Account Executive - MakeMusic

Company Information

Peaksware is the parent company for industry-leading brands MakeMusic, Alfred Music, and formerly TrainingPeaks and TrainHeroic. Our software platforms maximize the potential of expert instructors to reach and impact the lives of the world’s committed performers. We empower athletes and musicians to achieve their peak potential through data-driven software, robust analytics, and expert-led content.

We operate at the intersection of technology, finance, and human performance. As a lean, high-growth organization, we value execution, intellectual curiosity, and radical candor.

General Summary

As an Account Executive, you will play a crucial role in accelerating revenue and business growth. Leveraging your knowledge of the music education marketplace, you will identify potential customers, Music Teachers & Fine Arts Stakeholders, and seek to build meaningful relationships with them. You will develop a deep understanding of their needs and desired outcomes and utilize your product expertise to successfully overcome doubts and obstacles, converting prospects into paying customers.

This position will sit directly with the Sales team, work in close collaboration with the Customer Support and Customer Success Teams, Marketing Teams, and Product Teams, and report to the Manager of Sales, MakeMusic.

About You: You care about making authentic, human connections with prospective customers and supporting them throughout the decision-making process. You are relentless and goal oriented, creative and confident, and you work well in a fast paced, ever-changing environment. Your ability to discern the needs and motivations of others makes you an excellent influencer, which ultimately converts these built relationships into paying customers.

Core Functions:

• Identify and prioritize target K-12 schools and districts with music programs, leveraging market research and industry insights
• Work closely with the Business Development Team to develop sales pipeline from prospective new accounts
• Make outbound calls, conduct product demos, and make proactive visits to pre-selected strategic target customers resulting in increased sales
• Initiate and maintain contact with prospects through phone calls, emails, meetings, and other communication channels
• Educate prospects on our products, services, and the specific benefits
• Handle objections and identify opportunities to demonstrate value to prospects
• Manage the full sales cycle from lead generating and cold prospecting efforts, to managing and staying on top of your pipeline to deal negotiations and close

Other Responsibilities:

• Meet or exceed monthly, quarterly, and annual sales quotas and targets
• Provide clear and accurate visibility into pipeline performance resulting in increased accuracy of revenue forecasts
• Develop and maintain strong product knowledge, proactively learning new features, and product updates translating changes to value propositions and refining talk tracks
• Gather and take feedback from prospects internally, advocating for changes that reflect the needs of our customers and prospects
• Effectively manage your sales pipeline by keeping detailed records of customer information and interactions, sales activities, and progress toward sales goals in CRM
• Seamlessly transition paying customers to Customer Success

The work characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Requirements

Requirements

• Required Qualifications: 1-3 years experience in a SAAS sales capacity
• Experience as a music educator, or equivalent experience in music SAAS sales
• Proficient problem solving and critical thinking skills with a bias toward making data-driven decisions
• Strong negotiation and influencing skills and results drive
• Strong communication and interpersonal skills in both written and verbal mediums
• Strong organizational skills, able to prioritize tasks appropriately and manage multiple projects simultaneously
• Self-starter, with a proven ability to take ownership of assignments while working closely with others in a fast-paced, time-sensitive environment
• Growth-mindset: track record of learning from mistakes, finding opportunity among challenges, and dedication to continuous improvement
• Desired Qualifications: Familiarity with our products - MakeMusic Cloud (formerly SmartMusic)
• Working Knowledge of CRM tools
• Familiarity with Google Suite tools
• If this role appeals to you and you believe you could grow into it, we would rather hear from you than have you rule yourself out.
• All applicants will receive equal consideration for employment regardless of race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, status as a protected veteran, or length of time spent unemployed.
• Physical Demands: While performing the duties of this job, the employee is regularly required to sit and move about the facility; use hands to handle, or feel; talk by expressing ideas by means of the spoken word; and hear by perceiving the nature of sounds. The employee is occasionally required to stand, walk, and reach with hands and arms. The employee must occasionally lift and/or move up to 10 pounds. Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception, and ability to adjust focus.
• Travel: Willingness and ability to travel up to 15% of the time. Anticipated travel to include internal company events, meetings and training as well as customer events, trade shows and customer visits.