Customer Account Executive (Saas Sales Background)

Based in Washington, D.C., Quorum is a fast-growing software company and is the leading provider of workflow software and information services for government affairs professionals across the corporations, non-profits, associations, and governmental end-markets. Quorum allows users to manage stakeholder engagement, launch grassroots advocacy campaigns, and track legislative activity at all levels of government, including federal, state and local.

Quorum provides mission-critical solutions to public affairs professionals for their work in Congress, all 50 state legislatures, major U.S. cities, the European Union, and 30+ countries around the globe. Quorum serves over 2,000 customers globally including over 50% of the Fortune 100, and has over 350 team members across the globe. The company recently acquired Capitol Canary, a market leader in grassroots advocacy software.

As a Customer Account Executive, you will contribute to the overall growth of the company by driving expansion sales with existing clients, located primarily in the US but occasionally throughout the Americas and New Zealand. You will work closely with Quorum’s Customer Success Managers to identify cross-sell targets in their portfolios. Then, communicate directly with clients to uncover and understand their individual needs, recommend solutions to solve those challenges, and execute on contracts to achieve your revenue target.

This role includes responsibility for expansion sales to potential clients. This role does not include responsibility for renewals for existing clients, new logo sales to potential clients, or expansion sales to potential clients located in APAC and EMEA. The Customer Account Executive will report directly to the Senior Director of Customer Accounts and will be part of a team dedicated exclusively to client expansion.

What You'll Do

• First Year: You will demonstrate mastery of the Quorum products and lead a healthy pipeline to achieve annual sales quotas. Success in the role requires proving yourself a partner both to the customer success management team and to Quorum’s clients.
• First Week: You'll learn the history of Quorum, get introduced to colleagues inside the Business Development team and start learning our culture. You and your manager will review a comprehensive onboarding plan that will address the product and market knowledge you need to work with Quorum clients. You will also be introduced to the Expansion Sales Playbook along with other relevant sales systems and assets (Salesforce, etc). Finally, your manager will outline expectations for lead and opportunity conversion required to meet your sales targets.
• First Month: You will participate in sales training to build a fundamental understanding of Quorum’s products, primary value propositions and use cases, and buyer personas. You will shadow demos with potential clients and trainings with current clients. During this time you will gain an intimate knowledge of the Quorum sales process and begin reviewing the existing sales pipeline for your portfolio of clients.
• First Six Months: After successfully completing sales onboarding, you will assume full cross sell responsibilities for clients within your portfolio, converting leads created by Customer Success Managers along with executing your own prospecting to uncover new cross sell opportunities. With the help of the revenue operations and marketing assets you will be expected to build and manage your pipeline.

Please note: We have a minimum of a 4 month ramp time.

About You

• You are enthusiastic about public policy and/or politics—as evidenced by either prior work history or a motivation to join the Quorum team
• You believe that revenue growth derives from demonstrating recurring value to the customer and have used a consultative or value-based sales approach (Bonus points: You’ve studied and practiced Challenger Sales methodology).
• You want to make a meaningful impact on the growth of a startup and have experience selling a multi-product Software-as-a-Service (SaaS) solution.
• You have experience selling a product with an average sales price (ASP) of at least $20,000 in annual recurring revenue.
• You want to make valuable contributions to a growing team, and plan to do so by consistently reflecting on your strengths and weaknesses, shifting behavior to improve the quality of your work, broadcasting what’s working to your colleagues, and seeking guidance/coaching in areas of growth.
• You’re a rockstar if you are skilled at examining a sales pipeline and adapting behavior based on self-identified pipeline performance metrics.
• You take pride in having a proven track record of meeting and exceeding revenue targets.
• You're a diamond in the rough if you're a disciplined people person with a track record of successful sales, an interest and/or experience in policy/politics who has become a self-taught expert in complex technology and is enthusiastic about doing any job, big or small.
• You have experience learning complex concepts and finding a way to explain them in digestible terms without additional support- bonus points if this "complex concept" is a complex SaaS software you became an expert in!
• You will stand out as a candidate if you are able to discover and articulate business and personal pain points when engaging prospects in casual conversation.
• You are looking forward to working in a fast-paced environment where you can contribute to the development and implementation of new processes, and have a strong sense of belonging at a growing startup.
• You identify as a metrics-driven, hungry, and ethical professional.
• 5+ years experience: B2B SaaS sales experience as an Account Executive at an organization with a recurring revenue model.

