Account Executive

Veracross · Remote · US

Base: Not disclosed
OTE: $70K–$118K
Quota attainment: Not disclosed
Posted: 1mo 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 2h agoon Veracross's careers page

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The job

What you'd do: Sell Veracross SaaS school information systems to independent K-12 schools in the Eastern US through outbound prospecting, follow-up on SDR-qualified leads, and demos with Sales Engineers.
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

Worth a look

Solid on the basics. Use the first call to fill in the gaps.

Pay: OTE is listed. Ask what the base is.
Transparency: Shares 1 of 5: quota, attainment, deal size, territory, sales cycle.
Time on market: Open 45 days. Normal, but not fresh.
Company hiring: 4 sales roles open, hiring at a steady pace.

Red lights

None spotted.

Green lights

Publishes OTE. It tells you the on-target earnings up front. Most postings don't.

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's the base, and how is the rest paid out?
OTE without a base doesn't tell you what you can count on.
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.

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Full posting

Company Description: Veracross provides SaaS-based School Information Systems (SIS) designed to meet the specific needs of independent K-12 schools worldwide. Our one-record solution combines the power of a fully integrated single-record database, personalized communication tools, and an elegant architecture that is unique in our industry. We are a growing, values-led community of employees in the US, UK and Australia who share a vision to unify school communities, improve the quality of education, and enhance learning. Veracross is five product brands in one global tech company - Veracross SIS is a one-person, one-record school management platform - Magnus Health provides cloud-based Student Health Record (SHR) solutions - Digistorm connects with their communities through Digistorm Websites, Digistorm Funnel, and Digistorm Apps. - Epraise incentivizes student well-being and connects teachers, students, and families. - Firefly provides an online learning space for students and teachers Job Description: We are seeking a self-motivated and passionate Account Executive to join our successful United States Commercial sales team. You will report to the Head of Sales – North America and will be directly responsible for generating pipeline opportunities and meeting and exceeding ARR sales targets. You will be responsible for developing a sales plan to strategically target, grow, and expand Veracross client base in the Eastern United States. Responsibilities: - Responsible for growing and managing sales pipeline and closing sales to consistently meet and exceed monthly, quarterly, and annual ARR sales quota. - Perform outbound prospecting to target accounts with the goal to grow pipeline and close new logo sales. - Follow-up on Sales Development Marketing Qualified Leads to convert to pipeline opportunities. - Provide Sales Demonstrations to articulate Veracross value across school departments targeting buyer personas. Work closely with Sales Engineers to provide product demonstrations to schools. - Build a trusted rapport with prospects by helping them identify their challenges and demonstrating how Veracross can be a strategic solution for their needs. - Manage contacts, leads and opportunities through a defined sales process in Salesforce.com. - Responsible for documentation of all sales related information and activity with detailed notes on client interactions in Salesforce.com allowing for accuracy of pipeline and forecast opportunities. - Work collaboratively with United States sales team members, Marketing, Client Experience and Product Management. - Be a visible team player, bringing clear thinking, strategies, and ideas that align to our values and culture. - Learn and maintain relevant domain knowledge to have meaningful conversations with partners and schools. - Collaborate with sales, marketing, sales operations, and finance to identify ways to decrease the sales cycle, increase sales velocity, and increase bookings within the Eastern United States. - Provide feedback to company management on market trends, competitive threats, unmet needs, and opportunities to deliver greater value to clients by extending company offerings. Requirements - Bachelor’s degree (BA). - 2+ years’ experience in a Sales Development or Account Executive role selling a solution to multiple buyers. - Proven sales experience selling within a SaaS sales model. - Proven track record of exceeding ARR target goals. - Strong written and oral communication skills including sales presentations. - Ability to convey complex technical information in an easy-to-understand way. Benefits - 3 weeks of vacation per year - 14 paid holidays per year (including the week off between Christmas and New Year's Eve) - 56 Hours of paid sick leave annually - Top tier benefits - - Medical, Dental & Vision (Blue Cross Blue Shield & EyeMed) - Veracross LLC Fidelity 401(k) Plan - Managed by Sentinel Benefits Salary at Veracross is determined by a variety of factors including, but not limited to: business considerations, local market conditions, and internal equity, as well as candidate qualifications, such as skills, education, and experience. The compensation range for this position is $70k - $118k OTE (annualized USD.) We value the power of an inclusive culture and a strong sense of belonging. Consideration and respect are the norm; and all team members are supported in reaching their full potential.

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