Enterprise Account Executive

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

📋 Description

• Focus on acquiring new clients while enhancing existing relationships within organizations that have between 3,000 and 15,000 employees.

• Execute structured outbound activities to generate a robust sales pipeline.

• Facilitate comprehensive discovery processes across various business units, IT, and executive leadership levels.

• Identify key stakeholders, cultivate champions, and develop formal business proposals.

• Collaborate with Solution Engineering, Customer Success, Value Advisory, and Professional Services from the initial meeting through to deployment.

• Engage with Directors, VPs, and C-suite executives regarding business outcomes, organizational structure, and the return on innovation investments.

• Employ MEDDPICC to effectively qualify and progress sales opportunities.

• Utilize leading indicators to ensure adequate sales coverage.

• Disseminate insights and best practices from deals with the team.

• Provide mentorship to colleagues on territory planning, stakeholder mapping, and value-based selling.

⛳️ Requirements

• Over 5 years of experience in B2B SaaS sales.

• Significant experience managing enterprise-level accounts with more than 3,000 employees.

• Proficient understanding of MEDDPICC in complex, multi-stakeholder sales scenarios.

• Demonstrated success in closing deals worth $50k to $100k+ ARR within sales cycles of 3 to 12 months.

• Experience in intricate, multi-product sales environments.

• Proven capability to develop formal business cases and ROI models.

• Strong executive presence while engaging with Director, VP, and C-level technical and business stakeholders.

• Consistent habit of weekly outbound pipeline generation.

• Familiarity with AI tools and a curiosity for leveraging AI in account research, territory strategy, stakeholder mapping, and enhancing sales productivity.

🏝️ Benefits

• Equity participation.

• Wellbeing benefits.

• Work-from-home equipment allowance.

• Annual Learning & Development stipend.

• Location-specific benefits may be applicable.

• A diverse, supportive, connected, and growth-oriented team environment.