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 wide range of accounts utilizing outbound, account-based, partner, and market-education strategies.

• Formulate account hypotheses, identify buying centers, and secure initial meetings using tailored perspectives for customers.

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

• Lead business-centric discovery sessions and connect AI and data-related challenges to achievable funding objectives.

• Create measurable ROI, TCO, or operational impact scenarios.

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

• Manage stakeholder plans, mutual action plans, closing plans, value cases, stage gates, forecasts, and commercial results.

• Navigate complex sales cycles through phases of technical validation, security, legal, procurement, negotiation, and closure.

• Collaborate with Solutions and Forward Deployment Engineers and cross-functional teams to confirm technical suitability and set up initial production workloads.

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

• Utilize AI and research tools efficiently and ethically.

• Travel within the designated territory as necessary.

⛳️ Requirements

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

• Proven record of achieving quotas with clear accountability for acquiring new logos and self-sourced pipelines.

• Experience in closing complex deals involving multiple stakeholders including 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 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, negotiation, and deal management.

• Ability to learn quickly and demonstrate coachability, as evidenced by behavioral changes following feedback.

• Proficient in 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 or equivalent in a relevant field.

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

🏝️ Benefits

• Annual bonuses.

• Merit-based salary increases.

• Significant accelerators for exceeding performance targets.

• Comprehensive total compensation and benefits package.