Enterprise Account Executive

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

📋 Description

• Take responsibility for the entire enterprise sales process within large engineering firms throughout North America.

• Engage in outreach via email, phone calls, events, and innovative outbound strategies.

• Identify and manage enterprise sales cycles from initial prospecting through discovery, technical validation, negotiation, and finalizing contracts.

• Navigate complex deals involving multiple stakeholders, including engineering leadership, security, legal, and procurement teams.

• Secure enterprise-level contracts and cultivate champion relationships to enhance product deployments.

• Lead the identification of use cases, technical validation, ROI assessment, financial justification, procurement processes, and final signatures.

• Conduct discovery sessions and demonstrations with VPs of engineering, CTOs, and senior engineering executives.

• Collaborate with Field Engineering for comprehensive technical validation.

• Relay customer insights to Product and Marketing teams.

• Work together with Field Engineering, Marketing, and Product to refine market positioning.

• Implement agentic techniques and artificial intelligence throughout the sales process.

• Ensure CRM data is accurate regarding deal stages, next steps, and forecasting categories.

• Report directly to the Head of Sales.

• Engage in recruitment, culture-fit assessments, peer evaluations, panel discussions, and leadership interviews.

⛳️ Requirements

• Over 7 years of experience in enterprise software sales, consistently exceeding quotas.

• Develop new pipelines through direct, proactive outbound prospecting efforts.

• Demonstrable credibility in selling to VPs of engineering, CTOs, and senior engineering leaders.

• Capable of engaging in technical discussions independently, without a Sales Engineer present at every meeting.

• Previous experience selling developer tools or infrastructure is advantageous.

• Ability to excel in a developing category and generate a pipeline without a predefined strategy.

• Proficiency in a structured sales methodology such as MEDDPICC or Command of Message.

• Skilled in qualifying leads and identifying champions and economic buyers.

• Takes initiative and responsibility for outcomes, defaulting to action.

• Eligibility to work in the United States.

🏝️ Benefits

• Comprehensive health insurance, including coverage for partners and dependents.

• Pension plan.

• Approximately 25% travel for client meetings and company events.

• A welcoming, inclusive workplace environment.

• A commitment to diversity in the workplace.

• Company-sponsored events.