Account Executive (Mid-Market)

Remote Based - USA

SafetyChain Software is looking for an Account Executive (AE) to join our Mid Market Food and Beverage Team to close net new business with prospective buyers for our cloud based Plant Management Software Platform.

The Role:

Reporting to the Director of Sales (Mid Market), the AE will work closely with prospective customers to build trust, identify challenges, and demonstrate the ability of our software to deliver an ROI to Food and Beverage industry executives, program leaders, Quality and Operations professionals. The AE will be responsible for building pipeline and carrying deals through the full lifecycle from discovery to closed-won, net-new business.

The territory for this role will include F&B Manufacturers under $200M in annual revenue for the associated geographic region (US and Canada).

The primary role for this position is to engage with prospective buyers to identify how they can use digital data capture, streamlined workflows, and tracking of KPIs to support continuous improvement and achieve an ROI in Quality, Safety, and Production applications by Maximizing Productivity, Yield, and Quality/Compliance.

This role requires prospecting by the AE to build a pipeline with provided support from both marketing driven leads and Business Development Representative sourced leads to bolster pipeline development. Solution Engineers and Subject Matter Experts provide additional technical sales support for demonstration and in depth discussions. AEs will eventually hand off closed-won accounts to the Account Management and Customer Success teams, post-sale.

Who we are:

SafetyChain is a fast growing B2B SaaS software company focused on process manufacturers. Our industry leading Plant Management Platform helps manufacturers improve yield, maximize productivity, and ensure compliance throughout their operations.

We have a passionate, diverse team headquartered in Novato, CA serving our customers in over 1,500 locations across. We operate with the fun and flexibility of a start-up combined with the stability of a more mature software company.

Our customers include many well known brands, like Albertsons, Ajinomoto, Clif Bar, Driscoll’s, Sanderson Farms, Schwan’s, See’s Candies, Tyson Foods, Whole Foods and WhiteCastle. We believe help and hustle make for a great place to work and we foster a dynamic, positive culture that empowers our team to spend every ounce of energy towards solving our customers’ problems… and supporting each other. Our culture is real, tangible and rewarding.

Key Responsibilities:

• Managing a territory to build a pipeline of qualified opportunities

• Leading discovery calls to uncover business challenges and earn the trust of prospective buyers while establishing ROI opportunities
• Advising qualified buyers on converting paper processes to electronic systems
• Demonstrating the software platform via web calls and onsite visits

• Managing and coordinating multiple steps in the sales process
• Accurately forecasting opportunities and documenting in CRM

• Negotiating commercial terms with win-win outcomes

• Confidently closing, overcoming objections and resolving the many challenges of complex sales

Our Ideal Candidate has:

• Prior experience in sales, closing business
• Complex SaaS or enterprise software sales experience
• Food & Beverage and/or general process manufacturing environment experience/knowledge
  • Emphasis on: Production, Operations, Food Safety, Quality Assurance, Compliance, EHS, Maintenance, Continuous Improvement
• Ability to demonstrate (demo) software solutions
• Knowledge in any of the following areas: QMS, SPC, OEE, EHS, CMMS, TPM, HACCP, GFSI, SQF, BRC, FSSC, ISO, FDA, USDA, ERP, Six-Sigma, Lean Manufacturing, Continuous Improvement, Kaizen.
• Experience in sales methodologies (MEDDICC)

Requirements:

• Bachelor’s Degree (BA/BS) or equivalent work experience

• 2+ years of experience in sales (closing business) and managing commercial relationships

• Skilled in Microsoft Office (Excel, PowerPoint, Word) and/or Google Suite (Docs, Sheets, etc.)
• Familiar with CRM systems (Hubspot).

• Professional presentation and communication skills
• Ability to travel to customer sites overnight (less than 20%)
• Home office (work provided laptop)

• Self-starter with strong motivation to succeed

• Committed to customer satisfaction and a passion for customer success

• Ability to work independently and through teams, at multiple organizational levels

• Ability to multi-task, prioritize and manage multiple projects

• Extremely detail-oriented
• Creative, consultative, and a strong communicator

• Eagerness to learn new skills, grow professionally, and take on new challenges

Personal Attributes We Value

• Initiative: the ability to get started and work independently when necessary, to come up with ideas and carry them out.

• Process Driven: you are highly structured, disciplined and organized in creating and executing operational processes to ensure a consistent, repeatable outcome.

• Inquisitiveness: a desire to expand your knowledge base and explore concepts and ideas that are new and unfamiliar.

• Integrity: Ability to offer and solicit honest feedback and always have the best interests of the team and the customers in mind.

• Patience: the ability to adapt to changing situations while remaining calm, collected, and committed.

• Team Interactions: Seeks opportunities to collaborate and to help others.

• Self-improvement: Ability to identify mistakes and quickly adjust approach when confronted with new information or perspective.

• Works independently and as a team player in a team environment.

• Awesome attitude, great energy & relentless work ethic

Things that make the job awesome:

• Competitive salary & commission plan

• Opportunity for stock options

• Health benefits

• Unlimited PTO

• Work from Home

• Fast growing tech company with big opportunity

• Great team and Culture

Equal Opportunity Employer: All qualified applicants will receive consideration for employment without regard to race, color, religion, marital status, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status or any other characteristic protected by law applicable to the state in which you work.