Enterprise Account Executive

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

📋 Description

• Take ownership of an entire book of business, guiding it from qualifying inbound inquiries and self-generated leads through to discovery, solution formulation, demonstration, negotiation, and closure.

• Generate new business through incoming requests, revisiting previously closed-lost opportunities, referrals, and outbound prospecting efforts.

• Keep Salesforce and Gong records up to date, ensuring accurate forecasting.

• Conduct discovery sessions focused on the client's company objectives, industry landscape, organizational interests, and business impact.

• Engage multiple stakeholders to drive deals forward by identifying and involving key decision-makers.

• Tailor solutions and introduce pertinent modules or unique value propositions.

• Collaborate with Solutions Consultants for value-driven demonstrations and oversee the preparation of technical demos.

• Negotiate contracts, outline specific next steps, timelines, and responsible parties.

• Develop business cases that are linked to financial and operational outcomes.

• Handle documentation, security assessments, approvals, and manage the process through to signature.

• Create account plans and facilitate transitions to Professional Services and Customer Success teams.

• Continue to serve as the commercial lead for discussions on expansion, renewal, and platform transitions.

⛳️ Requirements

• Proven success in closing intricate, multi-stakeholder software agreements, preferably within data, analytics, or platform sectors.

• Ability to navigate a structured sales process while maintaining a conversational presence.

• A balance of directness and warmth when addressing challenges in gaining buy-in or managing unrealistic timelines.

• A sincere interest in understanding potential clients’ businesses and the capacity to delve deeper than just the technological aspects.

• Openness to feedback and a willingness to recognize personal areas for improvement.

• A collaborative approach, particularly when working with Solutions Consultants, deal desk teams, partners, and leadership.

• Capability to identify risks in deals early and devise appropriate plans.

• Sound judgment regarding account prioritization and effective time management.

• Experience selling within Snowflake or Databricks ecosystems is a plus.

• Knowledge of MDM, data governance, or data quality is beneficial.

• Previous experience competing against Informatica or Reltio is advantageous.

🏝️ Benefits

• Performance-based incentives in addition to the base salary.

• Commitment to equal employment opportunity and a diverse, inclusive workplace.

• Accommodations for interviews are available upon request.