Account Executive, Smb

The Sponsorship Collective is a consulting and training firm. Since 2015 we’ve worked with more than 2,000 organizations to help them build, price, and sell their sponsorship opportunities.Our flagship engagement is The Sponsorship Accelerator, a 90-day consulting engagement that helps clients identify and onboard new sponsors for their events.One important clarification: you are not selling sponsorship on behalf of clients. You are enrolling new clients into our consulting programs.The roleYou run scheduled consultations with inbound, setter-qualified prospects. Roughly 60–70 calls a month, about 45 minutes each. At target you close 8 – 12 clients into packages ranging from $7,500 – $15,000 USD to hit min KPI of $85,000 in new business per month.You should expect to spend 80% of your week on inbound calls and follow-ups with 1 – 2 hours per day dialing out to leads who have opted into our database, have asked for more information, or who have had a call in the past but did not move forward.The median sales cycle is 10 days and while there are opportunities for a one-call close, most of our sales happen over follow-up calls, especially when the prospect is a non-profit.Our setter team and marketing engine fill your calendar with qualified leads who already know the brand but are not aware of our solutions. They arrive pain-aware and problem-aware but not solution-aware. Your job is to diagnose, make them solution-aware, and help them reach a decision on the call.Run scheduled 45-minute consultations with setter-booked prospectsBook follow-ups from the call and maintain a mix of new calls and pipeline follow-ups on your calendar dailyExecute our consultative call framework and objection-handling sequencesGuide every conversation to a clear outcome: enrollment, firm next steps with commitment, or closed lostBook your own follow-ups and work your pipeline dailyWork with the setter team to build a follow-up strategy for active dealsTake part in daily huddles, weekly deal and KPI reviews, and monthly company meetingsWhat we’re looking for3+ years in sales and business development, with a track record closing offers in the $5,000–$25,000 range — coaching, consulting, agency services, professional services, or transactional B2B with a sub-30-day cycleProfessional services sales experience is a strong assetHigh degree of comfort with objection handlingThe judgment to tell a genuine multi-stakeholder process from a stallStrong rapport-building and diplomacy. You relate well to all kinds of people, defuse tension comfortably, and work well with peersThe temperament for high call volume and the resilience to keep your standard highCompensation and structureFull-timeBenefits, paid time off, RRSP matchingBase plus uncapped commission and bonuses, paid monthlyExpected OTE $140K – $160K at targetFully remote, Eastern Time business hoursHow to applyOur core values represent our North Star at The Sponsorship Collective. These values are what we use when creating processes, making decisions and evaluating progress. The right person for this role will appreciate and resonate with each value.Each member of the team does what they say they are going to do. Whether that is to hit our goals, ensure that our clients win or follow through on a promise, we do what we say no matter what it takes. We do not blame external factors for lack of success.Seek Feedback
We ask for coaching from our peers, clients, leadership and ourselves to shorten the feedback loop between testing and knowledge so that we can grow faster.Team First
Everyone has a duty to hold their peers accountable. When someone is not up to our standard, whether colleague or client, we call attention to it and provide direct and honest feedback.World Class
We insist on the highest standards from ourselves, our colleagues and our clients. To give anything but our best is to let ourselves and our team down. We treat ourselves, our clients, our colleagues and our profession with respect by showing up as our best every day, even when we fail, have to deliver hard truths or challenge limiting beliefs.Simplify Your Sponsorship Program and Capture the Attention of Prospects
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