ABBYY is hiring an Account Executive to be a relentless hunter, prospecting within a defined territory to identify, manage, and close new business. You will drive Annual Recurring Revenue (ARR) through new subscription and cloud sales while aggressively expanding our footprint within the existing customer base.
What You'll Do
- Consistently hit or exceed quarterly sales quotas.
- Proactively identify sales opportunities with new and existing customers to build an active sales pipeline.
- Drive ARR by acquiring new subscription and cloud sales.
- Develop strong relationships with channel partner sales reps to uncover and co-sell new opportunities.
- Assess prospect requirements and effectively position ABBYY’s solutions to address them.
- Deliver medium-level product demonstrations, leveraging Solution Consulting resources as needed.
- Negotiate prices and terms and prepare sales agreements.
- Collaborate across functions to manage the complexity of an enterprise sales cycle.
- Aggressively drive upsells and cross-sells within the existing customer base.
- Provide accurate forecasting and pipeline information to management using SFDC.
- Prospect and sell ABBYY products and services in your defined territory to meet your assigned revenue quota.
What We're Looking For
- 5+ years of successful sales experience prospecting into new territories and selling enterprise software to mid-market accounts.
- Track record of quota attainment and over-performance.
- Skill in navigating organizations to find and engage the right contacts.
- Proven experience leveraging Salesforce to document and track sales activity and pipeline.
- Strong research skills with the ability to learn about an assigned market.
- Familiarity with modern sales tools, including Zoominfo, LinkedIn Sales Navigator, and Hubspot.
- Excellent interpersonal, communication, presentation, and writing skills.
- Fluent in English and Japanese.
- Bachelor's Degree (4-year degree), with a preference for Business or related study, or equivalent work experience.
Nice to Have
- Experience selling or managing accounts for SaaS, ECM, Process Mining, or BI solutions.
- Ability to penetrate accounts and close business without relying heavily on onsite and in-person meetings.
Technical Stack
- Salesforce
- Zoominfo
- LinkedIn Sales Navigator
- Hubspot
Team & Environment
You'll join a global team of 600+ colleagues spread across 15 countries on four continents. Our culture is built on respect, transparency, simplicity, innovation, excellence, and teamwork.
Benefits & Compensation
- Remote and hybrid working options
- Flexible hours
- Two paid volunteering days off every year
- Paid parental leave
Work Mode
This role is based on a hybrid work model located in Tokyo, Japan.
ABBYY is an Equal Employment Opportunity employer that values the strength that diversity brings to the workplace.
