Zylo is the enterprise leader in SaaS Management, enabling companies to discover, manage, and optimize their SaaS applications. Zylo helps companies reduce costs and minimize risk by centralizing SaaS inventory, license, and renewal management. Trusted by industry leaders, Zylo’s AI-powered platform provides unmatched visibility into SaaS usage and spend. Powered by the industry’s most intelligent discovery engine, Zylo continuously uncovers hidden SaaS applications, giving companies greater control over their SaaS portfolio. With more than 30 million SaaS licenses and $34 billion in SaaS spend under management, Zylo delivers the deepest insights, backed by more data than any other provider.

Overview

Reporting to our RVP of Sales, our Sr. Account Executives are aligned to organizational sizes ranging from Commercial & Mid-Market to Enterprise. Zylo is vertically agnostic with vast greenfield opportunities. It is important that you are effective in all stages of the sale cycle from top of funnel prospecting to creating a value selling exchange with our prospects.

What you will do

• Ownership of the complete sales cycle including: prospecting through your own outbound/nurturing efforts, initial sales & discovery calls, evaluation, software demonstration and closing.
• Work directly with your named Business Development Representative to book Discovery calls with net new prospects
• Selling into executive level stakeholders across different LOB decision makers that include Procurement, CIOs, CFOs, etc
• Build tailored sales presentations focused on Solutions and Business Outcomes derived from Zylo and the Discovery Process
• Lead Proof of Concept efforts within prospect accounts - coordinating prospect resources and Zylo team members to show Zylo’s functionality & proven solution
• Collaborate, align, and work across Sales, Customer Success, and Executive teams to build strategic plans for prospects to secure success for Zylo
• Communicate and organize escalation of issues appropriately, including finance, legal, security, onboarding, and technical inquiries
• Commit to educating the market and be seen as a subject matter authority on Software Management
• Oversee all sales activity and deals using tools such as Salesforce, Gong, and other tools.

What you need

• Minimum 4 years experience in selling B2B SaaS subscription based software or related IT solutions to Commercial and Enterprise brands in Technology, Finance, Healthcare, Retail & Pharmaceutical industries.
• Proven success taking marketing driven prospects from Interest & Education through the entire sales funnel, leading to close
• Well-versed at selling across an organization and up to C-level executives in IT, Finance, or Procurement functions
• Experience in delivering product demonstrations remotely in consultative selling with an in-depth discovery process value based selling motions on how technology can remedy their needs.
• Proven track record of meeting and exceeding quota on a consistent basis
• High energy and a curiosity about the world of software management with the desire to continually improve
• Travel will be as necessary to Zylo HQ in Indianapolis, as well as to customer meetings

Nice to have

• Experience delivering Proof of Concept sales processes
• Selling data-driven, analytics solutions
• A conversational and educational approach to go in-depth with Procurement, CIOs, CFOs, and LOB Executives to successfully share Zylo’s vision of the future of subscription-based software
• Knowledge using sales technology and automation tools, including Salesforce, Slack, Google Suite
• Experience at rapid growth and scale-up company

At Zylo, we’re committed to Growing Stronger Together by fostering a diverse and inclusive workplace. We believe that a variety of perspectives not only fuels innovation, but also allows us to better serve our diverse customer base. If you meet the essential qualifications, we encourage you to apply and join us on this journey. Still growing in your career? Connect with our talent community—we’re always looking for future Zylos who share our passion for continuous learning.