About the Business Development Team

• We are dedicated to recommending the best possible solution for the challenges prospects identify and having an honest discourse with our buyer.
• We are searching for high-energy Account Executives who can recognize opportunities, articulate professional and personal obstacles, and turn leads into long-lasting partnerships.
• We regularly provide peer-to-peer feedback and coaching for one another to ensure the success of our team.
• We work hard to foster an ambitious and supportive environment, where discourse and peer-to-peer accountability help drive personal and professional growth.
• Our team is dedicated to building and growing a remarkable company. Working at Quorum on the business development team is a unique and particularly fulfilling experience because each team member not only has a direct impact on our year over year growth rates but also, contributes to our culture of building the business we’d want to do business with.
• We are proud to be the engine of growth for our company year over year without the need for outside investment.
• We are curious, hardworking, and pursue our goals with perseverance and passion.
• We take pride in earning the trust of our market through an intentionally respectful approach to competition.

Our Work Environment

• We are a hybrid team with flexible work options: work remotely or choose to come into our vibrant, sunlit space in our modern, open concept office in Washington DC.
• Our office building is located in the heart of downtown DC, easily accessible by metro, bus and rideshares. It is also in close proximity to great restaurants, food trucks, shopping, and popular happy hour spots.
• Our team loves to spend time doing fun things outside of the office - both together and remote, which we call Quorum Fun events. Past Quorum Fun events have included apple picking, yoga, virtual art classes and wine tasting.

Do you want to learn what it's like to have a real impact at a fast-growing company that is changing the way the advocacy process works? If so, drop us a line. We'd love to talk to you!

Compensation Structure

• Compensation Mix: 65% Base | 35% Sales Incentive Compensation
• On Target Earnings (OTE): $126k -$171k (OTE Varies Based on Sales Quota, uncapped commission)
• Sales incentive compensation is comprised of commissions, with accelerated earnings awarded for performing ahead of plan and for securing multiyear business

Benefits

• Virtual and in-person team events
• Unlimited Paid Time Off
• Bright sunlit open office concept with your own dedicated desk (if you want it)
• Inclusion & Diversity Affinity Groups to support belonging
• Free Subscription to the Calm app
• Paid Company holidays plus additional company-wide days off for team members to rest and recharge
• 12 weeks paid parental leave
• Monthly professional development stipend
• Four Day Weekends for President’s Day, Memorial Day, Fourth of July and Labor Day
• Choice of trans-inclusive medical, dental, and vision insurance plan options
• One-time Work from Home Stipend
• Access to the CIGNA Ginger App to provide behavioral health coaching, therapy, psychiatry and self-care resources
• Invest in Yourself Days - one designated day per quarter is dedicated to your professional development!
• 401k match

For any questions regarding any open roles on our team, please reach out to [email protected].

Quorum Is Working to Advance Pay Equity: What Does That Mean For You?

In an effort to continue to build a diverse and inclusive work environment that advances pay equity, Quorum has implemented a “No Negotiation” policy for base salary for new hires for roles that are currently staffed by three or more team members. This means that candidates for the Senior Customer Account Executive role cannot negotiate Quorum’s base salary offer.

Here’s our promise to you:

• We will be transparent about our compensation structure (see above) so that all candidates have equal access to compensation information and can make an informed decision about whether or not Quorum is the right workplace for them.
• We will consider years of relevant experience, relevant professional certifications/education, and performance expectations in setting what we believe is a competitive, fair base salary offer.
• We will not ask you what you are currently earning.

If you are interested in learning more about how negotiation impacts pay equity and/or why other start-ups have decided to implement a “No Negotiation” policy of some type, here are a few resources: Project Include, AAUW, Ministry for Women, Magoosh.

Note: Quorum does not endorse or verify any of the information provided in the resources on the impact of negotiation on pay equity. We provide these resources simply to increase awareness of a topic we believe is important for both employers and candidates to consider.