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.

• Identify prospects within a diverse account landscape through proactive, persistent outreach, account-based strategies, partnerships, and market education initiatives.

• Formulate account hypotheses, identify the buying center, and secure initial meetings with customized insights tailored for customers.

• Engage with stakeholders across executive, business, technical, security, and procurement domains.

• Conduct business-centric discovery sessions to link AI and data challenges to achievable funding goals.

• Construct quantified cases for ROI, TCO, or operational impact.

• Cultivate champions, engage multiple threads within the buying group, gain access to executives and economic buyers, and ensure alignment among stakeholders.

• Oversee the stakeholder plan, mutual action plan, closing strategy, value proposition, stage gates, forecast, and commercial outcomes.

• Navigate complex sales cycles through technical validation, security reviews, legal processes, procurement, negotiations, and closing.

• Collaborate with Solutions and Forward Deployment Engineers, alongside cross-functional teams, to confirm technical compatibility and initiate the first production workload.

• Manage competitive displacement while ensuring CRM accuracy, reporting, qualification, forecasting, and opportunity management.

• Utilize AI and research tools effectively and responsibly, validating outputs and distinguishing facts from hypotheses.

• Travel within the assigned territory as necessary.

⛳️ Requirements

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

• Proven track record of achieving quantified quotas with clear responsibility for new logo acquisitions and self-sourced pipelines.

• Experience in closing complex, multi-stakeholder deals involving executives, technical evaluators, security, legal, finance, procurement, and partners.

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

• Technical proficiency in relevant areas such as 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 management, negotiation, and deal management.

• Demonstrated learning agility and receptiveness to coaching, evidenced by specific behavioral changes following feedback.

• Ability to articulate technical concepts clearly 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.

• Travel within the assigned territory as necessary.

• Preferred experience with Fortune 500 or security-sensitive organizations, cloud ecosystems, open-source or consumption-based products, or emerging categories.

🏝️ Benefits

• Annual bonuses.

• Merit-based increases.

• Significant incentives for exceeding performance targets.

• Comprehensive compensation and benefits package.