Enterprise Account Executive

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

📋 Description

• Develop and implement a strategic plan for acquiring new customers within your territory.

• Conduct prospecting across a diverse range of accounts through outbound efforts, account-based strategies, partnerships, and educational initiatives in the market.

• Create account hypotheses, identify key decision-makers, and secure initial meetings using tailored insights for customers.

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

• Lead discovery sessions focused on business needs and connect AI and data challenges to achievable funding goals.

• Construct quantifiable ROI, TCO, or operational impact analyses.

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

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

• Oversee intricate sales processes through technical validation, security assessments, legal and procurement negotiations, and final agreements.

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

• Navigate competitive challenges while maintaining CRM hygiene, accurate reporting, qualification, forecasting, and opportunity management.

• Utilize AI and research tools effectively and responsibly, ensuring validation of outputs and differentiating facts from assumptions.

• Travel within the designated territory as necessary.

⛳️ Requirements

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

• Proven experience selling to large or technically advanced organizations.

• Documented success in achieving quotas with a strong focus on new logo acquisitions and self-generated pipeline.

• 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 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 behavioral change following feedback.

• Ability to convey technical concepts clearly to both technical and executive audiences.

• Executive presence, ability to build customer trust, resilience, intellectual integrity, and outstanding communication skills.

• A B.A. or B.S. degree, or equivalent, in a relevant field.

• Willingness to travel within the assigned territory as needed.

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

🏝️ Benefits

• Annual bonuses.

• Merit-based pay increases.

• Significant accelerators for exceptional performance.

• Comprehensive total compensation and benefits package.