Senior Account Executive - API Sales (L3)

CoinGecko is a global leader in tracking cryptocurrency data. Operating since 2014, CoinGecko has built the world's largest cryptocurrency data platform, tracking over 10,000 tokens across more than 400 exchanges, serving over 300 million page views in more than 100 countries. We are proud to have played a major part in mainstream awareness, adoption, and education of cryptocurrency globally.

We at CoinGecko believe that cryptocurrency and blockchain will define the future of finance, bringing greater financial and economic freedom around the world. In anticipation of that future, CoinGecko is building the foundation to scale cryptocurrency market data to serve billions.

About the Senior Account Executive Role:

You will be driven to grow CoinGecko's business development to the next level. You must be comfortable prioritizing and qualifying opportunities and then driving them from inception all the way through to completion. You'll play a pivotal role in shaping the future of cryptocurrency and help us achieve our mission of building the front page of cryptocurrency.

We practice transparent salaries and a level structure at CoinGecko:

• Targeted Annual Compensation (L3): RM241,014 OTE (uncapped commission potential).
• Learn more about our level structure at CoinGecko's Career Progression on our Career's Page.

What you will be doing

• API Sales: Proactively meeting and exceeding sales targets by effectively demonstrating product features, benefits, and value propositions to secure new Enterprise clients and pursuing opportunities to expand API sales with existing clients, with the ability to adapt to changes in customer roadmaps and market demands. Possess a deep understanding of our product offerings, pricing, and promotions to confidently address customer inquiries and objections. High proficiency with the business and technical requirements and use cases of our API products to meet clients needs.
• Sales Forecasting: Gather, collect, and analyze sales data to produce accurate forecasting of sales quotas. Monitor and adjust sales forecasts based on market conditions and internal factors. Able to identify potential risks and opportunities based on sales forecasts.
• Sales Reporting & Analytics: Monitor and analyze sales performance metrics, market trends, and customer preferences to identify opportunities for growth and improvement. Prepare reports and decks for management and clients as needed.
• Market Research: Research and analyze market conditions, competitor trends, and investment drivers. Draft sales pitches, presentations, reference material, etc. and conduct presentations to prospects, including C-level executives.
• Lead Generation: Source new business opportunities, introduce client acquisition strategies, and develop revenue growth. Generate, engage, and qualify inbound/outbound leads. Move quality leads through the sales funnel by setting up meetings/calls/API live demos or pilot runs between prospects. Act as the in-house API product expert in leading sales calls and product demos. Work closely with the marketing department to ensure consistent messaging and effective lead generation. Collaborate with other internal teams on technical support for troubleshooting customer issues.
• Account Management: Build long-term, trusting relationships with customers to identify their potential needs and qualify their interests and viability to drive sales. Prepare and submit accurate activity and results reports to clients. Share feedback and proactively escalate relevant issues where necessary. Consistently utilizes the CRM to track all client communications and ensure the client database is always up to date.
• Process Improvement: Contribute to continuous improvement of the team's existing professional standards. Create playbooks from scratch, and not just building upon existing ones.
• Plugged-In: Stay up-to-date with emerging trends and technologies in the industry. Help ensure the team stays ahead of the competition by gathering latest marketplace information on API products offerings, following up on all leads, and conducting due diligence on clients and industries.
• Team Player: Work closely with relevant internal/external teams to ensure a smooth execution of project work plans in a timely manner and to exceed specific monthly, quarterly, and annual revenue targets. Able to answer technical questions from other departments or outside the organization related to our product offerings.
• Coaching: Able to mentor interns as well as junior-mid team members. Provide material feedback on the work of junior and mid-level team members. Participate in knowledge sharing activities.
• You are required to support any ad hoc tasks as required by the company.

