Account Executive

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

📋 Description

• Manage the complete sales process for new logos, from identifying qualified opportunities to securing signed contracts.

• Take charge of expansion revenue within assigned accounts, encompassing new locations, use cases, drones, and AIM, while collaborating with the Account Manager.

• Develop Statements of Work (SOWs), return on investment (ROI) models, and validate use cases in partnership with the Forward Deployment Engineer of the vertical.

• Oversee each new logo for the initial 90 days following a Closed-Won status, before transitioning to Account Management.

• Collaborate with the Sales Development Representative (SDR) to identify and target key accounts and potential partners.

• Ensure that pipeline, forecasting, New Annual Recurring Revenue (ARR), Renewal ARR, and Total Contract Value (TCV) fields are accurately maintained in HubSpot.

• Present prospects and expansion strategies to the Steering Committee (SteerCo).

• Refrain from committing to any product timelines without obtaining SteerCo approval.

• Success will be evaluated based on metrics such as new-logo ARR, expansion ARR, Net Revenue Retention (NRR) booked, win rate, and forecasting accuracy.

⛳️ Requirements

• A minimum of 7 years of experience in enterprise B2B sales with a quota-carrying role.

• Preferably possess experience in hardware-enabled SaaS or robotics sectors.

• Proven track record of consistently achieving six- and seven-figure deals involving lengthy, multi-stakeholder sales cycles.

• Experience in selling to oil & gas, utilities, or heavy industry operations and Health, Safety, and Environment (HSE) leaders.

• Proficient in constructing ROI cases and SOWs in collaboration with technical teams.

🏝️ Benefits

• Comprehensive medical, dental, and vision insurance with a company premium contribution.

• Health Reimbursement and Savings Accounts.

• 401(k) retirement plan.

• Paid Time Off (PTO).

• Opportunities for career advancement and growth.

• A supportive team environment and great colleagues.