Enterprise Account Executive

About Fable 

The best digital teams work with Fable to make products more accessible for over 1 billion people who live with disabilities. Some of our amazing clients include Walmart, Slack, Shopify, and more. Fable ranked #3 on the 2022 LinkedIn Top Startups Canada list and Fast Company’s 2023 Most Innovative Companies in Design list. 

About the role 

The Enterprise Account Executive is an essential member of the Fable Revenue team. Reporting to the Head of Sales, the Enterprise AE is responsible for managing enterprise sales cycles from deal qualification through to complex procurement processes.  

You must be world class when it comes to active listening, empathy and practicing a challenger sale to guide Prospects in how best to evaluate and purchase Fable’s products. You will gain experience interacting with enterprise clients in a variety of industries including ecommerce, retail, media, entertainment, finance, software and more. 

There are countless companies who can greatly benefit from working with Fable. You will be a consultative expert to help determine prospect needs and articulate Fable's value proposition. Being proactive, creative, likeable, and persuasive will be key to your success. 

The focus of this role will be on: 

• Probing for prospect pain points, requirements, and strategic objectives
• Scoping engagements to create the solutions to Prospect’s problems
• Effectively negotiating in a win-win mindset to drive technical selection quickly
• Taking control of the procurement and legal processes to maximize the speed to close
• Leading Prospects through the buyer’s journey proactively and assertively
• This role is a new business closing role with 6 figure ACV and 6 plus month sales cycles 

For this role, we are open to applicants who are located in Canada. If you believe that you match majority of this job description, we highly encourage you to apply! 

Responsibilities

• Understands the dynamics of the digital product teams at large enterprises and align Fable's offerings with their strategic goals through deep research and personalization.
• Develop a deep understanding of Fable’s products or services and ability to demonstrate their value and functionality effectively.
• Contribute to the development of your pipeline through, surgical outbound prospecting.
• Accurately documenting the sales process in our CRM.
• Meeting or exceeding your quarterly targets.
• Understanding the needs of the company and participating in sales meetings and training programs.
• Deepening your knowledge in the accessibility domain.
• Improving sales processes and helping the sales team to grow.
• Contributing to making Fable the most inclusive workplace possible. 

Key qualifications and assets 

• Established track record of target achievement in enterprise (F1000) software sales for at least 4 years.
• Experience managing 6-month, 6 figure sales cycles through diverse stakeholders and complex negotiations and procurement of typical large enterprises.
• Challenger style solution selling experience: ability to influence customer outcomes through a deep understanding of their unique needs and ability to reshape their approach to accessibility.
• Ideal experience selling into UX Design & Research, Product and Engineering teams.
• Highly organized and resourceful; expert active listener.
• Excellent work ethic – self-motivated and driven to exceed targets set for you.
• Ability to self-coach – you observe yourself in real time and can make adjustments in real time.
• Outgoing and engaging personality with a preference for collaboratively working with a team including Marketing, Customer Success, a11y Subject Matter Experts, and Product Development.
• You are familiar with one or several sales methodologies (MEDDIC, SPICED, etc.)
• Comfortable with using CRM tools, sales analytics software, and other technology platforms to manage sales processes and customer relationships.
• Experience and genuine enthusiasm for working in a startup environment.
• Proven ability to effectively work remotely and excel in a remote work setting. 

You must be 

• Willing to learn about accessibility and follow inclusive practices.
• Open to working in a fast-moving team.
• Willing to learn new tools and adjust quickly.  

Our values

To lead, listen first

You amplify voices that are less often heard and create space for those voices to grow. The quality of an idea doesn't correlate with the loudness of someone's voice.

The brain is a muscle

If you're going to do something, you will do it well. Practice often and rest when needed. Give your mind what it needs to thrive.

Unlearn to learn

What did we learn growing up, and what do we need to unlearn? It's essential to understanding our personal bias and position so that we can grow. 

What's in it for you? 

At Fable, you'll join a vibrant and rapid growth environment where you'll work with individuals who share the same values of being passionate, socially driven, inclusive, collaborative, and respectful. We offer great benefits such as stock options, career progression, professional development, health/dental benefits, and more. 

Accessibility accommodations 

Fable is an inclusive workplace. If you are facing any accessibility requirements or concerns regarding the hiring process or employment with us, please fill out this form or email us at jobs@makeitfable.com and include the subject line “Accessibility accommodation for “Role” job application.” 

Pay range

$250,000 CAD to $300,000 CAD OTE - this is a range and is subject to change, depending on experience and role fit. Please take this as a general range.