Enterprise Account Executive

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

📋 Description

• Drive new annual recurring revenue (ARR) from new logos and expansion within enterprise accounts in the United States.

• Manage the complete sales cycle, from prospecting and qualification to commercial closure and contract signing.

• Establish and sustain a robust, accurately forecasted sales pipeline.

• Supply the VP of Enterprise Sales with dependable weekly revenue forecasts and clear deal statuses.

• Formulate and implement territory plans across various US verticals.

• Analyze decision-making frameworks and coordinate with Solution Consulting and internal teams to target high-value opportunities.

• Act as Omilia's senior commercial representative and a trusted technical advisor for enterprise accounts in the US.

• Cultivate relationships with executives and position Omilia as the preferred platform for contact center AI transformation.

• Rigorously assess opportunities and safeguard Omilia's commercial interests.

• Offer US market insights to Sales leadership, Product, and Marketing teams.

• Define target account lists and strategies for multi-channel pipeline development.

• Utilize MEDDIC/MEDDPICC qualification methodologies.

• Lead discovery sessions, business case development, solution scoping, commercial negotiations, legal reviews, and contract signings.

• Prepare and present proposals, RFP responses, technical demonstrations, and product showcases.

• Identify customer requirements and create business cases that address integration complexities, compliance mandates, and total cost of ownership.

• Facilitate transitions from pre-sales to implementation, ensuring knowledge transfer to Professional Services and Customer Success teams.

• Collaborate with Solution Consultants to deliver technically credible solutions, qualify POCs, and strategize RFP responses and proposals.

• Manage intricate, multi-stakeholder deal cycles that involve economic buyers, IT, procurement, legal, compliance, and executive sponsors.

• Establish enduring relationships with executive, financial, and technical stakeholders.

• Represent Omilia at prominent US industry events and conferences.

• Stay informed about the US contact center technology landscape and apply competitive positioning.

• Convey customer feedback and field data to Product Management.

• Facilitate knowledge transfer to the Sales team and newly onboarded Sales Engineers.

• Maintain Salesforce as the official record-keeping system.

• Travel within the US up to 20% of the time, including overnight stays.

⛳️ Requirements

• Minimum of 6 years of experience in enterprise software sales.

• At least 3 years of experience selling SaaS, CCaaS, conversational AI, or related technologies to large US enterprise accounts across one or more key verticals.

• Proven track record of meeting or surpassing new logo ARR objectives.

• Experience in closing complex, multi-stakeholder enterprise agreements that involve extended procurement and legal processes.

• Extensive understanding of the US enterprise sales landscape, including procurement cultures, decision-making structures, and technology acquisition dynamics.

• Capability to independently evaluate technical feasibility and business value.

• Commercial insight to identify when to qualify out engagements where technical or compliance challenges outweigh feasible partnership potential.

• Proficient in leading proposals, RFP responses, technical presentations, and product demonstrations.

• Strong commercial acumen with the ability to structure, negotiate, and finalize multi-year enterprise SaaS contracts.

• Ability to independently navigate complex procurement and legal processes.

• Exceptional communication skills, with the capacity to present executive-level business cases and ROI models to C-suite and VP-level audiences.

• Proficiency in Salesforce CRM.

• Familiarity with structured sales methodologies such as MEDDIC/MEDDPICC or similar.

• Willingness to travel up to 20%, including overnight trips.

• Bachelor's degree in Business, Engineering, Computer Science, or a related field.

• Nice to have: direct experience selling contact center, conversational AI, or voice AI platforms to large US enterprise accounts.

• Nice to have: established network of customer experience, IT, or digital transformation decision-makers within US organizations.

• Nice to have: familiarity with Omilia's platform (OCP, miniApps, Pathfinder, CoPilot, TalkGuard, or OptimizeIQ).

• Nice to have: experience with competitive displacement against Nuance/Microsoft, Genesys, or Google CCAI.

🏝️ Benefits

• Fixed compensation.

• Long-term employment with vacation days included.

• Opportunities for professional development (courses, training, etc.).

• Being part of cutting-edge technology products that are making a global impact in the service industry.

• Colleagues who are skilled and enjoyable to work with.

• Apple equipment.

• An equal opportunity, diverse, and inclusive workplace.