Enterprise Account Executive

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

📋 Description

• Strategic Territory Management: Take ownership of a specified group of Enterprise accounts. Develop a thorough territory strategy to identify new opportunities and enhance current engagements.

• Full-Cycle Execution: Oversee the complete sales process from prospecting and discovery through to negotiation and closing. You are a "Hunter" who relishes the excitement of the pursuit while executing with the finesse of a consultant.

• Multi-Threaded Selling: Navigate intricate organizations to foster consensus among technical advocates (Dev/Ops/Security practitioners) and executive financial decision-makers (CTO, CIO, CISO, CFO).

• Value Engineering: Move past mere feature/function selling. Clearly articulate a comprehensive "Business Value Assessment" (BVA) that connects our technical capabilities with the customer’s revenue growth or operational efficiency.

• Methodical Forecasting: Ensure accuracy in Salesforce/CRM. Leverage MEDDPICC or Command of the Message methodologies to deliver precise weekly, monthly, and quarterly sales forecasts.

⛳️ Requirements

• Experience: A minimum of 7 years in quota-carrying field sales, with no less than 3 years specifically targeting the Enterprise market ($200k - $1M+ ACV).

• Technical Aptitude: While coding skills are not required, you must possess a strong technical fluency. You should be able to engage in discussions with a VP of Engineering or a Chief Architect regarding their tech stack, workflows, and challenges.

• Methodology Master: You are deeply familiar with sales methodologies. You can clearly articulate how you apply MEDDPICC/MEDDIC to qualify opportunities and mitigate risks in your pipeline.

• Consistency: A proven track record of performing in the top 10-20% of your peer group. We seek evidence of President’s Club accolades and consistent quota surpassing.

• Start-Up Grit: Experience in a fast-paced, high-growth setting (from Series B to IPO). You are at ease with uncertainty and are prepared to create the playbook rather than simply follow one.

🏝️ Benefits

• Competitive Salary: We provide a competitive compensation package that includes equity.

• Platinum-Level Insurance: Comprehensive health, dental, vision, and life insurance options, including plans for you and eligible dependents (benefits may vary based on location).

• Flexible Working Schedule: Have a doctor’s appointment or need to run errands at 2pm? We support that. To us, results hold more weight than adhering to strict clock-in and clock-out times.

• Workplace Flexibility: We offer significant flexibility regarding your work location. We understand life can change, and we are more than willing to adapt your work environment as needed.