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.

• Create account hypotheses, map buying centers, and secure initial meetings with tailored insights for customers.

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

• Lead exploratory discussions focused on business objectives, linking AI and data challenges to achievable funding goals.

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

• Develop champions, multi-threaded buying groups, and gain access to executive and economic buyers.

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

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

• Collaborate with Solutions and Forward Deployment Engineers and cross-functional teams to confirm technical compatibility and establish initial production workloads.

• Manage competitive displacement while ensuring effective activity management, CRM hygiene, reporting, qualification, forecasting, and opportunity management.

• Utilize AI and research tools effectively and responsibly.

• Travel within the designated territory as necessary.

⛳️ Requirements

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

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

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

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

• Technical proficiency in related areas such as databases, data infrastructure, analytics, AI/ML, cloud computing, Kubernetes, developer tools, cybersecurity, observability, or open-source software.

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

• Demonstrated learning agility and coachability, evidenced by behavioral changes following feedback.

• Capability to articulate technical concepts clearly to both technical and executive audiences.

• Executive presence, the ability to build customer trust, resilience, intellectual honesty, and exceptional communication skills.

• Bachelor's degree or equivalent in a relevant field.

• Willingness to travel within the assigned territory as required.

🏝️ Benefits

• Annual target earnings ranging from $180,000 to $300,000 upon meeting quotas.

• Substantial accelerators for exceeding performance targets.

• Opportunities for merit-based salary increases.

• Annual performance bonuses.

• Comprehensive total compensation and benefits package.