Float: Account Executive (North America - SMB)

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Overview

Float, a leading resource management software provider, is currently seeking an Account Executive to join their team. This full-time role primarily focuses on the North American SMB market and operates fully remotely from anywhere in the world. Founded in 2012, Float has consistently expanded, distinguishing itself by being self-funded and profitably growing each year. They cater to over 4,500 customers globally, earning top ratings for their software.

Company Culture

Float prides itself on being a certified B Corporation, maintaining a commitment to social responsibility and a positive impact in the workplace and broader community. The company's remote setup fosters collaboration with diverse teams from various countries including Australia, Mexico, the UK, Nigeria, Canada, and the US. The company promise is designed to help team members live their Best Work Life, aiming to create an engaging and supportive work environment.

Role Necessity

As Float continues to grow, they recognize the need for a strategic investment in their sales team. The new Account Executive will primarily focus on developing relationships with small and medium-sized businesses (SMBs) in North America. This role is critical for enhancing availability and responsiveness to North American prospects, which is vital for closing deals at a faster rate. The position aims not only to capture more SMB deals but also to ensure other team members can focus on larger opportunities.

Responsibilities

The Account Executive will be expected to:

• Learn the Ideal Customer Profile (ICP): Familiarize themselves with the needs and use cases of Float's ideal customers.

• Understand the Product: Gain in-depth product knowledge through documentation reviews and collaboration with the product team.

• Engage in Sales Observation: Learn from recorded sales calls, attend live demos, and comprehend the sales process that successfully converts leads into customers.

• Lead Discovery Calls: Engage with potential clients, showcasing Float's capabilities and conducting discovery calls.

• Drive SMB Revenue Growth: Handle the entire sales cycle for SMBs in North America, aiming to close 8-12+ deals monthly, adding $5,000 in Monthly Recurring Revenue (MRR).

• Develop Scalable Sales Processes: Create repeatable sales approaches tailored specifically for the North American market.

• Master Product and Industry Knowledge: Provide insights that contribute to refining Float’s go-to-market strategies while addressing technical queries from prospects.

• Optimize Sales Efficiency: Leverage new pricing models to expand deal sizes without extending sales cycles.

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• Contribute to Sales Playbook: Document best practices and strategies to improve the sales pipeline.

• Expand Market Presence: Build strong prospect pipelines and promote Float’s visibility in North America.

Required Skills

To succeed in this Account Executive role, candidates should possess:

• A minimum of 3 years of SaaS sales experience in a B2B environment.
• Proven track record of handling the full sales process from prospecting to closing.
• Prior experience in the top 10% of performers in a previous sales team.
• Strong skills in leading discovery sessions and presenting compelling product demonstrations.
• Ability to build relationships with various stakeholders within organizations.
• Familiarity with CRM systems, particularly HubSpot or Salesforce.
• Previous experience in remote work and proficiency with asynchronous communication tools like Slack and Loom.

Compensation

The compensation for this Account Executive role is competitive, with an On Target Earnings (OTE) of $142,857 (comprising a $100,000 base salary and a $42,857 variable component based on sales performance). This compensation structure reflects Float's competitive stance in attracting top talent.

Hiring Process

Float's hiring process is designed to be thorough and ensure candidates align with their company values. The steps include:

1. Application Review: Insightful and personalized responses are prioritized over generic applications.
2. Initial Meeting: A 20-minute call with the Talent Manager to discuss role interest and queries.
3. Manager Interview: An in-depth discussion with the Global Sales Manager regarding specific role-related skills.
4. Co-Worker Interview: Interaction with a current SMB Account Executive for cultural alignment.
5. Founder Interview: A meeting with the CEO to determine fit within the company's vision.

It is encouraged for applicants from diverse backgrounds to apply, even if they don't meet every single requirement, emphasizing Float's inclusive hiring practices.

Conclusion

Float is looking for individuals aspiring to achieve excellence and execution in driving sales for a leading software provider. If you want to work in a thriving and supportive remote environment that champions both professional growth and personal fulfillment, it might be a perfect fit.

This job offer was originally published on weworkremotely.com