Commercial Account Executive

This is a fully remote position, open to applicants in California, +2 more states.

📋 Description

• Create and implement a strategic territory plan aimed at key organizations and relevant use cases to establish a strong pipeline and meet quarterly and annual sales targets.

• Achieve expertise in our product offerings and industry solutions, providing engaging demos, presentations, and proposals that effectively communicate business value.

• Utilize extensive market knowledge to position our solutions as the optimal choice for customer requirements, emphasizing advantages over competing technologies and methodologies.

• Navigate complex sales cycles with a solution-oriented approach, using strategic selling strategies and tactics, including the Land & Expand model to enhance account growth.

• Oversee the entire sales process from prospecting to closing, consistently acquiring new clients and expanding within current accounts.

• Offer guidance and mentorship to Business Development Representatives (BDRs) and Field Marketing resources to align on target accounts and foster pipeline development.

• Keep accurate and current information within the CRM system, ensuring data integrity and compliance with forecasting standards.

• Cultivate strong partnerships with public cloud providers (AWS, Google, Microsoft Azure) and utilize these relationships to create growth opportunities.

⛳️ Requirements

• Over 3 years of demonstrated success in commercial software sales.

• Proven experience managing intricate sales processes within enterprise markets such as Data Warehousing, Business Intelligence, Data Science, AI/ML, or related disciplines.

• Established capability to independently develop and finalize new client relationships while effectively managing long-term business collaborations.

• In-depth understanding of commercial open-source business models, including sales of on-premise and cloud & SaaS hybrid solutions.

• Skill in crafting and executing sales strategies tailored to specific industries, leveraging partner and Go-to-Market insights.

• Strong presentation, communication, and organizational abilities, with a talent for building robust business champions.

• Familiarity with sales methodologies such as MEDDIC, SPIN, or Challenger Sales, along with experience in a fast-paced, competitive environment.

• Experience working collaboratively with cross-functional teams to meet customer expectations, including Pre-Sales, Marketing, Customer Success, and Field Engineering resources.

• Proven ability to establish and maintain relationships with key decision-makers, including CTOs, IT leaders, and technical end users, while partnering with Solution Architects, Professional Services, and Channel Partners.

🏝️ Benefits

• Medical, dental, and vision benefits.

• 401(k).

• Paid time off.

• Certain leaves of absence.

• Stock option grant.

• Annual bonus.