Grow your career with ON24

Are you a high-energy, motivated and driven individual committed to building your career in sales? As an Enterprise Account Executive at ON24, you’ll be responsible for sales of our suite of webcasting tools to new named accounts. If you’re smart, ambitious, and passionate about selling a marketing solution that revolutionizes the way webinars generate leads and engage customers, then we want to hear from you.

Responsibilities: 

• Prospect, secure meetings, and close new business by qualifying opportunities with key decision makers. Decision makers include a wide range of marketing and demand generation titles, as well as corporate communications, training, IT, procurement and sales.
• Conduct presentations and product demonstrations.
• Consult with prospects to determine the best solutions for their specific needs. Recommend solutions, prepare and present proposals and get contracts executed.
• Achieve all individual activity and revenue targets set by the company.
• Log sales activity (prospecting, opportunities, revenue, next steps) in salesforce.com
• Attend sales seminars, sales meetings or educational activities to stay up-to-date on the latest developments, trends, and regulations in the market place.
• Keep current with all ON24 product information, pricing and contract terms.
• Travel, as required, to meet prospects and customer face-to-face.

Skills & Experience: 

• A Bachelor's degree in communication, business, marketing, or related field or relevant experience
• 4+ years of direct B2B SaaS selling experience
• Selling into marketing, corporate communications preferred
• Demonstrated experience being able to conduct online sales presentations and product demonstrations.
• Demonstrated experience developing new business relationships with all levels of enterprise organizations; a true “hunter” mentality who strives for the close.
• Experience seeking out and closing business with new companies while exceeding sales quotas.
• Strong technical aptitude.
• Ability to converse in a professional and knowledgeable manner on various industry topics and Internet technologies in order to ‘sell’ opportunities to prospective customers.
• Highly developed organizational, planning and management skills.
• Strong detail orientation with numbers, follow through and contract details.
• Superior written and oral communication skills.
• Comfortable working in a fast-paced, quota-driven environment with changing needs and requirements.

Perks & Benefits: 

• Health benefits designed to fit the needs of you and your family — including medical, dental, and vision plans 
• Generous unlimited PTO policy and wellness days to log off and recharge (including 11 company-wide holidays, Floating Holiday, 2 Floating Wellness days)
• Employee Stock Purchase Plan 
• 401K Plan with employer match 
• Reimbursements covering home office expenses, cell phone use, and classes for professional and personal development 

The base pay range for this position is $135,000-$150,000. This range is not a guarantee of actual compensation that may be earned nor a promise of any specific pay for any specific employee, which is always dependent on relevant experience, education, skills, location, and other applicable factors.

ON24 is proud to be an equal employment opportunities (EEO) workplace to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability or genetics. In addition to federal law requirements, ON24 complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training. 

Pursuant to the San Francisco Fair Chance Ordinance, ON24 will consider for employment qualified applicants with arrest and conviction records

• Develop and execute a sales strategy for our Life Sciences vertical in the Americas, aligned with the company's vision to drive growth and revenue. 
• Achieve top-line bookings and revenue goals across commercial and medical affairs within accounts. 
• Create and implement strategic account plans to maximize sales coverage and engagement with stakeholders at all levels. 
• Identify and map key stakeholders in target accounts; develop and execute sales and outreach plans to position the company and generate leads. 
• Present, promote, and sell services and solutions to prospective customers, ensuring participation in all relevant RFIs and RFPs. 
• Close new business deals and expand accounts, meeting or exceeding quotas by conducting qualification calls with C-level executives and department leaders. 
• Identify new prospects from inbound leads and self-sourced opportunities. 
• Convert opportunities into business by developing proposals and conducting pitches with business unit leadership and operations teams. 
• Cultivate and maintain long-term relationships through excellent communication and interpersonal skills. 
• Develop and manage annual, quarterly, and monthly territory business plans. 

• 7+ years of experience in a B2B SaaS organization 
• 5+ years of experience in sales and business development within the life sciences industry, with a particular focus on large pharmaceutical organizations. Proven experience in omnichannel approach, data analytics, and medical marketing  
• Demonstrated ability to manage complex projects, ensuring alignment with strategic goals. 
• Strong existing relationships with key business decision makers in pharmaceutical and life sciences companies, facilitating easier market penetration and partnership opportunities. 
• Strategic and Analytical Thinking: Structured thinking and robust business acumen, enabling the development of comprehensive sales strategies and account plans. 
• Awareness of emerging technology trends and their potential impact on product commercialization in the life sciences, ensuring the ability to adapt and leverage new technologies for competitive advantage. 
• A history of achieving and exceeding sales targets and revenue goals, demonstrating a strong ability to drive business growth. 
• Experience working collaboratively with marketing, product development, and customer success teams to deliver cohesive and effective strategies. 
• Ability to navigate and succeed in diverse and complex global markets, understanding regional nuances and leveraging them for strategic advantage. 

