More Specifically, you will

• Develop and rigorously execute a comprehensive business plan to achieve and exceed sales targets, closing deals with both existing clients and strategically identified new logo targets.
• Proactively and aggressively prospect for new sales opportunities within your assigned territory and respond to all inbound leads with urgency and diligence.
• Build and actively manage a robust sales pipeline that is at least 4x your annual quota target, ensuring consistent opportunity generation.
• Effectively manage the entire sales lifecycle from initial engagement through to successful deal closure, including contract generation and all other deliverables required to secure new business.
• Strategically prioritize sales opportunities and effectively coordinate internal KPA resources to consistently provide the best possible client experience.
• Develop, implement, and continuously refine a comprehensive territory plan to maximize market penetration and achieve sales objectives.
• Utilize Salesforce CRM diligently to continuously update and maintain accurate records of active deals for effective pipeline management, daily activity tracking, and precise sales forecasting.
• Rapidly develop a deep proficiency in articulating the compelling value proposition of KPA’s offering and confidently demonstrate the ability to deliver this message effectively in person, via engaging webinars, and through impactful phone conversations.
• Actively participate in all team meetings, proactively share best sales practices, and consistently maintain a positive, collaborative team player attitude – motivating and supporting colleagues as necessary.
• Collaborate cross-functionally with Marketing, Sales Development Representatives (SDRs), Product Management, Implementation, and the Executive Team to maximize sales pipeline generation, increase bookings, and provide valuable market feedback to inform KPA’s long-term strategic direction.

Success Criteria

• Ambitious. You possess a clear understanding of your personal definition of success and know how to build a robust sales pipeline to achieve it. You are constantly looking ahead to the next potential sale. KPA is in a high-growth phase, and we are all eager to celebrate your sales successes.
• Problem-Solver. When challenges arise during the sales process, you are persistent and don’t stop seeking effective solutions until you find the right answer. You proactively seek advice from peers and executives alike to understand the people, systems, and process issues that may be hindering a sale.
• Agile. You understand that the first approach isn’t always the most effective. You are adaptable and will collaborate with teammates to find the right recommendations and solutions for your prospective customers.
• Listener. You excel at connecting with prospects on a deeper level and recommending tailored solutions by effectively collaborating with sales engineers, EH&S subject matter experts, and client success teams.
• Technical. You are proficient in utilizing Salesforce and other modern sales technologies to support your efforts and are adept at selling both services and sophisticated software solutions to our new target markets.

Qualifications/Requirements

• 3-7 years of demonstrable full sales cycle experience, specifically within a Business-to-Business (B2B) SaaS environment.
• Experience selling into the manufacturing, construction, transportation, and/or energy industries is considered a significant plus.
• Proven experience managing and successfully navigating more complex sales cycles that involve engaging with C-Suite executives.
• Possess inherent Grit, strong Discipline, and a Competitive Drive to consistently achieve and exceed results (with a verifiable track record to support this).
• Discovery skills: You are adept at leading conversations to uncover critical pain points and possess a strong intellectual curiosity to understand the underlying reasons why buyers will make a purchase and how to effectively leverage that information.
• Presentation skills: You have the ability to clearly connect the dots between a prospect's pain points and KPA’s solution, effectively communicating the value proposition.
• Proficient in working with modern sales tools and technologies, including Salesforce, ZoomInfo, LinkedIn Sales Navigator, etc., as well as the Microsoft Office suite (including Outlook, Word, Excel, and PowerPoint).
• Possess a positive attitude and are a collaborative team player.
• Maintain a professional appearance and executive presence in all interactions.