Enterprise Account Executive

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

📋 Description

• Develop and implement a territory strategy aimed at acquiring new customers.

• Conduct prospecting across a diverse range of accounts utilizing outbound methods, account-based approaches, partnerships, and market-education initiatives.

• Create account hypotheses, identify buying centers, and secure initial meetings with customized insights.

• Interact with executive, business, technical, security, and procurement stakeholders.

• Facilitate business-oriented discovery sessions and link AI and data challenges to achievable funding goals.

• Construct quantified ROI, TCO, or operational-impact analyses.

• Cultivate champions, navigate multi-threaded buying groups, gain access to executives and economic buyers, and ensure stakeholder alignment.

• Manage stakeholder plans, mutual action strategies, closing plans, value propositions, stage gates, forecasts, and commercial outcomes.

• Guide intricate sales cycles through technical validation, security checks, legal considerations, procurement processes, negotiations, and closure.

• Collaborate with Solutions and Forward Deployment Engineers, as well as cross-functional teams, to confirm technical compatibility and establish initial production workloads.

• Handle competitive displacement while maintaining CRM accuracy, reporting, qualification, forecasting, and opportunity management.

• Utilize AI and research tools effectively and ethically.

• Travel within the designated territory as necessary.

⛳️ Requirements

• A minimum of 5 years of experience in quota-carrying B2B enterprise software sales.

• Proven track record of achieving quotas with clear accountability for new-logo acquisitions and self-generated pipelines.

• Proficient in closing complex deals involving multiple stakeholders, including executives, technical assessors, security, legal, finance, procurement, and partners.

• Capability to sell measurable business outcomes and develop ROI, TCO, or operational-impact analyses.

• Technical proficiency in databases, data infrastructure, analytics, AI/ML, cloud technologies, Kubernetes, developer tools, cybersecurity, observability, or open-source software.

• Strong skills in qualification, account planning, forecasting, CRM usage, negotiation, and deal management.

• Quick learning ability and coachability.

• Skill in clearly articulating technical concepts to both technical and executive audiences.

• Possess executive presence, build customer trust, demonstrate resilience, maintain intellectual honesty, and exhibit excellent communication skills.

• Bachelor’s degree (B.A., B.S.) or equivalent in a related field.

• Experience with Fortune 500 companies or security-sensitive organizations, cloud ecosystems, open-source or consumption-based products, or emerging categories is preferred.

• Willingness to travel within the assigned territory as needed.

🏝️ Benefits

• Annual bonuses.

• Merit-based salary increases.

• Significant accelerators for exceptional performance.

• Comprehensive total compensation and benefits package.