Job Information
Quorum Enterprise Account Executive in Washington, District Of Columbia
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 Corporate Enterprise Account Executive , you will sell $200,000+ deals to a small number of highly strategic enterprise accounts. On the new logo side, you will own strategy from identification and prioritization of accounts, mapping the enterprise, developing a bespoke solution, to driving the deal through procurement to close. You will also own expansion of enterprise accounts, and your input will be relied upon to help shape our marketing and product efforts in this space.
What You'll Do
First Week: You will be introduced to Quorum’s new logo sales process playbook, receive log-in access to start exploring the Quorum software platform, and get to know the 20+ dedicated members of the Quorum Business Development team.
First Month: You will participate in our new hire sales training program, complete a product demonstration certification, and invest in building out your own sales leads pipeline through creative phone and email outreach to potential customers. You will also receive regular coaching from a direct manager and training manager who listen in on sales calls.
First Six Months: You will meet weekly sales activity targets, learn fundamental industry-specific territory management skills, and build a robust sales pipeline with opportunities at every stage of the sales process. You will conduct discovery calls and lead product demonstrations to understand potential customers’ needs. You will navigate pricing negotiations and learn how to offer mutually beneficial sales concessions that enable Quorum and a client to move forward together. You will close your first sale, earn your first sales commission, and take steps to ensure you are on track to meet quarterly and annual sales quotas.
First Year: You will meet hundreds of government affairs professionals around the world, close dozens of sales, meet or exceed an annual revenue quota, and have a real impact on a fast-growing company that is changing the way the advocacy process works in Washington DC and beyond.
Please note: We have a minimum of a 1 quarter ramp time.
About You
You have carried an annual goal of $750k+ annual goal in new logo and/or expansion sales (please exclude any renewal quota) at $50k+ ASP and met or exceeded quota consistently.
You have complex sales experience and are comfortable working with multiple stakeholders across many levels of the business both internally and externally.
You can manage a pipeline with varying degrees of velocity, sales price, complexity; grasps the importance of owning their number and the controllable inputs needed to hit that number.
You are comfortable sourcing your own pipeline and building relationships to further long-term sales.
You have experience selling and mastering a complex product (i.e. leverages sales engineer only as need versus as the norm) in a mix of greenspace (i.e. client has no existing solution so selling on need for software and why yours is the right choice) and takeaway (i.e. client has an existing solution with a competitor, selling on why yours is the right choice).
You are incredibly detail oriented: you takes note on all calls, are quick to reply and follow up, understand the importance of sales process and documentation.
You are a rockstar if you have sold public affairs software (or an adjacent product/industry) previously, have in-house or firm experience as a public affairs professional, or experience working alongside lawmakers and/or lobbyists.
You are generally someone who decides they will be good at whatever they put their mind to, and leverages the resources at hand to make that happen.
About the Business Development Team
We are proud to be the engine of growth for our company year over year without the need for outside investment.
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 dedicated to recommending the best possible solution for the challenges prospects identify and having an honest discourse with our buyer
We take pride in earning the trust of our market through an intentionally respectful approach to competition.
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.
We are curious, hardworking, and pursue our goals with perseverance and passion.
We are searching for high-energy Account Executives who can recognize opportunities, articulate professional and personal obstacles, and turn leads into long-lasting partnerships.
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 (https://www.glassdoor.com/Photos/Quorum-Analytics-Office-Photos-E1137932.htm) . 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 (https://www.linkedin.com/company/quorum-analytics-inc) that is changing the way the advocacy process works (https://twitter.com/quorumanalytics?lang=en) ? If so, drop us a line. We'd love to talk to you!
Benefits
Flexible Paid Time Off
Paid Company holidays plus additional company-wide days off for team members to rest and recharge
Four Day Weekends for President’s Day, Memorial Day, Fourth of July and Labor Day
Free Subscription to the Calm App
Free Subscription to Linkedin Learning to support professional development
Invest in Yourself Days - one designated day per quarter is dedicated to your professional development!
One-time Work from Home Stipend
401k match
Choice of trans-inclusive medical, dental, and vision insurance plan options
Virtual and in-person team events
Bright sunlit open office concept with your own dedicated desk (if you want it)
Inclusion & Diversity Affinity Groups to support belonging
12 weeks paid parental leave
Location: Washington, D.C.
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 (https://www.linkedin.com/pulse/four-ways-advance-pay-equity-your-organization-melissa-theiss/) , 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 Enterprise Account Executive role cannot negotiate Quorum’s base salary offer.
Here’s our promise to you:
We will not ask you what you are currently earning.
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 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.
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 (https://projectinclude.org/) , AAUW (https://www.aauw.org/research/the-simple-truth-about-the-gender-pay-gap/) , Ministry for Women (https://women.govt.nz/nacew/information/develop-your-workplace-negotiation-skills/why-negotiation-issue-women) , Magoosh (https://magoosh.com/blog/why-we-dont-negotiate-salary/) .
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.
We comply with all requirements for US government federal contractors issued by the OFCCP, IFR, and the terms of our government contracts.
EEO/AA/F/M/Vet/Disabled