• Health benefits designed to fit the needs of you and your family — including medical, dental, and vision plans  
• Unlimited PTO policy and wellness days to log off and recharge   
• 11 paid company holidays for US-based employees + 1 Floating Holiday + 2 Floating Wellness days 
• Employee Stock Purchase Plan  
• 401K Plan with employer match  
• Reimbursements covering home office expenses, cell phone use, and classes for professional and personal development
• Fitness and wellness perks including discounted memberships with 24 Hour Fitness  

Role Overview:  

The Sales Development Associate is responsible for prospecting to generate leads and opportunities for Account Executives in the Acquisition and Expansion organization. This is a great opportunity to join ON24’s sales organization and begin the path towards becoming an Account Executive. You’ll be trained to sell our market-leading Webinar-Based Marketing Solutions, and will also have access to our Mentorship from ON24’s top salespeople.  

Successful Sales Development Associates have an opportunity to become a quota-carrying Account Executive in 12-18 months. To be successful, you’ll need a passion to succeed, a clear vision of your goals and career path, and the desire to be part of a dynamic team environment.  

Responsibilities:   

• 90% Calling marketing-generated (inbound) leads to qualify and schedule meetings for the sales team. 
• 10% Miscellaneous tasks such as email campaigns and other tasks. 

Skills & Experience:   

• A hunter mentality to find and cultivate new business. 
• Bachelor's degree or equivalent years of experience preferred. 
• Experience and previous success with prospecting and selling via phone. 
• Proven success in a role with weekly, monthly, and quarterly targets. 
• Must be a self-starter who is able to drive self towards goals. 
• Strong capacity to develop relationships quickly over the phone. 
• Skilled at prospecting for new business by discovering need for ON24 solutions. 
• Comfortable with detailed conversations both at a business and a technical level. 
• Strong written and verbal communication, time management skills, and team orientation. 
• Ability to build cross-functional relationships. 
• Experience with tools such as SalesForce.com, Hoovers, and “standard” inside sales tools is a plus 

Perks & Benefits:   

• Health benefits designed to fit the needs of you and your family — including medical, dental, and vision plans  
• Unlimited PTO policy and wellness days to log off and recharge   
• 11 paid company holidays for US-based employees + 1 Floating Holiday + 2 Floating Wellness days 
• Employee Stock Purchase Plan  
• 401K Plan with employer match  
• Reimbursements covering home office expenses, cell phone use, and classes for professional and personal development  
• Fitness and wellness perks including discounted memberships with 24 Hour Fitness  

The base pay for this position is $21.50 per hour. This range is not a guarantee of actual compensation that may be earned nor a promise of any specific pay for any specific employee, which is always dependent on relevant experience, education, skills, location, and other applicable factors.  

EEOC:  

ON24 is proud to be an equal employment opportunities (EEO) workplace to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability or genetics. In addition to federal law requirements, ON24 complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.   

Pursuant to the San Francisco Fair Chance Ordinance, ON24 will consider for employment qualified applicants with arrest and conviction records.  

#LI-TR
#LI-Charlotte 

• Grow the ARR (Annual Recurring Revenue) in an assigned set of existing Enterprise accounts by successfully managing client renewals and generating new upsell and expansion opportunities
• Map accounts and whitespace in your territory, prospect, secure meetings and close new business by qualifying opportunities with key decision makers. Decision makers include a wide range of marketing and demand generation titles, as well as corporate communications, training, IT and procurement.
• Collaborate closely with the ON24’s SDR Team to strategically prospect into new business units.
• Partner with ON24's Client Success Team to summarize existing business in key accounts and facilitate introductions to client advocates and references.
• Consult with prospects to determine the best solutions for their specific needs. Recommend solutions, prepare and present proposals and get contracts executed.
• Conduct presentations and product demonstrations.
• Achieve all individual activity and revenue targets set by the company.
• Log sales activity (prospecting, opportunities, revenue, next steps) in Salesforce.com.
• Attend sales seminars, sales meetings or educational activities to stay up-to-date on the latest developments, trends, and regulations in the market place.
• Keep current with all ON24 product information, pricing and contract terms.
• Travel, as required, to meet prospects and customer face-to-face across the EMEA region

Requirements

• 8-10+ years of direct sales experience, within B2B SaaS company. Industry experience a plus; selling into marketing, corporate communications, and/or training preferred.
• Demonstrated experience in developing new business relationships with all levels of enterprise organizations; a true hunter mentality who strives for the close.
• Demonstrated experience of being able to conduct online sales presentations and product demonstrations.
• Strong technical aptitude.
• A Bachelor's degree in Communication, Business, Marketing, or related fields, or relevant experience.

