Commercial AE (BOS)

Job Summary:

Commercial AE’s are product experts who run the full sales cycle—from qualification and tailored discovery to demo, evaluation management, and driving the buying process through close—with minimal support. They own a portfolio, manage a high‑velocity pipeline, and balance transactional motions with increasingly strategic, multi-threaded engagements across stakeholders to deliver measurable business impact and predictable results.

Supervisory Responsibilities:

• None.

Duties/Responsibilities:

• Run full‑cycle sales, including discovery, ROI‑backed business cases, tailored demos, and orchestrated evaluations through close, consistently applying a consultative approach over feature selling.
• Build and manage a diverse pipeline with clear creation and coverage targets; execute personalized outreach (e.g., Tier 1 strategies, effective sequences), follow up on inbound and partner-sourced leads, and align product releases to prospect interest to progress deals.
• Develop and maintain territory/account plans with tiering, prioritized top accounts, and documented account maps; maintain org charts and stakeholder alignment to accelerate access to economic buyers.
• Multi-thread proactively across marketing, finance, IT, and executive stakeholders; design and run workback/joint evaluation plans that incorporate all decision makers at the right times.
• Quantify value by running ROI analyses based on discovery insights and benchmarks; articulate the business case clearly and tailor assets (decks, case studies) to each persona.
• Collaborate cross‑functionally (BDRs, Solution Architects, Customer Success, Partnerships, Marketing/ABM, and leadership) with clear pre‑call prep, role clarity, and project‑managed work plans to advance opportunities.
• Maintain pipeline rigor and forecasting hygiene in SFDC: accurate stages, dates, next steps, “why/why not,” forecast categories, and timely deal updates that roll up predictably to leadership.
• Negotiate strategically using business value, pricing/packaging fluency, and trade‑based approaches; limit discounting to justified scenarios and time‑bound non‑standard offers with clear walk‑away points.
• Manage time intentionally (prospecting blocks, customer meetings, CRM admin, enablement); drive continuous improvement through self‑development and Gong usage to raise deal quality and consistency.
• Represent and operate in alignment with company values, reinforcing trust and long‑term partnership with prospects and customer
• Perform other related duties as assigned.

Required Skills/Abilities:

• Excellent verbal and written communication; active listening; ability to present to larger internal and external groups with confidence and tailor tone and content to the audience.
• Consultative selling with strong discovery; ability to translate business objectives into ROI‑justified use cases and demos tailored to discovery, not generic walkthroughs.
• Analytical mindset; ability to calculate ROI, interpret funnel and forecast signals, and apply core e‑commerce/SMB metrics to build compelling business cases.
• Proactive multi‑threading and executive engagement; persona‑specific messaging and sequencing to build consensus across stakeholders, including economic buyers and sponsors.
• Strategic territory and account planning; tiering, top‑account prioritization, and competitive plays supported by account research and mapping.
• Pipeline creation excellence; consistent outbound generation, coverage management, timely lead follow‑up, and orchestration of marketing/partner programs and events.
• Negotiation mastery; fluency in pricing and packaging, disciplined use of commercial levers, and trade‑based approaches that protect value while driving timely closes.
• Collaborative selling; ability to quarterback cross‑functional teams (BDR, SA, CS, Partnerships, Marketing/ABM, Leadership) with clear roles and workback plans.
• Tools proficiency: Salesforce, Outreach, LinkedIn Sales Navigator, Apollo, and Gong; strong SFDC hygiene and usage for forecasting and deal strategy.
• Growth mindset; openness to feedback, enablement participation, sharing best practices, and mentoring peers to lift team performance.

Education and Experience:

• 1+ years of Business Development experience with strong performance, 1+ years of Account Executive/closing experience in a sales role preferred 
• Experience within SaaS/MarTech, a plus
• A Bachelor’s degree or above, a plus.

Physical Requirements:

• Prolonged periods of sitting at a desk and working on a computer.

Please note that job responsibilities may change from time to time. Your team lead will be the most up to date source for job expectations.

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