Enterprise Account Executive

This is a fully remote position, open to applicants in California, +2 more states.

📋 Description

• Take ownership of a territory comprising enterprise organizations, focusing on acquiring new customers and identifying expansion opportunities.

• Generate your own pipeline through outbound prospecting, cold outreach, targeted account strategies, and networking efforts.

• Manage the complete sales cycle from initial lead to final close.

• Create strategic account plans that outline key stakeholders, priorities, technical initiatives, and growth avenues.

• Establish connections with stakeholders in Security, Infrastructure, Engineering, Compliance, and Executive roles.

• Navigate intricate enterprise sales processes that involve decision-makers, procurement, security assessments, and legal discussions.

• Position Tailscale as a key platform for secure connectivity and modern network access.

• Lead cross-functional teams across Sales Engineering, Customer Success, Product, Marketing, and Support.

• Encourage adoption beyond the initial deployment by promoting broader organizational usage and sustained account growth.

• Surpass quotas through self-generated pipelines, acquiring new customers, and expanding existing accounts.

• Cultivate trusted advisor relationships with technical and executive leaders.

• Propel adoption from initial deployment to broader organizational standardization.

• Develop a reliable pipeline through disciplined prospecting and strategic account management.

⛳️ Requirements

• A minimum of 5 years of experience in closing roles within sales.

• Proven success in selling infrastructure, networking, cybersecurity, cloud solutions, developer tools, or other highly technical software products.

• A demonstrated history of consistently achieving or surpassing quotas in an enterprise sales context.

• Experience handling complex, multi-stakeholder sales cycles that involve both technical and executive buyers.

• Ability to engage effectively with technical practitioners and senior business leaders.

• Experience collaborating with a Sales Engineer throughout the sales cycle.

• Strong skills in account planning, discovery, and business case development.

• Experience in closing six-figure enterprise deals is highly preferred.

• Familiarity with Gong or similar tools for internal collaboration and pipeline management.

• Remote position, ideally located in or near the New York tri-state area, San Francisco Bay Area, or Seattle.

• Willingness to travel or commute occasionally within the assigned region.

🏝️ Benefits

• An inclusive and flexible environment that allows you to be your authentic self.

• Competitive total compensation package that includes a base salary, equity incentive plan, and variable commission for quota-based roles.

• Comprehensive group benefits with immediate coverage, including health, vision, and dental plans for you and your family.

• A remote-first work culture.

• Opportunities for virtual and in-person social events.

• Access to a corporate co-working program.

• Employer-funded retirement contributions that match employee contributions dollar-for-dollar, up to 0.75% of eligible compensation annually.

• Annual company retreats and team off-site events.

• $1,500 USD allocated annually for professional development.

• Mentorship, coaching, and opportunities for internal promotions.

• Flexible paid time off policy.

• Provision of a company-owned laptop (Mac or PC).

• Monthly reimbursement for home internet expenses.

• $500 USD allowance for customizing your home office workstation.

• Paid parental leave top-ups: 20 weeks for birthing parents and 16 weeks for non-birthing parents.