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Country:

Canada

Location:

Remote

Posted:

A Month Ago

PathFactory

PathFactory is revolutionizing the way that B2B companies interact with their buyers. In much the same way that modern publishing platforms like Netflix can provide a fantastically micro-personalized experience because they are intimately familiar with your past content consumption, like which movies you’ve finished or which shows you stopped watching after just one episode, and they have a ton of content intelligence about every title. That’s what we’re bringing to B2B marketing at PathFactory - hyper relevant recommendations that encourage your audience to binge-consume your content and create self-directed journeys at scale.

PathFactory helps B2B marketers understand the role of content in the buyer’s journey and discover a new class of data to optimize the path to purchase. PathFactory uses this data and insight to optimize content delivery across every channel, connecting buyers with the most relevant information whenever and wherever they click.

This role requires a proven track record of success in complex software sales and an eagerness to work in a fast-paced start-up with significant accountability. You will be on the front lines of growing PathFactory’s share of the market. You are an expert at managing the full sales cycle, especially qualifying, consulting, proposing, and closing new business. You must have experience working for a SaaS company, preferably in the marketing technology sector. Excellent time management skills and the ability to effectively manage multiple priorities at the same time are essential. You must be a true team player, self-motivated and driven to win.

As the next PathFactory Enterprise Account Executive, you will:

  • Gain a deep understanding of our marketing technology product set in order to communicate our value proposition to prospects.
  • Generate and own a pipeline of qualified sales opportunities with key accounts – both named and unnamed. Successful AEs at PathFactory actively generate their own opportunities while also being supported by a Business Development Representative. Marketing will supply some inbound leads but reps must balance their activity between self-generated, BDR generated and marketing generated opportunities.
  • Deploy a consultative sales approach and manage complex B2B (some B2C) sales cycles while effectively communicating the PathFactory value proposition to C-level executives while being supported by a team of Solution Architects.
  • Build an active relationship with potential clients through phone calls, email, and in-person visits.
  • Own the deal negotiation process with prospects, including contracting, deal terms, and final legal review with our CFO and COO.
  • Collaborate with sales leadership to translate market feedback into our go-to-market approach and product roadmap.
  • Be proactive in communicating cross-functionally with the whole company, especially with our Market Management and Operations teams.

What does PathFactory look for when hiring Enterprise Account Executives?

We look for people who are willing and hungry to learn all about PathFactory and most importantly understand WHY a prospect/customer would want to work with us. Our treasure trove of customer case studies make this very attainable. Are you able to anticipate the client’s needs and prescribe clear next steps? Do you want to collaborate with your peers but also lead your own book of business?

  • 6-10 years of proven consultative sales experience selling to C-level with a demonstrated ability to build a pipeline, qualify a high volume of new opportunities, and close deals. SaaS experience is necessary. Marketing Technology experience is highly desirable.
  • Experience in a quota-carrying role; responsible for meeting and exceeding a quarterly goal.
  • Experience in evangelizing, communicating, building relationships and recommending solutions to senior level decision-makers and stakeholders at Enterprise account, on the phone and in person. Key stakeholders include Marketing, IT and Sales.
  • Active listening skills and a genuine curiosity to uncover customer needs, evaluation processes, and solution potential.
  • Live in a growth mindset. Be highly coachable and committed to building an understanding of the market, developing your sales skills, and learning our products and process, so you can be highly successful as an individual contributor.
  • Previous sales methodology training, understanding of marketing automation & strong customer references would be considered strong assets
  • Outstanding organizational, prioritization, and time management skills. Very strong written and verbal communication skills. Experience working with Salesforce.
  • Willingness to travel up to 50% of the time.


You might:

  • Be passionate about marketing technology, marketing and winning in a highly competitive market.
  • Have won sales awards and enjoy presenting in front of a group.
  • Have experience working in a fast-paced, startup environment.


Location

PathFactory is a remote-first company and will consider qualified applicants located anywhere in Canada.

Why is working for this leadership team a great career experience?

PathFactory CEO, Dev Ganesan, is the former CEO of ItemMaster, a product content management company and PathFactory customer that was acquired by Gladson (now Syndigo) in January 2019. Prior to ItemMaster, he led Fishbowl, Inc., a leading restaurant marketing and analytics company, and Aptara, a digital content and publishing leader. Ganesan has in-depth experience in building and scaling companies in the digital, mobile, content, and data analytics industries. He is the recipient of the Ernst & Young 2017 Entrepreneur-of-the-Year award, Future 50 award in 2014 and 2013, and was recognized as a Washington Tech Titan in 2013.

PathFactory COO, Helen Baptist, brings extensive SaaS go-to-market experience spanning the complete customer lifecycle, specializing in aligning revenue and customer teams to drive significant results and return on investment. At ItemMaster, she oversaw sales, marketing and customer success, resulting in 84% YoY growth and a 74-point improvement in customer satisfaction. Prior to ItemMaster, she was Senior Vice President of Marketing and Partnerships at Fishbowl, a restaurant customer engagement platform that was acquired by a private equity firm in 2017, and held a number of senior roles at AARP and Carlson Marketing (now Aimia).

VP Enterprise Sales, Sam Pederson, has spent over 20 years in the marketing technology space, first as a practitioner and Enterprise marketing leader and then as a sales and go-to-market leader. While at Marketo, he worked the company’s largest Enterprise accounts, expanding them to levels not seen before in Marketo’s then evolution. He then repeated that success as a leader at Cloudwords and Showpad.

Why Work at PathFactory?

This is where we get to boast a little about why we’re awesome and why it would be awesome for you to work with us. PathFactory is a fast-growing, innovative marketing technology company with a corporate culture that values individuality and diversity. We work hard and play hard and we do both with passion and respect for one another. Our company promotes a fast-paced, fun, friendly and highly collaborative work environment. PathFactory’s leadership is transparent, approachable, and committed to the growth of each and every team member. Weekly all-hands meetings, company events and a quarterly Founders’ Award for the team member who best embodies our values – these are all cherries on top of the PathFactory cake!

  • Generous medical, dental, and vision coverage
  • 2 days paid VTO (volunteer time off) every year to help impact your community
  • Education & learning stipend for personal growth and development
  • Flexible vacation time to promote a healthy work-life balance
  • Continuing Business Education through monthly “DevTalks” with global thought leaders
  • Sales Tech galore! SFDC, Gong, SalesLoft, LinkedIn Sales Navigator, ZoomInfo, and more

Don’t forget to check out our TrustRadius and G2 Crowd reviews to hear from our customers too.

Interested? We’d love to hear from you

If you believe you have the right stuff, apply below. Attach your resume and a short cover letter telling us why you are the right person for this job! We are marketers, not HR people, so feel free to let a bit of your personality come through. www.pathfactory.com

PathFactory is an equal opportunity employer.

It prohibits discrimination based on age, colour, disability, national origin, race, religion, sex, sexual orientation, and any other legally protected class in accordance with applicable federal, provincial and local laws. PathFactory is committed to creating and maintaining an inclusive and accessible workplace. If you are contacted for an interview and require accommodation during the interviewing process, please let us know.

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