use social data to drive strategic decisions and build customer relationships. The Account Executive, Mid Market, Public Sector will identify and close sales opportunities, manage the full sales cycle, build qualified pipeline, exceed sales targets, and develop long-term relationships with public sector accounts.

Responsibilities

• Identify and cultivate sales opportunities within the Mid-Market Public Sector segment
• Take full ownership of deal cycles & work with your extended account team to drive results in Sprout’s Public Sector business
• Manage a strong pipeline of qualified leads and begin the process of self-generating pipeline with key accounts and strategic stakeholders
• Own & exceed targets by consistently hitting or exceeding activity goals, such as prospecting and meetings, to build and maintain a strong pipeline that drives consistent quota achievement
• Develop strong, long-term relationships within your accounts by engaging at multiple levels, from executives and VPs to end users, ensuring broad and deep customer engagement across your portfolio
• Participate in Sprout Social's new hire training & onboarding program alongside fellow team members to gain a comprehensive understanding of our products and the role you play within the organization
• Collaborate with your manager to define key success metrics for your position and establish how you will track and measure your performance
• Shadow Account Executives during live sales calls or through Gong recordings to learn effective sales strategies, techniques, and messaging
• Get hands-on with our platform to explore its unique features, understand its business impact, and grasp why customers love our solutions
• Familiarize yourself with relevant customer stories and case studies to support your value propositions with real-world ROI examples
• Complete a product demo and written certification to ensure a thorough understanding of our solutions and sales process
• Learn the existing customer sales process by shadowing your peers and actively participating in sales activities to build proficiency
• Managing a strong pipeline of qualified leads and beginning the process of self-generating pipeline with key accounts and strategic stakeholders
• Understand your customers’ language and needs, identifying opportunities to expand our offerings by either entering new personas or increasing platform adoption with existing teams
• Own and exceed your performance metrics, consistently meeting or surpassing activity goals to build a robust pipeline that drives reliable quota achievement post-ramp
• Conduct thorough research using available tools and data sources to understand your customers' brand, culture, KPIs, partners, and success metrics, enabling you to provide tailored insights and establish yourself as a trusted advisor
• Build a pipeline that exceeds 4X your monthly quota target for new logo acquisition, maintaining a strong focus on generating high-quality opportunities
• Become an expert in Sprout Social and the social media landscape, staying up to date on trends, product updates, and platform enhancements. Use this knowledge to help customers unlock the full potential of our solutions and achieve their business objectives
• Consistently meet or exceed your monthly and quarterly revenue targets, driving strong sales performance and contributing to overall business growth
• Take on a peer leadership role by sharing best practices and insights across the organization, helping colleagues grow and learn from your experiences
• Consistently surpass key metrics for monthly activity, pipeline growth, and new business acquisition, ensuring continuous progress toward team and organizational goals
• Actively seek and incorporate feedback from peers and customers, both solicited and unsolicited, to continuously improve performance, refine strategies, and enhance customer relationships

Skills

• 2+ years of experience in B2B sales, with a proven track record in hunting and closing full-cycle sales opportunities (SaaS experience is a plus)
• Demonstrated ability to exceed sales targets and other performance metrics consistently
• Strong aptitude for managing a large number of transactions in a fast-paced environment
• Experience selling to the Public Sector industry is a plus
• Strong experience in developing and nurturing relationships with key decision-makers across multiple functions, including executives, department heads, and cross-functional teams
• Proven ability to collaborate with internal teams and cross-functional stakeholders to drive deal momentum and exceed expectations for both prospects and customers

Qualifications

Must Haves

• 2+ years of experience in B2B sales, with a proven track record in hunting and closing full-cycle sales opportunities (SaaS experience is a plus)
• Demonstrated ability to exceed sales targets and other performance metrics consistently
• Strong aptitude for managing a large number of transactions in a fast-paced environment

Nice to Haves

• Experience selling to the Public Sector industry is a plus
• Strong experience in developing and nurturing relationships with key decision-makers across multiple functions, including executives, department heads, and cross-functional teams
• Proven ability to collaborate with internal teams and cross-functional stakeholders to drive deal momentum and exceed expectations for both prospects and customers

Benefits

• Premium BCBSIL medical, dental (high/low plans), and vision (Eyemed) insurance for you and your eligible dependents.
• Full, free access to Modern Health for you and your dependents, including coaching, therapy sessions, and digital wellness resources.
• 401(k) plan with a 50% company match on your first 6% of contributions (a 3% total match).
• 100% employer-paid Life and Disability insurance.
• A flexible PTO policy, supplemented with additional company-wide Rest & Recharge days throughout the year.
• Up to 16 weeks of paid leave for new parents.
• A $1,000 USD annual Lifestyle Spending Account to spend on your physical, mental, and financial well-being.
• A one-time $550 USD stipend to set up your home office, plus a monthly $50 USD stipend for internet.
• 16 hours of paid volunteer time annually, plus a $100 annual match for your charitable donations.
• Access to pre-tax commuter benefits, subsidized child/eldercare (Care.com), discounted pet insurance (Figo), and no-cost personalized financial wellness support through Your Money Line.
• Sprout maintains a remote workforce in many places in the United States.
• The flexibility to work in the location that makes the most sense for them whenever possible.