Title:  Venue Account Executive

Venue Account Executive - UK /Ireland

We are seeking a high-energy, motivated Account Executive to represent DFIN as we continue to expand our market share as a virtual data room provider.  The Account Executive is responsible for selling virtual data room services for merger & acquisition (M&A) purposes to all levels within the advisory services communities which consist of investment banks, private equity firms, and law firms within the UK and Ireland territory.  This is a fast-paced team with a high volume of transactional business where we are trying to increase our market share position. 

DFIN is utilized as a cloud content management tool in mergers, acquisitions, divestitures, capital raises, corporate restructuring, and other strategic transactions.  Given the importance of penetrating the top-tier accounts, this individual may be assigned to work as part of a sales team or independently to sell to prospects and existing clients with the purpose of ensuring our platform is the preferred provider of data room services in all assigned accounts.  The Account Executive will have the opportunity to engage with clients at social events and in other fun interactive and creative ways.  This is an excellent opportunity to grow a successful sales career with a company with proven technology and strong brand awareness. Additionally, there will be a need to travel to Ireland and northern Ireland approximately 8 times a year.

About the Team

Reporting to the SaaS Sales Manager, the Advisory sales team is responsible to build and maintain the DFIN value proposition within the Investment Banking and Private Equity community focused on Mergers and Acquisitions.  

Company Overview

Donnelley Financial Solutions (NYSE: DFIN) is a leading global provider of Software-as-a-Service (“SaaS”) solutions for facilitating strategic initiatives such as mergers and acquisitions, IPOs, and capital raising.  We provide thousands of clients with solutions for securely managing content, exchanging critical business information, and collaborating within and among organizations.  We also provide clients with innovative tools for content creation and data analytics.

RESPONSIBILITIES

• Collect and analyze client information to better understand their issues and problems.
• Gather account history from relevant departments and published sources.
• Utilize LinkedIn Sales Navigator to identify new senior Advisory professionals and establish business relationships.
• Develop sales strategies and account plans to increase market share, including conducting proactive research on potential deal activities and trends.
• Effectively deliver the DFIN value proposition through in-person meetings, phone calls, and Teams/Zoom sessions, engaging customers in value-based conversations to create highly differentiated solutions.
• Facilitate unscripted dialogue with clients to address their specific needs and concerns.
• Communicate the value of DFIN solutions and leverage the company's brand, scale, and market position to gain a competitive advantage.
• Establish and maintain a strong sales pipeline and forecast through discovery calls and meetings.
• Lead the sales process and manage the contract and approval process for new deals, including negotiating on price and securing contract terms.
• Conduct opportunity and account review sessions with the manager using the Customer Engagement Model tools
• Ensure that all account-related information is accurately managed and updated in the Salesforce CRM system.

QUALIFICATIONS

• A Bachelor’s degree or equivalent experience.
• A minimum of 2-5 years of business experience, including at least 36 months of relevant experience in a quota-bearing sales role.
• Proven prospecting and researching skills.
• Proficiency in conducting customer meetings, product demonstrations, and customer presentations.
• Experience managing a high transactional book of business and driving a large amount of sales activity into the defined territory list.
• A tenacious sense of urgency to address client issues.
• Excellent communication and relationship-building skills through sales outreach.
• A positive attitude and professional demeanor, with the ability to work in a fast-paced, rapidly changing environment with many clients.
• Active utilization of Twitter, LinkedIn, and other “social selling” tools to connect positively with new and existing customers.
• Proficiency in Salesforce CRM
• Good working knowledge of SaaS environments, business applications, industry trends, and initiatives.