Remote
Overview:

Guru helps teams build and surface the knowledge they need to do their jobs in real-time. With offices in Philadelphia and San Francisco, including a distributed team across the US, we are looking for a Strategic Account Executive to join the team.

As a Strategic Account Executive, you’ll play an instrumental role in identifying, prioritizing, shepherding and converting our largest best-fit Strategic prospects (Strategic Segment is companies with 500+ employees) as they advance through the various stages of considering, evaluating, trialing, justifying and purchasing Guru.

You will deliver compelling pitches and winning sales strategies by knowing your product, buyers and the competitive landscape; most importantly, you’re an excellent team-selling partner who can efficiently orchestrate the organizational resources at your disposal - sales development, sales engineering, professional services and information security - in demonstrating the business, functional and comprehensive merits of Guru relative to other knowledge management solutions and business priorities.

This job is not only about how well you sell; it’s about how you lend your positivity and presence, combined with your skills, to an energized environment and highly collaborative team.

Key Responsibilities:
  • Consistently seek new sales opportunities through inbound lead management & outbound cold prospects using customer research, product data and account planning
  • Collaborate with Sales Development in crafting and executing a targeted accounts prospecting strategy
  • Prioritize and qualify prospects based on customer profile and product usage metrics
  • Have a deep understanding of the product’s technical capabilities and customer use cases
  • Deliver compelling discovery demos for inbound and outbound prospect companies and organizations
  • Uncover, qualify, manufacture and drive end to end net new sales opportunities by employing Guru’s product-led sales methodology
  • Partner with Sales Engineering in delivering winning group demonstrations and sales-led product trials and funneling unqualified prospects into less resource intensive prospect-led trial paths
  • Collaborate with buyer champions in developing and delivering compelling return on investment and business cases to leadership and financial decision-makers
  • Leverage and Support Professional Services to ensure your customers are implementing Guru and realizing value in a timely manner before transferring ownership to the Account Management team
  • Share product and messaging feedback with Product Marketing and Management
  • Test new sales tactics, strategies and messaging frameworks as the product, buyers, competitive landscape and knowledge management market continue to evolve
Requirements:
  • 4+ years as a quota carrying SaaS sales rep with preference for experience in a product-led sales motion
  • Proven experience meeting and exceeding quota by consistently closing 5 and/or 6 figure annual recurring revenue deals
  • Experience navigating and closing sophisticated deals with multiple partners, while maintaining a strong consultative selling approach
  • Great teammate who knows how to successfully partner with and use Sales Development, Sales Engineering and Professional Services to consistently win new deals
  • Proficient in one or more SaaS selling methodologies
  • Experience prospecting into targeted, best-fit accounts and self-sourcing pipeline
  • Excellent discovery demo, web presentation and written communication skills
  • Proficiency with Salesforce required, experience with Slack, LinkedIn Sales Navigator, Zoom, Chorus, Outreach and Intercom preferred but not required
  • Experience with content management, knowledge management or support solutions industries is a plus
Benefits to you:
  • Competitive salary
  • Employee Incentive Stock Option Plan
  • Paid Parental, Family & Medical Leave
  • Unlimited Vacation
  • 401k
  • Professional Development Stipend
  • Wellness Stipend
  • Home Office Stipend
  • Tuition Reimbursement
  • Thrive After Five: in recognition of our long-tenured employees, Guru celebrates your five year anniversary with a $10,000 personal travel reimbursement
  • Remote perks
  • Generous medical benefits package
  • Guru-sponsored company & team events, no matter where you work
About Guru:

Guru is a dynamic, fast growing start-up based in Philadelphia and San Francisco. Our mission is to reinvent the way people connect with meaningful information at work. Guru’s knowledge management solution provides customer-facing teams access to expert-verified information where they work and when they need it most. We believe in cultivating a welcoming, inclusive culture that encourages personal growth through working hard and having fun.

Launched in September 2015, our vision is backed by an amazing group of investors including FirstMark Capital, Salesforce, Michael Dell, the Slack Fund, Emergence Capital, Thrive Capital and Accel. As we enter the next exciting stage of expansion, we're searching for passionate individuals to join our rapidly growing team.

This is a full-time position that can be Remote or based out of our Philadelphia or San Francisco offices. Re-location and/or Visa Sponsorship is not included in our hiring package. Applicants will need to be authorized to work in the US.

We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.

All are welcome here. At Guru, being inclusive is very important to us. Regardless of race, age, ethnicity, sexual orientation, gender identification, or background.

We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us at talent@getguru.com to request accommodation.

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Senior Account Executive