Account Executive, Mid Market, Public Sector

Description

Sprout Social is looking to hire an Account Executive, Mid Market, Public Sector for the Sales & Success team.

Why join Sprout’s Sales & Success team?

Joining the Sales and Success team is an opportunity to accelerate your career. We’re a winning team selling and supporting the leading social media management platform for businesses. Not only do you get to work alongside some of the sharpest minds in the industry, you also get to work with some of the biggest brands in the world ​​including General Mills, Make-a-wish Foundation, Honda, and Edelman. And the real kicker? You get to design your own career and follow the path that’s best for you. Wherever you want to go, we’re committed to helping you get there. 

What you’ll do

• Collaborate with senior Account Executives to identify and cultivate sales opportunities within the Public Sector enterprise segment.
• Take full ownership of transactional deal cycles & work with your extended account team to drive results in Sprout’s Public Sector business.
• Own & exceed targets by consistently hitting or exceeding activity goals, such as prospecting and meetings, to build and maintain a strong pipeline that drives consistent quota achievement. 
• Develop strong, long-term relationships within your accounts by engaging at multiple levels, from executives and VPs to end users, ensuring broad and deep customer engagement across your portfolio.
• Serve as a Velocity Deal Sales “Overlay” on our Public Sector team, managing the entire sales cycle for transactional deals while supporting a team focused on large-scale opportunities.

What you’ll bring

Sprout Social is seeking a highly motivated, tech-savvy Account Executive with strong business acumen to join our growing enterprise sales team. The ideal candidate will be equally passionate about delivering exceptional customer value and driven to identify, pursue, and close new business opportunities in partnership with Account Executives.

These are the minimum qualifications that our hiring team is looking for in this role:

• 2+ years of experience in B2B sales, with a proven track record in hunting and closing full-cycle sales opportunities (SaaS experience is a plus).
• Demonstrated ability to exceed sales targets and other performance metrics consistently.
• Strong aptitude for managing a large number of transactions in a fast-paced environment.

Additionally, these are the preferred qualifications that would indicate a particularly strong candidate:

• Experience selling to the Public Sector industry is a plus. 
• Strong experience in developing and nurturing relationships with key decision-makers across multiple functions, including executives, department heads, and cross-functional teams.
• Proven ability to collaborate with internal teams and cross-functional stakeholders to drive deal momentum and exceed expectations for both prospects and customers.
• Experience in a co-selling environment, working alongside colleagues to close deals and ensure client success.

How you’ll grow

Within 1 month, you’ll plant your roots, including:

• Participate in Sprout Social's new hire training & onboarding program alongside fellow team members to gain a comprehensive understanding of our products and the role you play within the organization.
• Collaborate with the Director of Enterprise to define key success metrics for your position and establish how you will track and measure your performance.
• Engage with current Enterprise Sales team members one-on-one to understand successful strategies, identify areas for improvement, and apply insights to your own role.
• Shadow Account Executives during live sales calls or through Gong recordings to learn effective sales strategies, techniques, and messaging.
• Get hands-on with our platform to explore its unique features, understand its business impact, and grasp why customers love our solutions.
• Familiarize yourself with relevant customer stories and case studies to support your value propositions with real-world ROI examples.
• Complete a product demo and written certification to ensure a thorough understanding of our solutions and sales process.
• Learn the existing customer sales process by shadowing your peers and actively participating in sales activities to build proficiency.

Within 3 months, you’ll start hitting your stride by:

• Build relationships with key stakeholders in your existing customer accounts to strengthen your book of business and establish long-term partnerships.
• Understand your customers’ language and needs, identifying opportunities to expand our offerings by either entering new personas or increasing platform adoption with existing teams.
• Own and exceed your performance metrics, consistently meeting or surpassing activity goals to build a robust pipeline that drives reliable quota achievement post-ramp.
• Collaborate with Account Executives to develop effective account and territory plans.
• Conduct thorough research using available tools and data sources to understand your customers' brand, culture, KPIs, partners, and success metrics, enabling you to provide tailored insights and establish yourself as a trusted advisor.

Within 6 months, you’ll be making a clear impact through:

• Cultivate strong internal relationships across teams and other key stakeholders involved in the sales process. Gain a thorough understanding of each team’s expectations and service level agreements to ensure seamless collaboration throughout deal cycles.
• Build a pipeline that exceeds 4X your monthly quota target for new logo acquisition, maintaining a strong focus on generating high-quality opportunities.
• Become an expert in Sprout Social and the social media landscape, staying up to date on trends, product updates, and platform enhancements. Use this knowledge to help customers unlock the full potential of our solutions and achieve their business objectives.
• Consistently meet or exceed your monthly and quarterly revenue targets, driving strong sales performance and contributing to overall business growth.

