Account Executive – L4, Partnership

This is a fully remote position, open to applicants in California, +1 more state.

📋 Description

• Take ownership of the entire sales process, from the initial opportunity development to the negotiation and closure of contracts with new enterprise clients and strategic partners.

• Identify, engage, and secure new logo opportunities within enterprise organizations.

• Cultivate and manage relationships with channels and partners, facilitating the distribution of VikingCloud solutions to their clientele.

• Lead consultative sales interactions with senior stakeholders across compliance, security, risk, product, go-to-market (GTM), and commercial teams.

• Handle opportunities typically ranging from $50K to over $1M in annual recurring revenue (ARR), managing intricate deal structures and multi-stakeholder purchasing processes.

• Establish and sustain a robust pipeline through a combination of inbound leads and outbound prospecting efforts.

• Collaborate closely with the Customer Success Team to pinpoint growth opportunities within current accounts.

• Provide engaging presentations and demonstrations that showcase VikingCloud’s cybersecurity and compliance solutions as essential enablers for partners.

• Work cross-functionally with Product, Marketing, Delivery, and Customer Success teams to facilitate deal advancement and ensure the smooth onboarding of new clients.

• Keep accurate records of the pipeline, opportunity tracking, and forecasting in Salesforce, utilizing tools to enhance prospecting and account intelligence.

• Consistently achieve or surpass revenue goals.

⛳️ Requirements

• A minimum of 3 years of quota-carrying technology sales experience, ideally within SaaS, cybersecurity, compliance, or fintech sectors.

• Proven track record in closing new business deals and managing the complete sales cycle from prospecting to closure.

• Experience selling to enterprise or mid-market clients and demonstrated ability to engage at the C-suite level.

• Prior experience working with channel partners, strategic alliances, or indirect sales approaches is highly preferred.

• Understanding of the payments ecosystem (including acquirers and PSPs) is a significant advantage.

• Familiarity with cybersecurity, PCI DSS compliance, risk management, or regulatory solutions is also highly desirable.

• Strong grasp of consultative, challenger, or value-based selling techniques.

• Comfortable managing lengthy and complex sales processes involving multiple stakeholders.

• Proficient in modern sales tools such as Salesforce, ZoomInfo, LinkedIn Sales Navigator, or other similar CRM and prospecting platforms.

• Exceptional communication, negotiation, and relationship-building abilities.

• Highly driven self-starter with excellent organizational and pipeline management skills.

• Bachelor’s degree in business or a related field is preferred, or equivalent experience (5+ years of quota-carrying sales experience).

🏝️ Benefits

• Health insurance

• Retirement plans

• Paid time off

• Flexible work arrangements

• Professional development