Enterprise Account Executive

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

📋 Description

• Serve as a subject matter expert and advisor to potential clients, leveraging knowledge of current trends and topics relevant to assigned market segment(s).

• Generate recurring subscription revenue by acquiring new customers within a specified territory.

• Enhance revenue from existing accounts through cross-selling and upselling within the designated territory.

• Meet and surpass assigned sales revenue targets by focusing on the Enterprise account segment.

• Prior experience in sales to State & Local Government, K12, and Higher Education is advantageous.

• Oversee the onboarding of new clients and expansion sales with designated Customer Success Managers (CSMs).

• Conduct thorough needs assessments across various customer groups (technical, business, executive).

• Identify key client business objectives and challenges, providing actionable recommendations for enhancement.

• Effectively communicate the features and advantages of our specialized software products in a consultative manner.

• Deliver tailored presentations and facilitate product demonstrations alongside Solutions Consultants.

• Maintain a well-organized database of accounts, opportunities, and activities.

• Accurately manage, track, and forecast pipeline opportunities.

• Continuously promote company capabilities within assigned market segments.

⛳️ Requirements

• 3–5 years of B2B sales experience, with a minimum of 2 years in full-cycle enterprise sales.

• Proven success in closing deals within the $50K–$250K Annual Contract Value (ACV) range.

• Consistent achievement of sales quotas (80%+ over multiple years, ideally 90%+ in the most recent year).

• Experience managing 8–12 active opportunities simultaneously.

• Familiarity with buyer personas, including IT, Operations, and Finance.

• References available that demonstrate both results and relationship-building skills.

• Strong understanding of solution selling methodologies and familiarity with MEDDIC or similar frameworks.

• Ability to articulate deal strategies and value propositions clearly, supported by examples.

• Proven consultative selling approach rather than a transactional or product-focused method.

• Proficient in discovery questioning to uncover business challenges beyond just technical requirements.

• Capability to connect product features to business outcomes and quantify return on investment (ROI).

• Understanding of fundamental financial concepts (ROI, payback period, Total Cost of Ownership - TCO).

• Experience managing sales cycles of 3–6 months with multiple customer interactions.

• Ability to navigate basic procurement processes effectively.

• Skilled at coordinating internal resources, including Sales Engineers (SEs), CSMs, and executives.

• Demonstrates effective pipeline management and forecasting accuracy.

• Consistent use of CRM with detailed notes on opportunities.

• Familiarity with Master Service Agreements (MSAs), redlines, and basic contract negotiations.

• Strong written communication skills for emails, proposals, and presentations.

• Comfortable presenting to stakeholders at the director level.

• Capable of handling objections professionally and without defensiveness.

• Possesses emotional intelligence and the ability to read room dynamics effectively.

• Professional demeanor that quickly establishes credibility.

• Familiarity with workforce management, SaaS, or related industries.

• Technical aptitude suitable for complex software solutions.

• Ability to quickly learn and retain product knowledge.

• Previous experience in B2B SaaS or intangible solution sales preferred.

• Growth mindset and receptiveness to feedback.

• Curiosity demonstrated through thoughtful inquiries regarding processes, products, and customers.

• Strong alignment with TCP values and a collaborative mindset.

• Evidence of teamwork over a “lone wolf” approach.

• Realistic and resilient when encountering challenges or setbacks.

• Ability to sit for extended periods while working at a desk and on a computer.

• Must be able to lift up to 15 pounds occasionally.

• Willingness to travel up to 25%.

🏝️ Benefits

• Competitive salary

• 20 Days of PTO (Paid Time Off) and 13 days of company-wide holidays

• 8 hours dedicated to volunteer work and community impact

• Comprehensive benefits package (Health/Dental/Vision/401K)

• Employee Choice Pre-Tax Benefit