Sales & Account Representative

Position Summary Public Media Apps is seeking a Sales & Account Representative who is comfortable with owning the entire sales process — from initial research and outreach to a signed agreement. In this role you will be responsible for researching and identifying prospect accounts, generating demand, initiating contact, qualifying interest, demonstrating our solutions, and closing deals. A successful candidate will establish relationships with prospective and existing customers to create a viable sales pipeline through new business and upsell opportunities. As an integral part of our team, you will be responsible for conveying the value of Public Media Apps’ solutions, directly impacting the company's future success. This is a highly self-reliant role where success is driven by individual ownership, initiative, and motivation. While marketing and operational support will provide resources and occasional inbound leads, the majority of pipeline generation will come from proactive outbound prospecting efforts. The ideal candidate shall be comfortable identifying target accounts aligned with our ideal customer profile (ICP), finding appropriate contacts, and building relationships from the ground up. Key Responsibilities Lead Generation and Qualification: Identify, qualify, and engage accounts through a combination of cold calling and emailing, social selling, networking, in-person and virtual conferences, website requests, and other similar channels, resulting in qualified opportunities. Research and identify accounts and contacts that align with our ICP. Conduct direct outreach to engage (and re-engage) prospective customers, across technical and non-technical audiences, while demonstrating a strong understanding of the B2B SaaS sales cycle. Engage and follow-up with inbound leads, convert prospective customers at in-person and virtual conferences, etc. Evaluate outreach performance and adjust messaging and techniques based on internal and external feedback, engagement, and response rates. Utilize phone, email, and social selling techniques to connect with key decision-makers, uncover pain points, and deliver compelling value propositions tailored to their organization’s specific needs. Sales Cycle Efficiency: Lead full-cycle, consultative sales processes from prospecting and discovery through product demonstrations, proposals, negotiations, and close. Identify and efficiently navigate selling into multiple buying committees, including executive, technical, procurement, design, and finance stakeholders, to align on the business case and decision criteria. Conduct live product demonstrations and tailor presentations to the specific needs of each organization. Effectively handle objections using value-based selling methodologies that identify pain points and tie our product benefits and capabilities back to real value and outcomes for the organization. Prepare and present proposals and pricing recommendations. Coordinate contract execution between internal leadership and prospective customers, while facilitating a smooth account handoff to the development team following the receipt of a signed agreement. Maintain alignment and expectations with key decision makers throughout the sales process to ensure timely progression from proposal through contract execution. Quota Achievement: Consistently meet or exceed assigned KPIs and quotas, including annual closed won deals and new annual recurring revenue (ARR), contributing directly to the company’s overall growth goals. Quality Over Quantity: Perform sales activities with an intentional focus on personalized value and quality over sheer volume. In an industry that is built on networking and building long-term relationships with industry stakeholders, building rapport and maintaining relationships is the key to success in this role. This role requires building genuine relationships and developing a strong understanding of the organizations and communities we serve. If cranking out generic cold calls/emails to prospects with the hope that something sticks is your thing, this role probably isn’t the right fit for you. Pipeline & Performance Tracking: Consistently track and report key sales development metrics, including prospecting activity, conversion rates, meeting attendance, and engagement trends. Maintaining an accurate sales forecast and communicating pipeline progress to leadership is expected. Tools & Technology Usage: Use sales tools (e.g., HubSpot, etc.) to maintain accurate records of deal stages, tasks, activities, customer interactions, etc. to ensure clear pipeline visibility and reporting. Customer Success & Growth: Maintain