Mid-Market Account Executive

About Ketch

Ketch is a coordinated set of applications, infrastructure, and APIs that collapses the cost and complexity of privacy operations and mobilizes permissioned data for deeper customer engagement and top-line growth. 

With Ketch, companies can adapt programmatically to fast-changing regulations while managing risk and significantly reducing operational and privacy engineering costs. Our customers achieve complete, dynamic data control and intelligence over vital data assets. Our products help build trust and create the foundation for responsible AI and advanced data and analytics initiatives. 

About Our Team

The successful candidate will join our team of Account Executives, Sales Engineers, Inside Sales Representatives, and Business Development Representatives (BDRs). Through our work, we bring Ketch values of passion, growth, grit, collaboration, and integrity to life.  We love to learn and are open to feedback. Ketch is growing rapidly and we’re scaling our team to help further accelerate our growth. Our new colleague will enjoy working in a fast-paced environment.  

About The Role

We’re looking for a mid-market Account Executive (AE) with a solid track record of building strong customer relationships and beating sales quota. In this role, you will develop a deep understanding of potential customer challenges, appropriately map Ketch solutions to needs, quantify business value, shape the business case for action and close business. The successful candidate will work well with colleagues across other functions including marketing, customer experience, product management, legal, and finance.

While this is a remote role based in the US, we will be prioritizing candidates that are located in Chicago, Illinois.

• Pipeline Generation – Source and qualify new business opportunities that fit our ICP. Develop roughly 30% of your annual book of business. Advance inbound and partner generated opportunities. Maintain appropriate pipeline hygiene and coverage.
• Relationship Development – Gain a deep understanding of the target customer’s business, relevant processes and challenges. Ensure the right questions are being asked and answered. Bring unique value to every interaction.  Develop relationships with multiple buying personas within the account.
• Value Framing – Connect a prospect’s business objectives (both functional and corporate) with the Ketch solution. Do the math. Construct a compelling business case. 
• Sales Execution – Conduct effective account discovery. Apply MEDDPICC throughout the sales cycle. Develop pitch and proposal material as appropriate. Make responsible, effective use of company assets. Handle objections. Document activities in Salesforce. Drive opportunities to Closed/Won.
• Product Knowledge – Develop high-level functional and technical understanding of Ketch products.  Align product demonstrations to customer needs.

• 4+ years of quota-carrying, consultative sales at a SaaS company in the data privacy and/or adtech/martech sectors
• 2+ years of average deal sizes in range from $50K to $150K
• 2 + years of proposal writing and pitch material development
• Demonstrated ability to translate a technical solution into measurable business value
• Results-driven mindset and proven ability to beat sales targets
• History of success in working as part of a virtual global team environment 
• Exceptional time management and people alignment skills
• Bachelor’s degree or equivalent