Enterprise Account Executive - Santa Monica

Company: Compass
Location: Santa Monica
Posted on: February 25, 2021

Job Description:

Compass --is streamlining the home buying and selling experience by building the single software platform for all real estate activities. Founded in 2012, Compass combines the best technology and personalized service to power all real estate activities in 100+ U.S. cities, all in service of our mission to help everyone find their place in the world. At Compass, we have--more than 17,000--of the country's top real estate agents--that work with their--clients to help them buy, sell,--and rent homes. Compass is a Series G venture-backed company that raised over $1.5 billion in venture funds--with more than 2,500 employees. SUMMARY

• Our sales team is the face of the company and the engine of our market expansion. As an Enterprise AE, you are directly responsible for driving net-new revenue.
• In its simplest form, the AE's role is to bring top producing agents to Compass by effectively selling the Compass value proposition (technology, marketing, culture and growth). Successful AE influence top agents to leave their current brokerage and join Compass. Since every agent is an independent contractor they can take their business wherever they receive the best value and support.
• The role is similar to an Enterprise Sales role due to size of deal, complexity of sale, objection handling, negotiation and length of process. The refreshing part of this sale is that you are working directly with decision-makers, thus eliminating many of the hassles of selling to large corporations. METRICS
  • This is a quota carrying role. Your quota per quarter is metric'd by the amount of Gross Commission Income (GCI) you successfully bring to Compass. GCI is a way to quantify an agent and equates to the amount of commission an agent's produced in the prior 12 month period. Our deal size is anywhere from $200k - $3M+, with an average time to close at about 30 days.
  • You can meet quota each quarter by bringing on a number of individual agents or large agent teams. Your quota is based on the prior 12 months performance of that agent or team. It is not contingent upon their future production once at Compass.
  • You are tasked with helping agents understand why their business, and their clients, will benefit by moving to Compass. NUANCES
    • This is a more humanized sale than your average Enterprise Sales deal as you are dealing directly with decision makers. You can think of every agent as the CEO of their own business - with that comes a heightened degree of empathy needed to be successful in the sale, but also the ability for quick decisions.
    • Think about a top producing agent who's been with a brokerage for 15+ years. Their personal and professional identity is often wrapped up in that brokerage's brand. Successfully decoupling an agent from their prior brokerage takes outstanding patience, listening, agility and ultimate focus to get the deal done.
    • The equally demanding need for high IQ and EQ in this role has resulted in an incredibly high performing and driven team of diverse backgrounds such as investment banking, management consulting, law and enterprise sales.
    • By virtue of the space we are operating in, the talent on the team and the incredible momentum in our business, we are seeing our SGM's conservatively generate 15x more revenue per head than the top tech firms in the world. QUALIFICATIONS
      • B.A. or B.S. with 5+ years of relevant experience
      • Strong interpersonal skills, glass-half-full mentality
      • Self-starter attitude and ability to exercise judgment and solve difficult problems without direct supervision
      • Excellent communication skills; ability to effectively lead client meetings and presentations
      • Highly organized; ability to multi-task and handle multiple deadlines simultaneously
      • Track record of excellence across strategic, operational, and detail-demanding functional responsibilities At Compass, our mission is to help everyone find their place in the world. This means we continually celebrate the diverse community different individuals cultivate. As an equal opportunity employer, we stay true to our mission by ensuring that our place can be anyone's place. COMPASS, the Compass logo, and other various trademarks, logos, designs, and slogans are the registered and unregistered trademarks of Urban Compass, Inc. dba Compass in the U.S. and/or other countries.
        
        Corporate Responsibility, Privacy & Legal Notices: Compass is a licensed real estate broker, licensed to do business as Compass RE in Delaware, New Jersey, Pennsylvania and Tennessee, and Compass Real Estate in Washington, DC. California License # 01991628, 1527235, 1527365, 1356742, 1443761, 1997075, 1935359, 1961027, 1842987, 1869607, 1866771, 1527205, 1079009, 1272467. No guarantee, warranty or representation of any kind is made regarding the completeness or accuracy of descriptions or measurements (including square footage measurements and property condition), such should be independently verified, and Compass expressly disclaims any liability in connection therewith. No financial or legal advice provided. Equal Housing Opportunity. -- Compass 2021. 212-913-9058.

Keywords: Compass, Santa Monica , Enterprise Account Executive - Santa Monica, Other , Santa Monica, California