Account Executive – Player/Coach
Westford, Ma
Why We Need You – The Mission
Biscom is an enterprise software company located in Westford, MA, providing a secure file transfer platform for its clients. Biscom focuses on transforming the way companies share information by providing a fast, reliable, and secure document delivery solution. In 1986, Biscom introduced the world’s first network-based computer fax server. Today, the company has evolved from its humble beginnings into a leading secure communication and messaging platform that powers the most complex requirements in industries, including healthcare and financial services, where security and speed matters most. As part of a recent investment by ParkerGale Capital at the tail end of 2021, the company is preparing to undergo a period of transformation and growth in 2022/2023 and beyond.
Reporting to our Head of Sales, this Account Executive will be a meaningful contributor to the strategic growth of the Biscom. You will be responsible for cultivating a data driven sales organization aimed at winning new customers through repeatable process and predictable revenue. Your team will work with target customers through the entire sales cycle, from opportunity creation and qualification through contract negotiation and closing. The ideal candidate is an enthusiastic coach, eager to roll up their sleeves to support a team member, and relentless in pursuit of their goals. We believe sales is a team sport. Deep collaboration with internal teams such as Marketing, Product and Customer Success will be crucial to your success.
Objectives – The Problems You’ll Solve
Objective #1: In your first 30 days, you will onboard by getting up to speed on the company and employees, our customers, and the forward-looking Go-To-Market strategy:
Objective #2: In your first 90 days, provide a diagnostic on areas for improvement within the sales organization and develop a strong, strategic sales plan that demonstrates how key numbers will be attained:
Objective #3: In your first 6 months, own the day-to-day management of the AE team, execute on your plan for increasing lead/revenue velocity and give metric driven coaching to help direct reports develop the skills necessary to exceed goals and grow in their careers.
Competencies – what we’re looking for
Sales and Customer-First Mindset – We focus on winning the right customers, those with who gain high value from our products. We’ll expect you to quickly ramp up and become a go-to resource on what “right” looks like:
Partnership with Marketing, Product and Customer Success – You know you can’t do it by yourself. Partnering with our CMO, VP of Product and Director of Customer Success will be key. You’ll be an important conduit for feedback from our customers, and you can show us that you can not only listen to that feedback, but proactively share it with the other leaders on our team so we can build better products and sell + market them more effectively.
An outstanding coach and developer of people – You will be stepping into a company going through a lot of change and asking you to disrupt things even further. A personal touch, involving lots of 1:1 coaching, will be an absolute requirement in this role. That doesn’t scare you – it energizes you. You will be able to tell us how you tailor your management and coaching approach to fit the different personalities on your team and will have success stories to share of the people-led change you have created in your past teams.
Data Driven Sales Leadership & Process: You understand a complex enterprise sales environment and what it means to operate in a world-class fashion. This starts with ensuring you have the best sales team on the planet and the right processes to execute. You build your sales organization on a foundation constructed with a first-class sales methodology that creates a repeatable roadmap for your organization to leverage as their game plan for consistent and predictable success with accurate forecasts and high win percentages. You’re comfortable rolling up your sleeves and “inspecting and correcting” with everyone on your team so they know how to do things better next time. What’s more, you are eager to provide training and tools that enable others to develop their data based selling abilities over time.
Accountability + follow-through on commitments: You hold yourself to high standards and follow through on your commitments. You can adjust quickly to changing priorities and conditions, and cope effectively with complexity and change. You do what you say and demonstrate tenacity and willingness to hold others accountable to ensure that goals are met.
Resilient: Driving the growth for a fast-moving technology company is not without its ups and downs. You can tell stories about times when you’ve weathered tough times and disappointment and picked yourself up again.
How We Work – Our Core Values
Collaborative – Our team is at our when best we are learning, growing and working together to achieve the best results for our customers and team members.
Tenacious – Our tenacity comes from our strength of character. We are scrappy, determined, resourceful, and relentless in our approach to serve our clients and partners. We are willing to fight for what is right and are proactive in seeking solutions. We are tenacious and will not quit.
Eager to win – We go about our work thinking about how to win every day. This enables use to focus on accomplishing what is most important first while grounding the team on what needs to be done. We strive to win at everything we tackle.
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