Qualifications

• Ability to converse in a professional and knowledgeable manner on various industry topics and Internet technologies in order to sell opportunities to prospective customers.
• Ability to create successful sales strategies for ON24 products and/or services.
• Must possess highly developed organizational, planning and management skills.
• Strong detail orientation with numbers, follow through and contract details.
• Must have superior written and oral communication skills.
• Must be comfortable working in a fast-paced, quota-driven environment with changing needs and requirements.
• Professional experience with Salesforce.com, Microsoft Outlook, Word, Excel, and PowerPoint.
• Creativity, persistence, integrity, curiosity, and the will to succeed. 

• Health benefits designed to fit the needs of you and your family
• Generous PTO policy and wellness days to log off and recharge (including 11 company-wide holidays, Floating Holiday, 2 Floating Wellness days)
• Employee Stock Purchase Plan 
• Reimbursements covering home office expenses, mobile phone use, and classes for professional and personal development 

• Grow the ARR (Annual Recurring Revenue) in an assigned set of existing Enterprise accounts by successfully managing the renewal process.
• Track, organize, and close a large volume of pending renewal opportunities.
• Work closely with the Account Executive team to help prepare and present strategic renewal proposals. This includes preparing renewal budget options and presentations.
• Work with the Account Executives to prepare proposals for mid-term upsell and expansion opportunities.
• Log sales activity (opportunities stages, revenue forecast, next steps) in Salesforce.com. 
• Get contracts executed.
• Obtain and process Purchase Orders. Work with the ON24 Finance team to track payments and follow up with clients on outstanding items.
• Achieve all individual activity and revenue targets set by the company. 
• Attend sales seminars, sales meetings or educational activities to stay up-to-date on the latest developments, trends, and regulations in the market place. 
• Keep current with all ON24 product information, pricing and contract terms. 

• Must possess highly developed organizational, planning and management skills.
• Ability to build strategies to prioritize accounts and time
• Ability to collaborate with different peers across the organization (team player attitude)
• Strong detail orientation with numbers, follow through and contract details. 
• Must have superior written and oral communication skills. 
• Ability to converse in a professional and knowledgeable manner on various industry topics and Internet technologies in order to interact with customers. 

• Must be comfortable working in a fast-paced, quota-driven environment with changing needs and requirements. 
• Professional experience with Salesforce.com, Microsoft Outlook, Word, Excel, and PowerPoint. 
• Creativity, persistence, integrity, curiosity, and the will to succeed. 
• 2-5+ years of direct sales experience, ideally B2B sales at a software company. SaaS sales experience a plus; selling into marketing, corporate communications, and/or training also preferred. 
• Demonstrated experience of being able to conduct online sales presentations and product demonstrations. 
• Strong technical aptitude. 
• A Bachelor's degree in Communication, Business, Marketing, or related fields, or relevant experience. 

• Health benefits designed to fit the needs of you and your family
• Generous PTO policy and wellness days to log off and recharge (including 11 company-wide holidays, Floating Holiday, 2 Floating Wellness days)
• Employee Stock Purchase Plan 
• Reimbursements covering home office expenses, cell phone use, and classes for professional and personal development 

• Prospect, secure meetings, and close new business by qualifying opportunities with key decision makers in high-growth companies.  DMs include a wide range of marketing and demand generation titles, as well as corporate communications, training, IT, procurement and sales.  
• Conduct online presentations and product demonstrations.  
• Consult with prospects to determine the best solutions for their specific needs.  Recommend solutions, prepare and present proposals and get contracts executed.  
• Achieve and exceed individual activity and revenue targets.  
• Log sales activity (prospecting, opportunities, revenue, and next steps) in Salesforce.com.  
• Attend sales seminars, sales meetings or educational activities to stay up-to-date on the latest developments, trends, and regulations in the market place.  
• Keep current with all ON24 product information, pricing and contract terms.  

