Enterprise Account Executive

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

📋 Description

• Develop and implement a territory strategy focused on acquiring new customers.

• Prospect within a wide array of accounts using outbound efforts, account-based strategies, partnerships, and market education initiatives.

• Create account hypotheses, identify the buying center, and secure initial meetings with customized perspectives for customers.

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

• Conduct business-oriented discovery sessions and link AI and data challenges to fundable objectives.

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

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

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

• Manage complex sales cycles through technical validation, security assessments, legal negotiations, procurement processes, and closure.

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

• Navigate competitive displacement while maintaining CRM accuracy, reporting, qualification, forecasting, and opportunity management.

• Utilize AI and research tools in a productive and responsible manner.

• Travel within the designated territory as necessary.

⛳️ Requirements

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

• Proven track record of selling to large or technically advanced organizations.

• Demonstrated success in meeting quotas with clear accountability for acquiring new logos and generating self-sourced pipeline.

• Experience in closing intricate, 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 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 use, negotiation, and deal management.

• Quick learning and coachability, evidenced by specific behavioral changes following feedback.

• Ability to communicate technical concepts effectively to both technical and executive audiences.

• Possess executive presence, build customer trust, demonstrate resilience, maintain intellectual honesty, and excel in communication.

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

• Willingness to travel within the assigned territory as necessary.

🏝️ Benefits

• Annual target earnings ranging from $180,000 to $300,000 at quota.

• Significant accelerators for exceeding performance targets.

• Opportunities for merit-based salary increases.

• Annual bonus potential.

• Comprehensive compensation and benefits package.