Account Executive

1 month ago

Cape Town, South Africa Electrum Payments Full time
About Electrum

Electrum is the next-generation payments technology company that provides cloud-native software to optimize the processing of financial transactions. Since 2012, we have established ourselves as a respected payments technology partner through our deep expertise and track record in delivering trusted enterprise-grade payments solutions.

We’ve built a reputation in providing solutions for high-volume, low-value payment schemes and services that enable our clients to deliver to their customers at scale. We love that the projects we work on touch the lives of millions of South Africans daily, making a real difference.

We hire the best of the best and we offer great opportunities for personal growth and career progression.

The Role

We are growing a world-class partnerships team to support the expansion of our enterprise SaaS offering, and we’re looking for an Account Executive to join us to cultivate client relationships, articulate the return on their investment, and advance our strategic account footprint.

Having onboarded multiple new enterprise accounts in the last two years, coupled with the continuous expansion of our existing accounts, we are achieving significant growth. In this role, you will 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 will be based in Cape Town, working within our growing Sales and Marketing team, with local and international networking and travel opportunities. Electrum has aggressive long-term aspirations and backs this with training and mentorship to grow effective teams, setting the stage for some great career opportunities.

Requirements

    • 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 persona’s 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

A good work-life balance is very important at Electrum. To help you manage your own time and energy, Electrum offers benefits such as:

  • Flexibility around core working hours
  • Daily cooked lunches and a stocked kitchen for the mid-day nibbles
  • Team socialising, getaways, and social outings

We have created a safe, transparent environment where we know mistakes happen, and that’s okay. We even have a 3 step approach to dealing with them:

  1. Tell everyone about it
  2. Fix the mistake
  3. Tell everyone about it

You are responsible for your actions – both the successes and the failures.

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