Enterprise Account Executive

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

📋 Description

• Proactively source and develop a robust pipeline of qualified opportunities with major prospects, aiming for approximately 3x coverage.

• Employ a Challenger methodology to establish Pricing Performance as a key strategic focus.

• Conduct comprehensive discovery sessions and qualify prospects utilizing the MEDDIC framework.

• Create and present tailored business cases and presentations.

• Ensure alignment with the North America sales strategy in all efforts.

• Collaborate with Solutions Engineers and Customer Success teams to achieve measurable results.

• Oversee negotiations from start to finish for commercial agreements.

• Regularly meet and exceed a seven-figure annual ACV quota.

• Keep HubSpot records accurate and up-to-date for effective forecasting and pipeline management.

• Drive new business and account growth among large machine manufacturers in North America.

• Lead extended, multi-stakeholder sales processes from initial conversation to finalized agreement.

• Work alongside Customer Success to maintain and grow accounts.

• Engage with senior leaders in aftermarket, pricing, finance, and sales.

⛳️ Requirements

• A minimum of 6 years of demonstrated experience selling SaaS solutions to enterprise clients, including at least 3 years in SaaS sales at a single vendor with an individual quota.

• Proven history of closing six-figure ACV transactions throughout lengthy, multi-stakeholder sales cycles lasting between 6 to 14 months.

• Established capability to generate cold, self-sourced pipeline instead of depending solely on a large BDR team.

• Fluency in Challenger selling and MEDDIC, with practical application experience.

• Open to coaching and possesses a low-ego attitude.

• Demonstrates an ownership mentality and can operate effectively without complete information or a fixed process.

• Resilient and inquisitive in a rapidly evolving scale-up environment.

• Experience collaborating with Solutions Engineers as key partners.

• Familiarity with CRM software, with HubSpot as a preferred choice.

• Experience in manufacturing, aftermarket, or industrial pricing is advantageous.

• Knowledge of the manufacturing software tech stack is beneficial.

🏝️ Benefits

• Regular team events.

• Modern office space located in downtown Chicago.

• Flexible working hours.

• Options for hybrid or remote work.

• 25 paid vacation days annually.

• 5 days of sick leave each year.

• Transit Benefits Program offering public transportation subsidies.

• Complimentary annual subscription to Divvy bike share.

• Comprehensive medical insurance plans.

• Dental coverage.

• Vision insurance.

• Life insurance coverage.

• 5% 401(k) matching contribution.

• Annual budget for Learning and Development.

• 3 months of paid parental leave.