What we look for in you:

• Proven Track Record: You have 5-8 years of experience in driving Enterprise SaaS sales with a strong track record of consistently achieving or exceeding sales targets, preferably in the startup or fintech industry. You have strong technical sales experience and are comfortable working with key stakeholders in engineering and product (e.g. CTO, CPO, etc.).
• Education: Bachelor's degree in marketing, business, or related field is a plus.
• Product Knowledge: You have a strong understanding of CoinGecko's products/services to successfully establish rapport with prospects. You demonstrate the ability to pick up customer knowledge, blockchain/cryptocurrency industry and domain knowledge, as well as overall business and department operations quickly.
• Sales Knowledge: You are an expert in all stages of the sales lifecycle (e.g. prospecting, making contact, qualifying your lead, nurturing your lead, presenting your offer, overcoming objections, and closing the sale) and the sales funnel (e.g. awareness, interest, desire, action).
• Familiarity with Data Tools: You are proficient in using CRM tools such as Hubspot and ChartMogul. You have the ability to use the various data tools to derive insights and make actionable decisions.
• Familiarity with API products: You are proficient with API products and understand how customers use open APIs to build software applications.
• Strategy & Research Skills: You have strong research and strategic analysis skills that are required to define and locate target markets, benchmark the competition, and keep the company ahead of it.
• Project Management: You can set goals, plan and manage multiple projects, including the risks, costs, time, and team members involved. You take ownership of the projects by ensuring all deliverables and targets are met within the agreed timeline.
• Operational Excellence: You have a keen eye for detail and an exceptionally high bar for accuracy and quality. You also hold your peers to similar standards in their work.
• Result- & Data-Driven: You are goal-oriented in identifying trends, preparing sales forecasts, developing sales strategy, and implementing sales targets. You have the ability to interpret sales data and translate them into data-driven, actionable insights.
• Entrepreneurial: You are self-motivated, resourceful, and have an entrepreneurial mindset with the ability to succeed in a fast-paced and highly agile environment.
• Negotiation & Persuasion Skills: You are equipped with solid negotiation and persuasion skills with a sound business acumen to obtain stakeholders buy-in and close deals. You can deep dive and understand customer use-cases to propose a win-win outcome as CoinGecko customers.
• People Skills: You are an excellent communicator who can build working relationships within the team and externally with customers. You can present and influence key stakeholders at all levels, from associates to C-level.
• Leadership: You are self-motivated and can work independently with minimal supervision. You have a strong sense of self-leadership and are curious and creative in finding ways to improve existing projects and workflows.
• Problem Solving: You demonstrate the ability to figure out solutions to hard problems with many constraints, using sound judgment to assess risks, and to lay out your argument in a well-structured, data-informed, written narrative. Passionate about solving problems faced by stakeholders together with strong empathy.
• Growth Mindset: You love delving into new technologies and new ways of doing things.
• Web3 Interest: You have a keen interest in blockchain, cryptocurrency, NFT, web3, and metaverse topics.

Some of the perks while at CoinGecko:

• Remote Work Flexibility: Work wherever you feel most productive. We also provide office space in 1Powerhouse (Malaysia) and WeWork (Singapore) if you ever feel like meeting your colleagues in person.
• Flexible Working Hours: No 9-5 structure, work the hours you need to get your tasks done.
• Comprehensive Insurance Coverage: We provide life, medical, and critical illness insurance.
• Virtual Share Options: You'll be entitled to virtual options, with terms and conditions.
• Bonus: You'll be entitled to a bonus, with terms and conditions.
• Parking Allowance: You will be given a monthly fixed allowance of RM150 or SGD100 to ease the cost of traveling.
• Meal Allowance: You will be given a monthly fixed allowance of RM600 or SGD400 to subsidize the cost of your meals.
• Learning Allowance: You will be allocated an annual budget of USD500 (claim basis) to help you continuously learn in the pursuit of your professional and personal development.
• Social Activity Allowance: Want to set a date to watch a movie or play futsal with your colleagues Get it organized and we subsidize a portion (claim basis) of the cost.
• Annual Company Offsite: We gather once a year to meet each other in person, reflect on the year, and partake in social activities!