Enterprise Account Executive

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

📋 Description

• Develop and implement a strategy for acquiring new customers within a designated territory.

• Conduct prospecting activities across a wide range of accounts utilizing outbound approaches, account-based strategies, partnerships, and market education initiatives.

• Create account hypotheses, identify buying centers, and secure initial meetings using tailored customer insights.

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

• Facilitate business-first discovery sessions and link AI and data challenges to achievable funding objectives.

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

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

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

• Navigate complex sales cycles, addressing technical validation, security, legal, procurement, negotiation, and closure processes.

• Collaborate with Solutions and Forward Deployment Engineers, as well as cross-functional teams, to confirm technical suitability and initiate first production workloads.

• Oversee competitive displacement, maintain CRM hygiene, and manage reporting, qualification, forecasting, and opportunities.

• Utilize AI and research tools efficiently and ethically.

• Travel within the assigned territory as necessary.

⛳️ Requirements

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

• Proven track record of achieving quotas with a clear focus on new-logo acquisitions and self-sourced pipeline growth.

• Experience in closing intricate, multi-stakeholder agreements that involve executives, technical assessors, security, legal, finance, procurement, and partners.

• Capability to sell quantifiable 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 management, negotiation, and deal management.

• Quick learning ability and receptiveness to coaching.

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

• Demonstrated executive presence, customer trust, resilience, intellectual integrity, and outstanding communication abilities.

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

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

🏝️ Benefits

• Annual bonus opportunities.

• Merit-based salary increases.

• Substantial accelerators for exceeding performance targets.