• A true “hunter” mentality who strives for the close.  
• Demonstrated experience driving new business with all levels of contacts within and organization.  
• Successful track record of achieving and exceeding quotas.  
• Ability to implement and drive sales strategies for ON24 products and/or services.  
• Must possess highly developed organizational, planning and management skills.  
• Strong detail orientation with numbers, follow through and contract details.  
• Must have superior written and oral communication skills.  
• Enjoy working in a fast-paced, quota-driven environment with changing needs and requirements.  
• A Bachelor's degree in communication, business, marketing, or related field or relevant experience  
• 1 - 3 years of direct sales experience, ideally B2B sales at a software company.  
• SaaS sales experience a plus; selling into marketing, corporate communications and/or training preferred.  

• Health benefits designed to fit the needs of you and your family — including medical, dental, and vision plans 
• Unlimited PTO policy and wellness days to log off and recharge   
• 11 paid company holidays for US-based employees + 1 Floating Holiday + 2 Floating Wellness days
• Employee Stock Purchase Plan 
• 401K Plan with employer match 
• Reimbursements covering home office expenses, cell phone use, and classes for professional and personal development 
• Fitness and wellness perks including discounted memberships with 24 Hour Fitness  

ON24 is on a mission to transform the way marketers’ market, powering the live, always-on and personalized experiences that businesses need to create engagement, deliver data, find demand and drive revenue. Through the ON24 Platform, marketers can build data-rich, interactive webinars and content experiences, understand audience behavior and turn that intelligence into action. Informed by more than a billion engagement minutes -- including 12 million polls, 1.3 million surveys, 1.5 million conversations, and conversion of over 17 million resources -- marketers drive more revenue from ON24 experiences than any other digital channel. Headquartered in San Francisco, ON24 has a wide global footprint with eight offices in key regions, including London, Munich, Singapore, Stockholm and Sydney.

Opportunity Overview

ON24 is seeking a VP/MD EMEA to run the region. This individual will be a revenue-focused general manager who can bridge operational and sales leadership. We are looking for an individual who can drive the EMEA business to hit aggressive revenue targets and continue to scale operations outside of the USA. Just as importantly, we are looking for someone who will be additive to the ON24 culture, will be invested in developing his/her team and be highly contributory at executive team level.

General Management and Operations

• ‘Live and breathe’ the company values, driving a culture in EMEA that is consistent with the rest of the global business
• Mentor the fantastic team in region, prioritizing their personal development and building career plans for top performers
• Take the lead in executing the business plan of ON24 in EMEA
• Evaluate, recruit and retain top-tier talent to execute the plan
• Ensure the EMEA business is running on the right set of consistent KPIs

Revenue Leadership

• Drive predictability and excellence into the commercial functions of ON24 EMEA
• Nurture cross-functional collaboration across the regional leadership team to achieve all revenue and financial targets
• Ensure that ON24 has the right team in place to continue its revenue growth
• Act as a regular executive sponsor in strategic accounts and partnerships, supporting sales staff on the ground
• Successfully execute the go-to-market plan in EMEA for ON24, both directly and through key partners
• Taking a hands-on approach to general management

Executive Contribution and Strategy

• Publicly represent ON24 as a senior executive
• Be part of the executive team, heavily contributing to strategy and sharing best practice
• Working with key stakeholders globally to distil and communicate success and best practice in the field to ON24’s team
• Play a lead role in building the market strategy and operating plan for ON24 in EMEA

Skills & Experience:

• Experience of running a region of similar scale (P&L ownership) for a US-based company and proven understanding of the importance of managing cross functional stakeholders
• An advocate for creating a diverse and inclusive work environment
• A strong background in SaaS (marketing tech/analytics strongly preferred) • A track-record of building, scaling and mentoring high-performance sales teams
• Proven ability and track-record in implementing effective appraisal structures for employees under your care
• Experience of running a rigorous sales operation, demonstrating both a quantitative and qualitative approach
• A strong tract-record of overachieving regional quotas
• A strong communicator; excellent written and oral skills
• Strong financial and business acumen
• Experience engaging with press, investors and analysts.
• The proven ability to build a culture of excellence and innovation

ON24 is on a mission to help businesses bring their go-to-market strategy into the AI era and drive cost-effective revenue growth. Through its leading intelligent engagement platform, ON24 enables customers to combine best-in-class experiences with personalization and content, to capture and act on connected insights at scale. 
 
ON24 provides industry-leading companies, including 3 of the 5 largest global technology companies, 3 of the 5 top global asset management firms, 3 of the 5 largest global healthcare companies and 3 of the 5 largest global industrial companies, with a valuable source of first-party data to drive sales and marketing innovation, improve efficiency and increase business results. Headquartered in San Francisco, ON24 has a wide global footprint with offices in key regions, including London, Singapore and Sydney. For more information, please visit www.ON24.com. 

Role Overview: 

The Sales Development Representative is responsible for generating new business opportunities for our Sales team. Our SDR’s are trained to promote and educate customers and prospects on our market-leading Digital Experience Platform.  

