Principal Account Executive - Commercial

Job Overview

At ICIMS, we believe the right people can transform a business. As the world’s leading recruiting software provider, we help organizations build stronger teams through innovative technology, industry expertise, and a relentless focus on customer success.

As a Principal Account Executive, you’ll play a critical role in helping organizations solve complex recruiting challenges and achieve their business goals. You’ll develop and execute value-based sales strategies for your assigned territory, leveraging your understanding of the ICIMS platform, industry insights, prospect research, customer success stories to qualified pipeline opportunities delivering meaningful business outcomes and achieve sales goals.

You’ll be supported by industry-leading sales tools, training, and cross-functional resources designed to help you succeed. As ICIMS continues to grow, there are numerous opportunities to advance your career, including Senior Principal AE, Strategic AE, and sales leadership roles.

In this Principal AE role, you’ll join the Commercial Sales team and work with organizations of up to 3,500 employees across the Western Coast of the United States.

This is a remote position that may require up to 25% travel.

Responsibilities

• Leverage company training opportunities to build expertise in the iCIMS Talent Cloud offerings, the talent acquisition landscape, and value selling.
• Research target accounts (750-3,500 employees) to identify key decision makers, understand business challenges, and build persona based value propositions.
• Builds sales funnels (3X pipeline) through individual prospecting efforts including but not limited to client referrals, regional networking, webinars and cold calling.
• Partner collaboratively with the sales development and presales teams to turn marketing qualified leads into sales qualified leads and develop/implement sales plans.
• Leverage the CRM to support the sales process and ensure pipeline accuracy.
• Through a consultative approach, uncover prospect business issues and craft value based proposals for the full suite of iCIMS portfolio solutions.
• Lead the entire sales process, including RFP/RFI and final contract, and coordinate efforts with marketing, presales, sales management, accounting, services, infosec, legal and technical groups.
• Consistently achieve sales quotas for new logo accounts.

Qualifications

• 10+ years of experience in software sales.
• 7+ years of experience targeting new logo (large) enterprise accounts with complex deals.
• Proven success in consistently achieving B2B sales quotas with deals that are more advanced in scope and size, including global organizatons.
• Demonstrated ability to build effective, value based sales plans with adequate pipeline coverage to ensure quota achievement.
• A passion for helping potential customers solve business issues with advanced technology solutions.
• Ability to effectively uncover and engage various buyer personas to build the right relationships and close new logo accounts using a value based approach.
• Able to communicate with and influence multiples layers within organizations, including Senior Leadership through C-level.
• Ability to work both independently and within a team environment.
• Proficiency with Microsoft Office products such as Word and Excel.
• Proficiency with LinkedIn and social selling.

Preferred

• Experience with Salesforce, Clari, SalesLoft and Gong.
• Experience with 360-degree selling methodology.
• Experience in HCM / Software-as-a-Service/ Technology industry.

• EEO Statement iCIMS is a place where everyone belongs.
• We celebrate diversity and are committed to creating an inclusive environment for all employees.
• Our approach helps us to build a winning team that represents a variety of backgrounds, perspectives, and abilities.
• So, regardless of how your diversity expresses itself, you can find a home here at iCIMS.

Compensation and Benefits

• We accept applications for this position on an ongoing basis until the position is filled. Applications will be reviewed as they are received, and qualified candidates may be contacted throughout the posting period.
• The anticipated base salary range for this position is $105,000 – $130,000. In addition, the estimated on-target earnings (“OTE”), which includes base salary and commissions, is $210,000 – $260,000.

Competitive health and wellness benefits include medical, dental, vision, 401(k), dependent care, short term and long-term disability, life and AD&D insurance, bonding and parental leave, mindfulness resources, an open vacation policy, sick days, paid holidays, quiet hours each workday, and tuition reimbursement. Benefits and eligibility may vary by location, role, and tenure. Learn more here: