Account Executive

About ELT:

Employment Law Training, Inc. (“ELT”) provides online training solutions that help employers manage their most important legal compliance challenges. The quality of our content is what makes us different. Working handinhand with Littler Mendelson P.C., the world’s largest and most respected employment law firm, we create programs that maximize legal defenses while creating a culture of ethics, inclusion and respect. We focus on the areas creating the greatest risk for employers, such as harassment, discrimination, ethical breaches and wage and hour violations.

Endorsed by SHRM, the world’s premier human resources association, our awardwinning courses engage employees with compelling stories drawn from actual cases and real events. Leveraging the latest technology and highend media, our solutions reflect the level of quality an employer wants to associate with its compliance programs.

With more than a decade of markettested success and millions of employees trained, ELT is the compliance partner of choice for today’s most respected employers. Featured in the New York Times and Fortune magazine as one of the premier online training providers, we boast an A+ client roster that is rapidly expanding.

Founded in 1997, ELT is a thriving, entrepreneurial enterprise in the booming elearning industry. We look for high energy, passionate professionals who thrive in a small company environment where they can make a big personal impact.

See www.elt.com for more information on our Company.

Position Summary:

The Account Executive is focused on pursuing sales opportunities with new clients. S/he will be responsible both for independent prospecting, as well as effective follow up on leads generating by ELT’s extensive marketing efforts. Our key buyers are senior level human resources (HR), compliance and legal executives.

The sales focus is on medium and large sized companies in need of compliance training solutions. This position requires a high volume of phone and email activity, as well as online meetings and

demonstrations. Indepth knowledge of our products as well as key workplace compliance standards is critical to success.

The ideal candidate must have extensive experience working effectively from a home office, and traveling a limited amount of time. We offer a competitive base salary, benefits, quarterly bonuses and an attractive commission plan with unlimited upside. We provide extensive sales training about our products and the elearning and compliance industries, as well as ongoing support from our operations, marketing and technical staff. While our company is small, we have developed a sophisticated sales operations function including a robust CRM database, extensive sales support and lead generation/qualification processes.

Essential Duties and Responsibilities:

The successful candidate should be seeking a growth opportunity. S/he must be able to work independently and assume significant ownership of prospects and his/her client roster. The successful candidate must have demonstrated superior skills in:

1) Closing opportunities through consultative selling to new prospects, and
2) Expanding existing client relationships to maximize the lifetime value of the customer engagement.

Key responsibilities include:

• Generate and close business by following up on the extensive number of leads and referrals generated by our Marketing Department, and qualified by ELT Lead Qualifiers.
• Leverage existing business relationships / contacts to generate additional leads and referrals. Ideal contacts are senior HR and legal executives.
• Demonstrate ELT products to prospective clients, primarily by telephone and web conference.
• Consistently demonstrate superior knowledge of ELT’s current product offerings and be able to differentiate our solutions from the competition.
• Prepare and submit proposals and quote prices. Negotiate final terms and prepare license agreements.
• Keep current clients apprised of new ELT products and services on a regular basis. Maintain regular checkins to determine appropriate “up sell” opportunities as well as to communicate ongoing client needs to the ELT Client Support Team.
• Develop and maintain ELT’s CRM database (SalesForce.com) including key contacts, and all pending opportunities.
• Achieve and/or exceed quarterly goals established by Management.
• Keep updated on the competition and the industry.
• As a team player, support and cover teammates when they are out of the office.
• Provide monthly forecasts and complete assignments given by Management.
• Travel as required, based on location.
• Other duties and responsibilities as may be assigned.

Position Requirements:

• Ten+ years experience effectively selling a complex, knowledgebased product to senior level executives.
• A history of a consultative selling approach.
• Ability to manage multiple opportunities simultaneously and handle a high volume of transactions.
• Experience in doing online software demonstrations.
• Experience in using CRM software ( Salesforce.com. preferred)
• Proficient in MS Office including word processing (Word), spreadsheets (Excel), presentations (PowerPoint), Internet software (Explorer), Email (Outlook).
• Excellent verbal and written communications skills. Able to conduct business in a professional manner with attorneys and senior HR managers.
• Highly organized with strong attention to detail.
• Experience working in a small company and/or startup environment.
• Strong entrepreneurial spirit and a drive to succeed.
• High energy, proactive attitude that demonstrates enthusiasm for our products and Company.
• Bachelor's degree from a fouryear college or university.
• Position Preferences:
• Experience in selling elearning courses.
• Experience in selling to legal and/or HR functions.

To be considered for this position, please email us your résumé and a detailed cover letter to jobs-ae@elt.com explaining specifically how your skills and experience would make you a great candidate.