Account Executive

Swank Motion Pictures · St. Louis, MO

Base: Not disclosed
OTE: Not disclosed
Quota attainment: Not disclosed
Posted: 2mo ago

Why it matters: OTE tells you what you could earn. Attainment tells you how realistic it is.

Ask: “What percentage of fully ramped reps hit quota last year?”

Still open · checked 1h agoon Swank Motion Pictures's careers page

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The job

What you'd do: You sell licensed Hollywood and indie movie public-performance rights to Park and Rec departments, businesses, restaurants, and museums. The role covers new and existing accounts, lead qualification and conversion, and pricing and contracts.
Who you'd sell to: Still reading the posting. Check back within the hour.
Where deals come from: A mix. Some leads come to you, some you find yourself.

The Braun Read

Ask hard questions

Too much is left unsaid. Make them answer before you invest.

Pay: No pay listed at all.
Transparency: Says nothing about quota, attainment, deal size, territory or sales cycle.
Pipeline: A mix of self-sourced pipeline and inbound or SDR help.
Time on market: Open 80 days. Ask why it's been hard to fill.
Company hiring: 2 sales roles open, hiring at a steady pace.

Based only on what the posting says. Lights are a starting point for your first call, not a final judgment.

Questions to ask on the first call

Built from what this posting leaves out. How they answer tells you as much as what they say.

1.
What percentage of fully ramped reps hit quota last year?
OTE is what you could earn. This is how likely you are to earn it.
2.
What percentage of reps on the team have been here more than 18 months?
Tenure shows whether people stay long enough to get paid.
3.
Has the comp plan changed in the last 12 to 18 months? What changed?
A plan that changes every year means the goalposts keep moving.
4.
Who sits with reps and reviews calls each week?
Coaching is often what's behind a good or bad attainment number.
5.
What are the base and the OTE for this role?
No point investing hours before you know the number.
6.
Why is this role open? Did someone leave, or is it new?
New headcount is growth. A replacement means someone left. Ask why.

› When the offer comes

Save these for later. They land better once they've said yes to you.

1.
Can I see the full comp plan in writing, including clawbacks and accelerators?
What's in writing is what gets paid. Read it before you sign.
2.
Can I see the actual comp distribution for the team last year, not just the OTE?
The spread shows what most reps really take home. OTE is just the target.
3.
I'd be walking away from earned commission to join. Is there room for a sign-on bonus to help cover that?
Leaving money behind is a fair reason to ask. The worst answer is no.

Josh's top five questions for any sales interview →

Going for your first AE role? Get the free interview kit → 24 questions, what good and bad answers sound like, and an offer comparison sheet.

Got an offer from Swank Motion Pictures? Not sure about it?Ask me. I read every message myself. · JoshAsk Josh

Full posting

Major Hollywood and independent movie studios have appointed Swank Motion Pictures, Inc. as their exclusive licensing and distribution partner to offer their box-office hits for public performance in non-theatrical markets (markets outside theaters). Swank represents Walt Disney Pictures, Warner Bros., Sony Pictures, New Line Cinema, Lionsgate, MGM, and many more! We are seeking a self-disciplined, highly motivated individual with an entrepreneurial spirit to drive new business in a fast paced, challenging and exciting work environment. As part of the General Entertainment team you will be responsible for helping our customers create memorable experiences within their communities through movie events. This position will support the team in key areas including managing accounts, lead qualification, lead conversion, customer service, and administrative support. Responsibilities: - Manage, sell and grow opportunities with new and existing customers, in many market segments including Park and Recreation departments, businesses, restaurants, museums and more - Develop database by entering critical information necessary to successfully manage accounts; including sales orders - Identify client needs and present appropriate products and solutions - Formulating pricing structure and negotiating contracts to achieve objectives - Build customer loyalty through excellent customer service - Identify emerging markets and develop tactics to drive new revenue streams - Collaborate with team members on strategies to achieve sales revenue goals and quotas - Stays current with Motion Picture industry trends including box office performance and technological advances Requirements - Bachelor’s degree required - Customer service experience required - Must be able to multi-task, prioritize and manage time effectively - Thrives in a fast paced environment - Possesses a strong attention to detail - Able to adapt to change - Excellent written and oral communication skills - Team player, independent yet supportive - Highly motivated, goal oriented and competitive Benefits - Comprehensive compensation and healthcare packages, including medical, dental, vision, and life insurance products - 401(k) plan with employer match - Competitive paid time off: vacation, personal time, holidays, and winter break - Company sponsored volunteer & community outreach opportunities - Organizational growth potential through our company sponsored online learning platforms - Hybrid work schedule with on-site work Monday through Thursday and the option to work from home on Fridays, subject to change based on evolving business needs and priorities EOE, including disabilities and veterans

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