Account Executive

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

📋 Description

• Take ownership of a designated territory and a specific set of named accounts, managing the pipeline and commercial outcomes from the initial conversation to contract signing.

• Generate pipeline through business development, marketing initiatives, partnerships, and self-driven activities.

• Engage in diagnostic discussions focused on operational costs, compliance, and risk management.

• Assess opportunities according to MEDDICC standards, ensuring business cases are quantified and access to economic decision-makers is established.

• Navigate complex deals involving multiple stakeholders.

• Negotiate effectively to enhance value while safeguarding pricing.

• Make prompt decisions on opportunities that lack a valid business case, defined buying process, or clear decision-making route.

• Identify initial wins for expansion across various sites, countries, and applications.

• Transition closed customers to the Customer Success team with documented expansion strategies.

• Ensure accurate forecasting with integrity in stages, next steps, and justifiable close dates.

• Identify risks early and contribute insights on objections, competitive intelligence, and replicable use cases to the playbook.

• Complete the onboarding process, develop territory and account plans, establish pipeline coverage, and create qualified opportunities.

• Advance multi-threaded opportunities and either close or significantly progress towards securing a first customer win.

• Meet ramped quotas while establishing a consistent pipeline creation process with accounts positioned for expansion.

⛳️ Requirements

• Generally, five or more years of experience in B2B software sales or complex technology sales.

• Proven experience carrying a new business sales quota consistently.

• Demonstrated history of sustained over-performance in new business sales, including meeting quota targets, team rankings, self-generated pipeline, and notable deals won.

• Capability to articulate significant deals in detail, covering opportunity creation, buying group development, changes, and outcomes.

• Proficiency in English and Spanish at a business level.

• Familiarity with a structured sales process using MEDDICC or a similar methodology.

• Strong results orientation complemented by discipline in forecasting and CRM usage.

• Experience in CAFM, IWMS, FM, PropTech, or multi-site operations is considered an advantage.

🏝️ Benefits

• Uncapped earnings with substantial accelerators for exceeding performance targets.

• Dedicated support from business development, Pre-Sales, marketing, and executive sponsorship.

• Direct access to the Chief Revenue Officer for deal strategy, coaching, and expedited commercial decision-making.

• Credible pathways into strategic or global accounts as well as sales leadership roles.

• Comprehensive coverage in business development, Pre-Sales, marketing, and enablement.

• Structured onboarding, training in methodologies, and coaching on deals.

• Reasonably ramped quota.

• Opportunities for advancement into global accounts or sales leadership positions.

• Uncapped commissions in addition to base salary.