Legal SaaS Sales Consultant pursuing and closing new business sales in Glasgow. Working with a leading provider of Legal Practice Productivity Solutions.
About the role
- Account Executive responsible for driving revenue growth in digital ad ecosystem at IAS. Advocating IAS measurement solutions to Publishers and Platforms with a focus on new and existing accounts.
Responsibilities
- Consistently grow and preserve revenue across existing clients - at or above revenue quota
- Work with SDR to perform all new business functions from lead generation through to sales close - meeting or exceeding new business revenue quota
- Manage all aspects of the sales process, conducting deep levels of discovery and deal qualification at every sales stage
- Educate external stakeholders on benefits of IAS measurement and optimization suite
- Engage client cross-teams, including Ad Ops, Sales, Inventory Quality etc., leveraging your consultative approach to establish trusted relationships within target accounts
- Gain a deep knowledge of the many challenges facing Publishers & Platforms today and be prepared to talk through how IAS can help overcome those challenges
- Identify the short and long-term growth opportunities and have a strategic and opportunistic view of the market
- Build account plans and scale winning go-to-market strategies to deepen relationships and uncover new opportunities
- Work closely with other IAS stakeholders across functions, including solution engineering, customer success, product, and technical teams
- Be a passionate and knowledgeable spokesperson for IAS in the marketplace
Requirements
- 5-7 years of AdTech and/or Programmatic Sales experience, preferably selling to sell-side accounts
- SaaS/Technology sales experience is a plus
- well versed in value selling and have a proven track record of growing revenue across an existing client portfolio & new logos
- proven track record of collaborating with Account Management, Solutions engineers, and Product teams to ensure high client retention rates
- at ease with the technical aspects of digital advertising and have a comprehensive understanding of: tags, API, header bidding, real time bidding, log files, SSPs, DSPs, RMNs etc.
- comfortable presenting at all levels including C-level and decision makers
- experience in contract negotiations, with full ownership of commercial terms
- customer obsessed and understand the importance of providing value with every interaction
- successfully navigate complex organizations to build strong relationships
- known for tremendous work ethic, laser focus, passion, and commitment
- enjoy learning about technology and you can translate that into simplified value for clients/prospects
- curious, insightful, and eager to learn
- bonus if you have experience with the BANT framework for deal qualification
Benefits
- paid time off
- health insurance (medical, dental, vision)
- PPO, HSA and FSA options
- 401k with employer matching contributions
- competitive compensation
- annual bonus and/or other incentive plans
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