Within 12 months, you’ll make this role your own by:

• Take on a peer leadership role by sharing best practices and insights across the organization, helping colleagues grow and learn from your experiences.
• Consistently surpass key metrics for monthly activity, pipeline growth, and new business acquisition, ensuring continuous progress toward team and organizational goals.
• Actively seek and incorporate feedback from peers and customers, both solicited and unsolicited, to continuously improve performance, refine strategies, and enhance customer relationships.

Of course what is outlined above is the ideal timeline, but things may shift based on business needs and other projects and tasks could be added at the discretion of your manager.

Our Benefits Program

We’re proud to regularly be recognized for our team, product and culture. Our benefits program includes:

• Insurance and benefit options that are built for both individuals and families
• Progressive policies to support work/life balance, like our flexible paid time off and parental leave program 
• High-quality and well-maintained equipment—your computer will never prevent you from doing your best
• Wellness initiatives to ensure both health and mental well-being of our team
• Ongoing education and development opportunities via our Grow@Sprout program and  employee-led diversity, equity and inclusion initiatives.
• Growing corporate social responsibility program that is driven by the involvement and passion of our team members
• Beautiful, convenient and state-of-the-art offices in Chicago’s Loop and downtown Seattle, for those who prefer an office setting

Whenever possible, Sprout wants to provide our team with the flexibility to work in the location that makes the most sense for them. Sprout maintains a remote workforce in many places in the United States. However, we are not set up in all states, so please look at the drop-down box in our application to see whether your state is listed. Few roles require an office setting. If your position requires a physical presence in a Sprout office, it will be evident in the job listing and your offer letter.

This role’s On Target Earnings (“OTE”) is $135,000 USD annually. OTE is the sum of a fixed base salary plus incentives at target performance. Incentive compensation will vary based on performance. The minimum amount earned is the fixed base salary. Since the incentive plan is uncapped, this role has no maximum pay range.

These ranges were determined by a market-based compensation approach. We used data from multiple sources, including, but not limited to, trusted third-party compensation sources to set equitable, consistent and competitive ranges. We also evaluate compensation bi-annually, identify any changes in the market and make adjustments to our ranges and existing employee compensation as needed.

OTE is only one element of an employee's total compensation at Sprout. Every Sprout team member has an opportunity to receive restricted stock units (RSUs) under Sprout’s equity plan. Employees (and their dependents) are covered by medical, dental, vision, basic life, accidental death, and dismemberment insurance, and Modern Health (a wellness benefit).  Employees are able to enroll in Sprout’s company’s 401k plan, in which Sprout will match 50% of your contributions up to 6% with a maximum contribution. Sprout offers “Flexible Paid Time Off” and ten paid holidays. We have outlined the various components to an employee’s full compensation package here to help you to understand our total rewards package.

Sprout Social is proud to be an Equal Opportunity Employer and an Affirmative Action Employer. We do not discriminate based on identity- race, color, religion, national origin or ancestry, sex (including sexual identity), age, physical or mental disability, pregnancy, veteran or military status, unfavorable discharge from military service, genetic information, sexual orientation, marital status, order of protection status, citizenship status, arrest record or expunged or sealed convictions, or any other legally recognized protected basis under federal, state, or local law. Learn more about our commitment to diversity, equity and inclusion in our latest DEI Report.

If you need a reasonable accommodation for any part of the employment process, please contact us by email at accommodations@sproutsocial.com and let us know the nature of your request and your contact information. We'll do all we can to ensure you're set up for success during our interview process while upholding your privacy, including requests for accommodation. Please note that only inquiries concerning a request for reasonable accommodation will be responded to from this email address.

For more information about our commitment to equal employment opportunity, please click here (1) Equal Opportunity Employment Poster  (2) Sprout Social's Affirmative Action Statement (3) Pay Transparency Statement. 

When you apply for employment with Sprout Social, we will process your job applicant data, including your employment and education history, transcript, writing samples, and references as necessary to consider your job application for open positions. Your personal data will be shared with Greenhouse Software, Inc., and Crosschq, Inc., cloud services providers located in the United States of America and engaged by Sprout Social to help manage its recruitment and hiring process on Controller’s behalf. Accordingly, if you are located outside of the United States, by clicking “Submit Application” on this site, you consent to the transfer of your personal data to the United States. For more information about our privacy practices please visit our Privacy Policy. California residents have additional rights and should review the Additional Disclosures for California Residents section in our Privacy Policy.

Additionally, Sprout Social participates in the E-Verify program in certain locations, as required by law. 

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