Enterprise Account Executive

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

📋 Description

• Drive growth of new logos across North America for insightsoftware’s Data & Analytics portfolio.

• Sell solutions including Data Connectivity & AI, Embedded Analytics, and Collaborative BI & Writeback.

• Generate and build a pipeline through targeted outbound prospecting efforts.

• Qualify leads by identifying decision-makers, assessing customer needs, and understanding business objectives.

• Present and demonstrate solutions to both business and technical stakeholders.

• Guide prospects through intricate, multi-stakeholder sales cycles.

• Navigate procurement processes, legal requirements, technical evaluations, and executive alignment.

• Lead discovery sessions, align solutions, develop business cases, create proposals, negotiate, and close sales.

• Develop and implement sales plans to exceed established goals.

• Build, manage, and accurately forecast pipelines against monthly, quarterly, and annual quotas.

• Utilize structured sales methodologies such as MEDDIC, MEDDPICC, Challenger, SPIN, or their equivalents.

• Collaborate with Business Development, Product Specialists, Solution Engineers, and other internal teams.

• Maintain up-to-date knowledge of products, target industries, competitive positioning, and trends in AI, analytics, enterprise software, and data architecture.

• Provide insights on competitive intelligence, buyer behavior, and win/loss patterns to inform Go-To-Market strategy.

• Report directly to the DVP of Enterprise Sales.

⛳️ Requirements

• Bachelor’s degree is mandatory.

• A minimum of 5 years of experience in enterprise software sales is required.

• Demonstrated history of exceeding quotas consistently year-over-year.

• Proven capability to manage and close complex enterprise sales cycles involving multiple stakeholders.

• Strong skills in outbound prospecting, pipeline generation, and account development.

• Experience in selling data, analytics, AI, embedded software, OEM, ISV, or technical platform solutions preferred.

• Ability to comprehend and articulate technical concepts in a manner that highlights business value.

• Comfortable interacting with executive, product, engineering, data, analytics, and technical stakeholders.

• Experience in navigating procurement, legal, technical evaluations, and executive alignment during enterprise sales cycles.

• Familiarity with structured sales methodologies such as MEDDIC, MEDDPICC, Challenger, SPIN, or their equivalents is preferred.

• A high accountability mindset with a disciplined approach to activity planning, pipeline management, forecasting, goal setting, and execution.

• Thrives in a dynamic environment with a high level of motivation, urgency, and a capacity to learn quickly.

• Excellent written and verbal communication skills are essential.

• Must demonstrate energy, drive, commitment, and passion.

• Background check required, where permitted by country or province.

🏝️ Benefits

• Opportunities for training and development.

• Significant advancement prospects for top performers.

• Commission targets are included in the specified sales compensation range.

• Confidential handling of applicant information.

• Commitment to equal employment opportunities in the workplace.