Enterprise Account Executive

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

📋 Description

• Develop and implement a strategic plan for acquiring net-new customers within the territory.

• Conduct prospecting activities across a diverse range of accounts utilizing outbound, account-based, partner, and market-education strategies.

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

• Engage with stakeholders including executives, business leaders, technical personnel, security teams, and procurement specialists.

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

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

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

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

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

• Collaborate with Solutions and Forward Deployment Engineers to confirm technical compatibility and initiate the first production workload.

• Oversee competitive displacement, maintain CRM hygiene, generate reports, qualify opportunities, and manage sales forecasts.

• Utilize AI and research tools effectively and responsibly.

• Travel as needed within the designated territory.

⛳️ Requirements

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

• Proven track record of achieving quantified quotas with demonstrated ownership of new-logo acquisitions and self-generated pipelines.

• Experience in closing complex deals involving multiple stakeholders, including executives, technical evaluators, security teams, legal and finance departments, procurement, and partners.

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

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

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

• Quick learning ability and openness to coaching.

• Proficient in articulating technical concepts to both technical and executive audiences.

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

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

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

🏝️ Benefits

• Annual bonuses.

• Merit-based salary increases.

• Significant accelerators for exceeding performance targets.

• Comprehensive total compensation and benefits package.