ebm Hiring for Sales Account Executive at Remote Full Time

ebm provides employee benefits solutions for Open Enrollment and beyond. Our portfolio of industry-leading benefits technology platforms and administrative services streamlines the entire benefits administration process for benefit consultants and HR. We’re proud to be recognized on the Inc. 5000 list as one of the fastest-growing private companies in America.

At ebm, everyone gives 110% – we live by our motto: Technology is only as good as the team that is behind it and our Core Values:

• All in
• Own it
• Nothing impossible
• Forward momentum
• No BS
• Positive vibes only

We are looking for a high-energy Account Executive to join our sales team and drive revenue growth by nurturing existing partnerships and closing new business.

This position requires an experienced sales professional who understands the unique challenges with SaaS sales in the employee benefits administration space.

With your extensive product knowledge and understanding of industry trends, you’ll work directly with brokers and benefit consultants from national and regional firms to consult on benefits technology solutions for their clients and prospects.

This is a quota-carrying, salaried position that includes an uncapped commission structure.

What you’ll do:

You’ll be selling to our broker partners, and to the prospective clients they bring us, and will be working with both short (<30 days) and long (>6 months) sales cycles depending on the deal.

• Nurture relationships to maximize and expand ebm’s existing broker partnerships
• Manage a funnel of qualified leads to develop relationships and convert them into active partners
• Manage the entire sales cycle and maintain a healthy sales pipeline that enables accurate forecasting
• Educate and guide prospects through the full sales process from qualification through close
• Qualify new opportunities before moving them through the sales pipeline to ensure they fit our target market
• Hold Discovery Calls with prospective clients to uncover and understand their benefits administration challenges and goals, and identify solutions to best meet their needs
• Participate in prospect demos of our benefits administration platforms and enhanced service offerings
• Respond to RFPs, discuss pricing, and generate proposals
• Close business at or above quota

You’ll be expected to:

• Build relationships with partners and potential clients to establish trust and rapport
• Master ebm’s value proposition and effectively position solutions to broker partners and prospective clients
• Accurately identify, qualify, and engage prospective partners and clients within our target market/ICP, with the discernment to walk away from a bad deal
• Develop and maintain a deep understanding of ebm’s products and services, and comprehensive knowledge of our platform capabilities, in order to educate prospects, guide them toward the best solutions, and accurately answer questions
• Stay informed about industry trends, competitor offerings, and market developments to maintain a competitive edge
• Identify opportunities for partners & prospective clients before they identify a need or gap for themselves
• Understand the challenges that other businesses face and find the right solution for them
• Maintain accurate information of your activities, next steps, communication, and more within our CRM
• Hit targets and drive numbers to contribute to company goals, revenue goals, and push the company forward

Requirements & Qualifications
We are only considering candidates who have experience selling into the employee benefits broker channel, specifically benefits administration software.

• Minimum of 5 years of sales experience in the employee benefits technology industry
• You have prior experience in a full-cycle sales position selling B2B SaaS with an exceptional track record of meeting/exceeding sales targets
• You have experience in negotiating and closing SaaS deal sizes of at least $50-100k/year in terms of annual contract value (ACV) and sales cycles of 3-6 months
• Proficient using CRM software to track & manage deal pipeline
• Experience using LinkedIn for social selling
• Proficient using Microsoft Office applications

If you meet the above requirements and the below sounds like you, please apply:

• You have strong communication skills and are a “people” person who is adept at kickstarting conversations and developing trust, and can liaise effectively with senior stakeholders
• You love to build relationships and don’t mind working accounts for months — you’re tenacious
• You possess sharp negotiation skills and bring a healthy dose of patience, active listening, adaptability, and persuasion to the table
• You are self-motivated, have a can-do mindset, and view challenges as learning opportunities
• You demonstrate a “never quit” attitude and approach every situation with tenacity and resilience
• You thrive in a fast-paced, remote environment while remaining highly accountable for achieving results

Some of the benefits of being part of the ebm team:

• Competitive base salary with uncapped commissions
• Comprehensive insurance & benefits package: Medical, dental, vision, HSA, company-paid Life/AD&D, company-paid short-term disability (STD), company-paid long-term disability (LTD), company-paid employee assistance program (EAP), voluntary employee/spouse/child life and AD&D, voluntary accident insurance, annual wellness subsidy
• 15 days paid time off (PTO) per year
• All federal holidays observed (11 paid holidays per year)
• 1 paid volunteer day per year & monthly charitable giving opportunities
• Flex hours eligibility
• 401(k) program with company match
• Professional development opportunities & access to resources for leveling up your skills

Job Type: Full-time

Pay: $60,000.00 – $80,000.00 per year

Benefits:

• 401(k)
• 401(k) matching
• Dental insurance
• Disability insurance
• Employee assistance program
• Health insurance
• Health savings account
• Life insurance
• Paid time off
• Vision insurance
• Work from home

Experience level:

• 5 years

Schedule:

• Monday to Friday

Supplemental pay types:

• Commission pay

Experience:

• selling to brokers/benefit consultants: 5 years (Required)

Work Location: Remote