Enterprise Account Executive

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

📋 Description

• Take ownership and expand a territory of enterprise clients through new customer acquisition and growth opportunities.

• Generate pipeline independently via outbound prospecting, cold outreach, strategic account targeting, and networking.

• Manage the complete sales cycle from generating leads to closing deals.

• Create strategic account plans that outline stakeholders, priorities, technical initiatives, and avenues for expansion.

• Cultivate relationships with stakeholders in Security, Infrastructure, Engineering, Compliance, and Executive roles.

• Navigate intricate enterprise sales processes involving decision-makers, procurement, security assessments, and legal negotiations.

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

• Lead collaborative account teams, including Sales Engineering, Customer Success, Product, Marketing, and Support.

• Encourage adoption beyond the initial deployment and uncover long-term growth opportunities within accounts.

• Surpass quota through self-generated pipeline, new client acquisition, and account expansion efforts.

• Establish trusted advisor relationships with both technical and business leaders.

• Promote adoption from initial deployment to wider organizational standardization.

• Build a reliable pipeline through effective prospecting and strategic account development.

⛳️ Requirements

• Minimum of 5 years of closing experience in a sales capacity.

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

• Demonstrated history of consistently meeting or exceeding quotas in an enterprise sales setting.

• Experience managing complex sales processes with multiple stakeholders, including technical and executive buyers.

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

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

• Strong skills in account planning, discovery, and developing business cases.

• Preferred experience in closing six-figure enterprise deals.

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

• Must be based in or near the New York tri-state area, San Francisco Bay Area, or Seattle.

• Occasional travel/commuting within the designated region is required.

🏝️ Benefits

• An inclusive and flexible environment that encourages 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 benefits package with no waiting period, covering health, vision, and dental for employees and their families.

• Remote-first work environment.

• Opportunities for virtual and in-person social events.

• Corporate co-working program, including access to WeWork or similar spaces.

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

• Annual company retreat and team off-site events.

• $1,500 USD yearly budget for professional development.

• Opportunities for mentorship, coaching, and 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 home office customization.

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