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Account Executive, Emerging / Mid-Market

Replica

Leawood, KS, US
  • Job Type: Full-Time
  • Function: Sales
  • Industry: Technology
  • Post Date: 01/21/2023
  • Website: replicahq.com
  • Company Address: 1814 Franklin St, Oakland, California 94612, US
  • Salary Range: $50,000 - $150,000

About Replica

Replica is a next-generation urban planning tool that can help cities answer key transportation and land use questions.

Job Description

Replica provides data about the built environment and the ways people interact with it. With better data, human-context and an intuitive design, Replica helps public and private sectors make informed, effective, and responsive decisions. By showing how people live, move and work, we contextualize hard choices, allowing our clients to see around corners and understand the trade-offs surrounding their decisions. Whether for a city planner increasing public transit to underserved neighborhoods or for a grocery chain evaluating where to open a new location, Replica’s insights lets clients make more informed, people-centered decisions.

We spun out of Alphabet in 2019 and recently secured series B funding from venture firms including Founders Fund, Innovation Endeavors, Sidewalk Labs, Firebrand Ventures, and Revolution’s Rise of the Rest Seed Fund. Today, we are a team of 75 employees both working remotely and from our offices in Oakland, Seattle, New York and Kansas City.

We value our customers, believe in being resourceful, and work in service of each other to scale our product. As we build our team, we are committed to pursuing and bringing together a diverse workforce and creating an environment of inclusion. We value our differences and we encourage all to apply. We are committed to equal opportunity regardless of race, color, ancestry, religion, gender, gender identity, parental or pregnancy status, national origin, sexual orientation, age, citizenship, marital status, disability, Veteran status, or any other status protected by the laws or regulations in the locations where we operate.

The Role

The Account Executive “AE” is focused on selling the Replica platform to the Architectural, Engineering or Construction (AEC) vertical, as well as smaller tier state and local government accounts. Your primary responsibility will be to land new customers. The AE will manage the entire sales process, from prospecting to closing. Success will be measured by one's ability to obtain as much market share as possible within a given territory. In addition, this role will work closely with cross functional teams, like Customer Success, Marketing, and Business Development to achieve sales objectives. A successful AE enjoys working products and solutions that require deep understanding and technical knowledge.

Organizational Relationships

Account Executives will report to the Director of Sales, AEC Accounts.

Responsibilities

Own a sales target for net new customers acquired in the AEC Partner Market.
Own a sales target for net new customers acquired in the State and Local Government Market.
Manage the executive relationship within the AEC Partner Accounts to obtain referrals into SLG Accounts.
Own and execute up-sales within acquired Partner and SLG Customer Accounts.
Support the Customer Team with Customer Renewals as needed.
Develop a deep understanding of our data platform in order to communicate with all buyer types (technical, executive, users)
Build and execute lead generation strategies to create and maintain the appropriate pipeline coverage ratio.
Execute data-driven sales processes, through pipeline, forecasting, and opportunity management.
Collaborate with other roles within different departments to effectively execute your prospecting and sales goals within your assigned territory.
Understand prospective customer needs and requirements, organizational structure, key decision makers, and procurement processes and facilitate meetings by phone, video, webinar, and/or in-person.

Minimum Qualifications

2+ years with relevant sales experience achieving and exceeding quota
Preferred experience:
Understanding of the planning/transportation industry
Existing or previous working relationships with AEC firms and/or State and Local Government agencies
Working with products or services related to the built environment (engineering, architecture, construction, etc.) and understanding sophisticated and highly technical software and/or data products
Resilient. Startups excel because of their ability to fail fast and continuously optimize.
Strong collaborator and communicator. Highly effective at both written and verbal communication and work well with others.
Organized and efficient. The work and processes you complete are easily understood by others and completed with thoughtful urgency.

What We Value

We work in the service of others
We understand that talent + diversity + curiosity + relentlessness wins
We believe walking > talking
We operate with thoughtful urgency
We communicate openly and directly
We build products people use

Benefits

Our people! We work as a team and are excited to contribute to city planning
Competitive salary based on experience and potential for impact
Equity at an early stage startup
Health benefits including medical, dental, vision, FSA and HSA options
401k account + employer contribution
Offices in Oakland, New York, and Kansas City
Flexible PTO

Compensation

Replica is committed to fair and equitable compensation practices.
The base salary range for this position is $50,000 to $70,000. Actual compensation packages are based on several factors that are unique to each candidate, including but not limited to relevant qualifications, depth of experience, skill set, certifications, training, education, and specific work location. The compensation packages may be adjusted based on the candidate’s work location, due to differences in the cost of living for the given location. Our position titles may also span multiple career levels.
The sales commission for this role will range from $45,000 to $60,000 year one, on target, depending on role and level.
The total compensation package for this position additionally includes equity stock options, employee benefit package, 401k with 3% safe harbor employer contribution, unlimited PTO, and may also include other applicable incentive compensation and/or bonuses. For more information, visit https://replicahq.com/careers/

Replica is an Equal Opportunity Employer

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
To perform this job successfully, an individual must be able to perform each essential function satisfactorily.
The requirements listed are representative of the knowledge, skill and/or ability required.
Ability to operate at both a strategic/conceptual level and at a detailed, operational level metrics driven; highly disciplined
Must have strong interpersonal skills, maturity and good judgment and be capable of communicating with a diverse range of individuals
A hands-on, action-oriented approach that fits well with the entrepreneurial, fast-paced culture
Engaging leadership style that builds and sustains credibility with colleagues, clients and other stakeholders
Broad functional experience in areas of strategic planning and marketing, sales and market development and planning

If you don't think you meet all of the criteria above, but still are interested in the job, please apply. Nobody checks every box, and we're looking for someone excited to join the team.