Account Executive

This is a fully remote position, open to applicants in California.

📋 Description

• Take ownership of and consistently meet an enterprise sales quota.

• Transform demand generated through marketing efforts, events, partnerships, referrals, and other go-to-market channels into a qualified pipeline and revenue.

• Actively generate additional pipeline through strategic outreach, relationship building, and account insights.

• Manage complex, multi-stakeholder sales processes from initial engagement to contract signing.

• Navigate large organizations and cultivate relationships with executive sponsors, champions, end users, and key decision-makers.

• Lead discovery sessions that align customer priorities with measurable business value and a compelling case for change.

• Build consensus among stakeholders with varying priorities and requirements.

• Navigate RFPs, security, procurement, legal, and other enterprise buying processes while sustaining deal momentum.

• Collaborate with Marketing, Product, Customer Success, Solutions, and leadership teams to secure complex enterprise business.

• Maintain strict opportunity and CRM hygiene.

• Advance opportunities through clearly defined sales stages with explicit exit criteria and a route to closure.

• Ensure pipeline discipline and identify coverage gaps early.

• Provide precise, accountable forecasts based on deal-level evidence, customer commitments, and identified risks.

• Identify deal risks and obstacles early, engaging internal resources to address them.

⛳️ Requirements

• Proven history of achieving or surpassing quotas in enterprise B2B SaaS sales.

• Experience in selling complex software solutions to large enterprise organizations, preferably Fortune 1000 or similarly advanced companies.

• Demonstrated success in managing intricate, multi-stakeholder sales cycles with significant contract values and extended sales durations.

• Proven ability to convert company-generated demand and proactively cultivate additional pipeline.

• Strong skills in discovery, qualification, business-case development, executive selling, and commercial negotiations.

• Experience in navigating enterprise procurement, legal, security, and competitive evaluations.

• Strong executive presence and credibility with senior business and functional leaders.

• Solid forecasting, pipeline management, and CRM discipline.

• Exceptional written and verbal communication skills.

• High level of commercial judgment, accountability, curiosity, and resourcefulness.

🏝️ Benefits

• Competitive OTE.

• Comprehensive health, vision, dental, and life insurance.

• Meaningful equity.

• Work-from-home setup stipend.

• Wellness stipend.

• Unlimited PTO.