Enterprise Account Executive

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

📋 Description

• Take ownership and expand large, strategic customer accounts within intricate multi-stakeholder environments.

• Develop and implement long-term account strategies that encompass business priorities, workloads, architecture, stakeholders, executive relationships, competitive landscape, whitespace identification, and avenues for growth.

• Create expansion hypotheses, plans for executive sponsorship, and commercial pathways for key accounts.

• Safeguard the quality of renewals while driving net expansion through the introduction of new workloads, business units, use cases, multi-year enterprise agreements, true-ups, and other customer-centric commercial arrangements.

• Establish Aura Intelligence as a standard approach to account planning by providing relevant proofs, demos, and business cases.

• Cultivate executive relationships and facilitate strategic business reviews.

• Manage complex expansion sales processes from opportunity identification through value proposition development, negotiation, contracting, and closing.

• Maintain organized plans, accurate forecasts, and CRM best practices.

• Collaborate with Sales Engineering, Sales Development, and Field Marketing on deal strategies, pipeline development, and execution.

• Travel within the designated territory as needed for customer interactions and sales initiatives.

⛳️ Requirements

• 5-10 years of proven experience in quota-carrying roles within enterprise software, cloud solutions, data infrastructure, databases, or SaaS sales.

• A demonstrated history of growing strategic existing accounts through expansion, cross-selling, upselling, new workloads, or broader enterprise adoption.

• Experience in managing complex, multi-year relationships across various business units, technical teams, executives, procurement, legal, finance, and partner organizations.

• Strong skills in enterprise account planning, whitespace mapping, opportunity management, forecasting, negotiation, and commercial execution.

• Technical proficiency in databases, data infrastructure, analytics, cloud platforms, applications, AI/ML, or related enterprise technologies.

• Proven capability to establish trusted relationships with C-suite executives and lead consultative, value-driven discussions linked to measurable customer outcomes.

• Excellent communication skills, encompassing executive presentations, facilitation, written communication, and cross-functional collaboration.

• A B.S. or B.A. degree or its equivalent in a relevant field.

🏝️ Benefits

• Annual bonuses for qualifying positions.

• Merit-based salary increases for eligible roles.

• Significant accelerators for exceeding quota performance.

• Comprehensive total compensation and benefits package.