Successful Sales Development Representatives have an opportunity to become a quota-carrying Account Executive in 12-18 months. To be successful, you’ll need a passion to succeed, a clear vision of your goals and career path, and the desire to be part of a dynamic team environment. 

Responsibilities:  

• Identify potential customers, create target lists, and generate new pipeline/business opportunities for the company by penetrating key accounts 
• Conduct daily outbound calls, emails and LinkedIn messages 
• Efficiently manage a high volume of inbound communications (phone, email).  
• Manage, track, and report all activities and results using Salesforce and Outreach.  
• Collaborate alongside sales to qualify customers, build pipelines, and drive deals.  
• Schedule calls and meetings between qualified leads and the Sales team.  
• Cross-functional collaboration with both Sales and Marketing 

Skills & Experience:  

• Organized self-starter with solid time management skills.  
• Strong communications skills, both oral and written, in addition to excellent listening skills and a positive, engaging phone presence.  
• Bachelor's degree or equivalent years of sales experience required.  
• Experience in roles involving calls, emails, or prospecting targets.  
• Ability to collaborate with different peers across the organization (team player attitude)  
• Consistent achievement of year over year quota attainment in new revenue 
• Learning how to anticipate and prepare for objections 
• Demonstrating adaptability and flexibility as part of an ever-growing sales organization 
• Managing a high volume of accounts with a strategy on prioritization of your accounts and time 
• Experience with tools such as SalesForce.com, Outreach, ZoomInfo, Office365, 6Sense, and Regie is a plus. 

Perks & Benefits:  

• Health benefits designed to fit the needs of you and your family — including medical, dental, and vision plans  
• Unlimited PTO policy and wellness days to log off and recharge   
• 11 paid company holidays for US-based employees + 1 Floating Holiday + 2 Floating Wellness days 
• Employee Stock Purchase Plan  
• 401K Plan with employer match  
• Reimbursements covering home office expenses, cell phone use, and classes for professional and personal development  
• Fitness and wellness perks including discounted memberships with 24 Hour Fitness 

The base pay for this position is $58,656. This range is not a guarantee of actual compensation that may be earned nor a promise of any specific pay for any specific employee, which is always dependent on relevant experience, education, skills, location, and other applicable factors. 

EEOC: 

ON24 is proud to be an equal employment opportunities (EEO) workplace to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability or genetics. In addition to federal law requirements, ON24 complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.  

Pursuant to the San Francisco Fair Chance Ordinance, ON24 will consider for employment qualified applicants with arrest and conviction records. 

#LI-TR
#LI-Charlotte

• Assist the Manager, Billing and Collections with overseeing the operations of the Billing department while also performing their own duties in Billing. 
• Assist management with process implementation, systems automations, and policy improvement initiatives. 
• Collaborate with management on reporting, metrics, forecasting, and planning. 
• Ensure that all billing deadlines are met. 
• Partner with other internal stakeholders in order to resolve complex and time-sensitive billing issues. 
• Provide exceptional customer support to both internal and external customers. 
• Generate invoices on a daily basis. 
• Participate in the transition from a manual billing process into a system-automated billing process. 
• Maintain meticulous system notes and up-to-date customer information within Microsoft Dynamics Great Plains. 
• Complex reconciliation for customers with multiple contracts, business units, and purchase orders. 
• Ability to quickly and efficiently submit and track invoices in various external portals. 
• Partner with the Collections Team in order to resolve billing disputes. 
• Maintain impeccable records of all billing and credit transactions requiring management override and exception handling. 
• Special projects assigned by manager 

• 1+ year billing experience 
• SaaS, marketing, media space experience is a plus. 
• Experience in high-growth business environment. 
• Extensive experience with high volume, low dollar transactions. 
• Ability to effectively communicate with people in all levels of the company. 
• Strong attention to detail, exceptional negotiating and organizational skills; capacity to multi-task and manage competing priorities. 
• Must be comfortable in a fast-paced environment 
• Experience with NetSuite and Salesforce preferred but not required 
• Proficient in MS Office. 
• Accounting or Finance degree preferred 
• Must be willing to work overtime as needed. 

• Health benefits designed to fit the needs of you and your family — including medical, dental, and vision plans 
• Generous unlimited PTO policy and wellness days to log off and recharge (including 11 company-wide holidays, Floating Holiday, 2 Floating Wellness days)
• Employee Stock Purchase Plan 
• 401K Plan with employer match 
• Reimbursements covering home office expenses, cell phone use, and classes for professional and personal development