SaaS Account Executive (TPRM)

Aravo was founded to bring order to the complex, chaotic world of enterprise Third Party Risk Management. We deliver the market-leading enterprise SaaS solution for managing third-party risk and compliance, helping Global 2000 companies protect their brand, build customer trust, and drive principled performance. Our notable and growing customer base includes the biggest and most respected brands in the world including Google, Microsoft, Salesforce, Deloitte, Ford, GE, J&J, Pfizer, State Farm, Fidelity, Visa, British Petroleum, British Telecom, Nike, P&G, Unilever and many others. 

Working for Aravo is working with purpose. Our team takes pride in delivering excellent products that really make a difference and we enjoy providing exceptional service to our clients. We’re intelligent, collaborative and solutions driven. We know what we do helps serve a greater purpose by providing solutions that help eradicate corruption and social injustice from the world’s supply chains and third-party networks. We feel really good about that. 

Aravo is headquartered in San Francisco, with offices and partners across the US, Europe and Asia. 

The Role: 

Aravo is growing fast and recognizes the importance of building a world-class team to fuel our continued success. With significant investment and strong leadership to expand our business, it’s a tremendous time to join the Aravo team! In this role you’ll have the opportunity to: 

• Support our clients who are building and managing world-class third-party risk management programs by maximizing the value of their investment in the Aravo platform 
• Provide a valued voice, where ideas and creative approaches are welcomed 
• Feel a sense of accomplishment as you are empowered to deliver in a dynamic, fun and fast-paced environment 
• Celebrate successes and grow with us! 

Aravo is looking for a high-performing proven Account Executive in the enterprise space (>$5B) for expansion sales into our installed base. The successful candidate will meet our customer retention and expansion growth objectives. Main responsibilities will include developing key growth sales strategies, tactics, and action plans. Successful execution of these strategies is required to achieve our financial targets. This individual will also be responsible for hitting annual targets, building relationships, and understanding customer trends. 

Main Responsibilities: 

• Own and crush annual expansion sales targets within assigned accounts 
• Develop a solid and trusting relationship between major strategic clients and prospects 
• Develop and execute strategic plan to achieve sales targets and expand our footprint in the >$5B, enterprise space  
• Build and maintain strong, long-lasting customer relationships 
• Partner with customers to understand their business needs and objectives 
• Effectively communicate the value proposition through proposals and presentations 
• Understand category-specific landscapes and trends 

• Reporting on forces that shift tactical budgets and strategic direction of accounts 
• Expand relationships into new groups and departments within our customer base 

Requirements

• 8+ years of enterprise sales experience with a focus on SaaS solutions 
• Outstanding history of meeting or exceeding quotas  
• Verifiable history of landing and expanding sales within enterprise level accounts 
• Ability to communicate, present and influence all levels of the organization, including executive and C-level 
• Proven ability to drive the sales process from plan to close 
• Proven ability to articulate the distinct aspects of products and services 
• Proven ability to position products against competitors 
• BA/BS degree or equivalent experience 

Skills: 

• Ability to multitask, prioritize and manage time efficiently 
• Goal-oriented, organized team player 
• Self-motivated and self-directed 
• Excellent interpersonal relationship skills 
• Eager to expand company with new sales, clients, and territories 
• Excellent verbal and written communication skills; must be a listener, a presenter, and a people-person 
• Strong negotiation skills, with ability to follow-through on client contracts 
• Ability to multitask and manage multiple client accounts successfully 

• Basic computer skills, and experience with CRM software (Salesforce is a must) and Microsoft Office Suite, with an emphasis on superior Excel skills 

Benefits

• Paid Maternity and Paternity Leave
• Life and AD&D Insurance
• Long-Term Disability Insurance
• 401K with Company Matching
• Equity Participation
• Fully Stocked Kitchens
• Company-Sponsored Charitable Day of Giving Events