Account Executive, Small Business

Vidyard is the video platform that's built for business. Sales reps, marketers, and corporate communicators use Vidyard to record and share videos that grab attention and deliver their message in a personal, impactful way. It's the video tool of choice for Microsoft, LinkedIn, and thousands of other companies. We're passionate about elevating our customers, our teammates, our communities, and ourselves.

Vidyard is looking for an Account Executive, Small Business (SB) to join our Emerging Sales team. Reporting to the Small Business Sales Manager, you will be responsible for establishing Vidyard as a trusted business partner and acquiring new customers. 

The SB AE role is a hunter role and is a great opportunity to continue polishing your skills and sales habits as you grow in your sales career. This role is a combination of both inbound and outbound sourced opportunities - you will be responsible for prospecting, running efficient discoveries, demos, pricing, and negotiations on all sales opportunities with executive-level personas. Most SB opportunities are highly transactional, typically closed within 2-3 weeks, over 2-3 calls. However, some opportunities are longer and more strategic in nature, so it will be important to be able to identify which type of opportunity you’re working with. Vidyard provides engaged account lists, cadences, and talk tracks to guide you in your prospecting. Inbound opportunity volume is dependent on the market. You will be expected to achieve weekly/monthly targets, including: contacts worked, meetings booked, and pipeline generated to help you attain your quarterly/monthly revenue goals. 

This role is a great opportunity to accelerate your sales learnings, growth, and success while you make a significant impact on Vidyard’s success and how business is conducted as a whole! 

This is a remote role open to candidates located in Canada.

The Small Business Sales team focuses on 51-300 employee count organizations within North America. This team is the larger segment, within our overarching Emerging Sales Team, focused on under 300 employee organizations who are quickly growing. 

Although reps are responsible for individual quotas, the SB Team truly embodies Team Selling, as each member offers continuous support and help in their own way. Being part of the Small Business Team means you truly manifest Vidyard’s core values. We are relentlessly resourceful, we own it, we drive change together, and we are user obsessed.

The SB team, known internally as the SmBeasts, is currently led by Small Business Sales Manager, Bobby Hennig. Bobby has an AE hunting sales background with many years of sales management and organizational leadership experience. Bobby is passionate about building a high performance culture on the Small Business team while ensuring each AE feels they are being supported and are set up for success at Vidyard and beyond. The team is small and mighty. It’s an exciting time in the Small Business space at Vidyard, as the segment is a very large portion and priority of overall revenue. 

• Manage fast and high volume sales cycles
• Manage relationships with new customers from initial outreach through contract execution
• Present the value of our solutions to the customers’ individual needs
• Forecast sales activity and revenue achievement
• Perform online demos of our product
• Focus on establishing Vidyard as a trusted business partner for new business accounts

• Be up and running within 90 days with a 3 month ramp period, with a target of closing your first deal within 30 days
• Learn how to pitch the value of features, handle objection, negotiate and close deals
• Prospect to source your own opportunities while working closely with the Sales Development Representatives on inbound opportunities
• Be a part of “high performance mindset” team - join regular huddles, enablement, and team collaborations
• Communicate effectively daily with manager as this is a remote role
• Practice regular mock calls and weekly call coaching

• 3+ years of outbound business development experience within SaaS
• Track-record of overachieving quota/targets
• Understand SaaS concepts such as ARR, AOV, MRR, Churn, etc.
• Demonstrate excellent written, verbal and presentation skills
• Experience with outbound prospecting, as we do high volume outreach to targeted accounts
• Experience with high volume, transactional sales
• Full cycle sales experience ideal

• CRM experience - Salesforce preferable
• Sales Navigator
• DemandBase
• Apollo
• Vidyard
• SalesLoft
• Zoom
• Gong.io
• Walnut.io

Job descriptions can be overwhelming. We are all aboard at Vidyard and deeply value the unique experiences, abilities and opinions you possess, so if this role sounds like your next adventure, but you don’t feel entirely qualified, apply! We value candidates who own it, and if you’re relentlessly resourceful too, you might be exactly who we are looking for. 

As we also value direct and transparent communication, you can expect to hear from our team even if you are not selected to move forward.

• Competitive pay
• Comprehensive, flexible benefits on day one*
• Wellness allowance to spend on what's important to you 
• Flexible hours + unlimited vacation + programs to support travel while working, enabling you to live your best life
• Access to Inkblot, a digital mental health platform + $1,500/person/year for mental health coverage*
• Allowance to support your ongoing growth and development
• Parental leave top-up
• Paid volunteer hours
• Employee resource groups to empower and drive change at Vidyard and in our communities
• RRSP match*
• Stock options
• Flexible holiday program
• Home office stipend 
• Flexibility to work in the place that brings out your best: whether you thrive in the comfort of your home office, or are local to, and prefer the energy of our collaboration space in Kitchener, Ontario, Canada, there is flexibility for all.  Although we default to remote-first there will be occasional in-person meetings/events purposefully designed for connection and collaboration.

*Benefits described are Canadian specific, if you’re located in another country our Talent team will speak with you about localized benefits for you.

We thank all applicants for your interest in Vidyard. Only those applicants selected for an interview will be contacted. Unsolicited resumes from Agencies will not be accepted.

Vidyard is an equal opportunity employer. Applicants who require reasonable accommodation to complete the application and/or interview process should notify us at [email protected].