Account Executive

About Fishbowl

Fishbowl is an industry leading, top supplier of manufacturing and warehouse management software for small, medium, and enterprise sized businesses across 40+ verticals. While our mission is to deliver amazing software, service, training, and support to our customers to help them grow and scale their business operations, our passion is helping people. Whether you are new to owning and operating a business, or you have been at it for 20+ years, Fishbowl provides simplicity and flow for business owners and makes it easier for them to focus on what they love most, running their business.

To support the mission of Fishbowl, we have recently partnered with Diversis Capital to invest in Fishbowl’s growth and market scale. We are well on our way to developing exciting new cloud-based products that will continue to surprise and delight our existing and future customers. We also have exciting plans to expand our efforts internationally and are focused on building a globally oriented team that will allow us to scale our operations and future market growth potential.

The Opportunity

As an Account Executive, your role will be to bring new customers into the business by deeply understanding the pains in their existing workflows, demonstrating Fishbowl’s capabilities to solve those needs, and professionally and respectfully controlling the sales process through close. You are self-motivated, organized and have a meticulous attention to detail regarding customer follow-ups, data tracking, accurate records and documentation of all sales activities and coordination through our CRM. You can build urgency based on the information provided to you from the prospect, you listen more than you talk, you learn and pivot quickly, you’re comfortable with the speed of change that comes with a fast-growing company, and you like to have fun!

You’ll benefit from an SDR team that does the prospecting work above you in the funnel. Your responsibility is to take each precious prospect and deliver a sales experience that creates raving fans for our company and our products. You’ll be well surrounded by expert resources to equip you and aid you in any part of executing our sales process, and you’ll help us improve and serve our prospects and customers better by helping us test and learn our way into the best practices available.

Responsibilities

• Achieve/surpass assigned sales targets
• Learn and master our sales process providing insights and suggested improvements along the way
• Learn our ideal customers profiles and verticals
• Master our value propositions and be able to translate the pain points prospects share into concrete solutions
• Expertly shepherd prospects through each stage of their buying process driving urgency and configuring a tailored solution
• Handle objections and negotiate price to get deals on the table and bring them across the finish line
• Maintain all opportunities in Salesforce completing tasks in a timely fashion and populating all required information on every deal
• Work cross functionally with Marketing, SDRs, Onboarding, Sales Engineering and Account Management to ensure an outstanding customer experience
• Learn our competition and be able to clearly convey why a customer wins with Fishbowl
• Value-sell and lead with insights
• Manage both inbound and some outbound

Required Qualifications

• 5+ years experience in Midmarket or Enterprise Software Sales/SaaS with Proven track record of hitting and surpassing monthly and quarterly sales goals in a SaaS MRR-based model
• 5+ years experience working with and/or selling inventory management/manufacturing software
• B2B sales expertise with an emphasis on Subscription selling
• Demonstrated success in delivering prospects through a sales process to close
• Deal and contract negotiation experience within pre-determined parameters
• Strong verbal and written communication skills
• Excellent time management skills
• Experience using Salesforce
• Outstanding knowledge of MS Office and Salesforce to manage and drive sales, including a track record of providing reliable, up-to-date inputs
• Customer empathy, particularly for small businesses in manufacturing, warehouse and ecommerce
• Willingness to be coached, desire mentorship, and have a growth mindset

Preferred Qualifications

• MBA
• Knowledge of B2B inventory management/manufacturing workflows
• Knowledge of customer/market research, sales and negotiating principles
• Analytical mindset to utilize data to prioritize leads and adapt sales approach based on customer profiles
• Experience with Challenger Selling