Account Executive

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

📋 Description

• Take ownership of a designated enterprise territory and develop detailed account plans that map the organizational structure, buying centers, executive relationships, and avenues for expansion.

• Collaborate with SDR partners to drive outbound prospecting efforts aimed at generating new pipeline opportunities within target accounts.

• Manage the entire enterprise sales cycle from initial discovery through to contract execution, engaging with VP and C-suite stakeholders.

• Successfully close six- and seven-figure deals through disciplined qualification, mutual success planning, and precise forecasting.

• Work in partnership with Customer Success to facilitate handoffs and identify opportunities for expansion.

• Leverage AI-native tools and workflows for conducting research, crafting personalized outreach, developing business cases, and managing the pipeline.

• Act as a representative for enterprise customer feedback within the organization and provide market intelligence to inform Otter roadmap priorities.

• Maintain a consistent activity cadence and ensure Salesforce pipeline hygiene for accurate forecasting and visibility for leadership.

⛳️ Requirements

• A minimum of 5 years of experience in enterprise sales, primarily as an Account Executive managing a quota for accounts with over 2,000 employees.

• Proven track record of closing multiple six-figure deals and at least one seven-figure transaction within a competitive landscape.

• Demonstrated history of building and sourcing a personal pipeline, extending beyond inbound leads or SDR handoffs.

• Experience in navigating complex, multi-stakeholder sales cycles that involve security, legal, procurement, and executive approvals.

• Strong instincts for outbound prospecting and a proven ability to penetrate cold accounts.

• Proficient in using AI tools such as ChatGPT, Claude, or similar platforms.

• Capability to create territory maps, stakeholder influence maps, and multi-quarter engagement strategies.

• Exceptional written and verbal communication skills, coupled with an executive presence.

• Ability to collaborate effectively with SDRs, SEs, Customer Success, and leadership teams.

• A disciplined approach to forecasting with a commitment to intellectual honesty regarding deal stages and closing probabilities.

🏝️ Benefits

• A comprehensive total rewards package.

• Commission potential is included in the stated OTE.

• Reasonable accommodations provided throughout the hiring process.

• An inclusive and accessible workplace.