Enterprise Account Executive

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

📋 Description

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

• Create and implement comprehensive multi-year account strategies that encompass business priorities, workloads, architecture, stakeholders, executive relationships, competitive landscape, whitespace, and growth opportunities.

• Formulate expansion strategies, executive sponsorship initiatives, and commercial pathways for key accounts.

• Ensure the quality of renewals while driving net growth through new workloads, business units, use cases, multi-year enterprise agreements, true-ups, and other customer-tailored commercial structures.

• Establish Aura Intelligence as a standard in account planning by providing relevant proof, demonstrations, and business cases.

• Cultivate executive relationships and facilitate strategic business reviews.

• Manage intricate expansion sales cycles from opportunity identification through value proposition, negotiation, contracting, and closure.

• Maintain organized plans, forecasts, and CRM data integrity.

• 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 engagement and sales initiatives.

⛳️ Requirements

• 5–10 years of proven success in quota-carrying roles within enterprise software, cloud, data infrastructure, database, or SaaS sales.

• A solid history of expanding strategic existing accounts through growth, cross-selling, upselling, new workloads, or broader enterprise adoption.

• Experience in managing complex, multi-year relationships involving business units, technical teams, executives, procurement, legal, finance, and partners.

• 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.

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

• Excellent communication skills, including executive-level presentation, facilitation, written communication, and cross-functional collaboration.

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

🏝️ Benefits

• Annual bonuses may be available for eligible roles.

• Merit increases may be available for eligible roles.

• Comprehensive total compensation and benefits package.

• Significant incentives for exceeding performance expectations at quota.