Account Executive

Account Executive

Location: Kansas City

Replica provides data about the built environment and 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 40 employees with offices in Oakland, 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 is focused on selling the Replica platform to small and mid-sized accounts. Your primary responsibility will be to land new customers. The Account Executive 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 Account Executive enjoys working with products and solutions that require deep understanding and technical knowledge.

Organizational Relationships

The Account Executive will report to the VP of Sales.

Responsibilities

• Own a sales target for net new customers acquired 
• 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.
• Build relationships and drive awareness throughout a network of Partner Accounts. 
• Collaborate with other roles within the shared territory to create and execute a territory plan to exceed bookings goal.
• 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 working in any of the following industries: 
  • SaaS sales with a sales quota
  • SaaS business development within an Architecture/Engineering consulting firm 
  • Sales or Business Development with Big Data products/solutions 
• Preferred experience:
  • Salesforce
  • Understanding of the transportation industry
  • Existing or previous working relationships with engineering firms
  • Working with products or services related to the built environment (engineering, architecture, transportation, 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 works 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 $68,000 to $82,000. 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 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.

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