Enterprise Sales Professional

About Electrum Payments

Electrum Payments is a pioneering company that has revolutionized the payments technology landscape with its cloud-native software solutions. Since its inception in 2012, the company has established itself as a trusted partner for financial institutions, delivering cutting-edge enterprise-grade payments solutions that optimize transaction processing.

We pride ourselves on our deep expertise and track record of success in providing high-volume, low-value payment schemes and services that enable our clients to deliver at scale. Our solutions touch the lives of millions of people daily, making a real difference in the financial services industry.

We're committed to hiring the best talent and offering great opportunities for personal growth and career progression. Our team is passionate about building a world-class partnerships team to support the expansion of our enterprise SaaS offering.

The Role

We're seeking an experienced Account Executive to join our team and cultivate client relationships, articulate the return on investment, and advance our strategic account footprint. As an Account Executive, you'll navigate complex B2B sales cycles within the financial services landscape to strategically grow our Payments SaaS offering at tier-one banks and other financial services enterprises.

Your responsibility will lie in building new payments revenue streams through targeted new logo acquisitions while expanding our existing enterprise accounts. You'll be based in Cape Town, working within our growing Sales and Marketing team, with local and international networking and travel opportunities. Electrum Payments has aggressive long-term aspirations and backs this with training and mentorship to grow effective teams.

Key Responsibilities

• Build and nurture key client relationships with a multitude of personas
• Create strategic account and opportunity plans for the short, medium, and long-term cross-sell and upsell of products that will expand Electrum's partnership with customers, offering additional value for both parties
• Identify challenges and opportunities our clients and prospects are facing that can be solved with our products and solutions
• Work with the pre-sales team to help articulate and close the technical sale
• Work with marketing to identify account-based marketing campaigns to help influence deals through thought leadership content
• Sales management, including negotiating contracts and agreements, pipeline and database health
• Contribute to the sales tools that will help you through the buying and sales process, such as buyer journey mapping, personas, use cases, demos, business cases, etc.
• Communicate month, quarter, annual, and longer-term objectives with Electrum's internal team and external clients

What You'll Need

• Three to five years (minimum of 5 years) of enterprise sales experience within the payments industry
• Proven track record of closing complex deals and retiring targets in a software (or technology) field
• Experience selling to enterprise clients, particularly within tier 1 bank and financial services environments
• An understanding of business practices backed by a relevant university degree
• Ability to position technical solutions in a business context
• Ability to navigate complex sales cycles, which includes necessary pipeline growth and accurate forecast management
• Deep understanding of customer buying cycles and ability to influence customer stakeholders
• Passion for building and growing deep relationships within customer base, resulting in significant revenue growth
• Going the extra mile for your clients while ensuring the sustainability of the partnership
• Collaboration with internal and external stakeholders, a clear sense of what it means to be part of a team, and a team of teams
• Has a strong capacity to learn quickly, provide relevant and timely feedback, and adapt to client situations in real time
• Excellent communication and presentation skills: written and spoken

Advantageous for the Role

• Proven negotiation experience
• Ability to establish trust and rapport with client personas through active listening, empathy, integrity, and diplomacy
• Referencable experience partnering with banks and other financial services enterprises

What Your First Six Months Would Look Like

• Build and nurture key client relationships with a multitude of personas
• Create strategic account and opportunity plans for the short, medium, and long-term cross-sell and upsell of products that will expand Electrum's partnership with customers, offering additional value for both parties
• Identify challenges and opportunities our clients and prospects are facing that can be solved with our products and solutions
• Work with the pre-sales team to help articulate and close the technical sale
• Work with marketing to identify account-based marketing campaigns to help influence deals through thought leadership content
• Sales management, including negotiating contracts and agreements, pipeline and database health
• Contribute to the sales tools that will help you through the buying and sales process, such as buyer journey mapping, personas, use cases, demos, business cases, etc.
• Communicate month, quarter, annual, and longer-term objectives with Electrum's internal team and external clients

What Your Longer-Term Business Would Look Like

• Continue your six-month plan and include the following:
• Build and close a sales pipeline of new logos by understanding your prospect's business objectives and Electrum's product fit while navigating the complexities of the enterprise buying and sales process
• Work with the sales development representative to research addressable markets and identify new sales opportunities by understanding market size, key target characteristics, persona pain points, and product propositions
• Work with the product team to define development opportunities for new products aligned to our core solutions
• Work with marketing to identify outbound campaigns, develop collateral, blogs, case studies, etc., to help advance sales, generate inbound leads, or influence deals

Benefits

We've created a high-performance culture where you can expect the following:

• Career growth - Delivering world-class financial services software products in a fast-paced company is not easy and takes a considerable amount of effort. But in return for your effort, you'll get hands-on experience working on products used by millions of people and a high-quality work experience that will accelerate your career faster than anywhere else
• Transparency - We openly discuss strategy, finances, salaries, and other major decisions
• Autonomy - We know you'll be able to make good decisions if you have good information, and we trust you
• Shared Vision - You'll be able to shape a vision you can believe in - on how to build the future of financial services
• Work-life balance - You know when your brain has switched off for the day, and you need to go for a hike or coffee shop with a view, but you also know when your team needs help to bring that strategic deliverable home. At Electrum Payments, you will be expected to know when you deserve that time out and when you need to knuckle down and get the work done
• These are a few practical ways we practice the culture we are so proud of:
  • Flexible work hours
  • Onsite gym and shower facilities
  • Daily cooked lunches and a stocked kitchen for the afternoon nibbles
  • Team socializing like hikes, getaways, and dinners
  • A generous leave policy, starting at 20 days per year
  • Fatsaks scattered around the office for deep thinking or meditation

We've created a safe, transparent environment where:

1. We know mistakes happen, and that's okay. We even have a three-step approach to dealing with them:
   1. Tell everyone about it
   2. Fix the mistake
   3. Tell everyone about the solution
2. You are responsible for your actions – both the successes and the failures
3. We talk openly about salaries and bonuses. At Electrum Payments, we believe it's evident why some people earn more and others a bit less. It's like being on a sports team where salaries are widely known

If this sounds like a role and place where you can spread your wings, please apply now

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