Enterprise Account Executive

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

📋 Description

• Take full ownership of the sales cycle for new business with enterprise brands, manufacturers, and retailers, starting from the initial outreach to the signed contract.

• Develop and manage a targeted list of accounts, focusing on the most valuable opportunities with a strategic territory plan.

• Identify and map out buying committees across pricing, eCommerce, merchandising, sales, and executive leadership.

• Cultivate relationships that extend beyond the initial point of contact.

• Conduct discovery sessions to identify business challenges and link Wiser's data to margins, pricing positions, MAP compliance, and promotional performance metrics.

• Create proposals and business cases for review by finance, procurement, and executive teams.

• Negotiate commercial agreements and facilitate the deal process through legal, security, and procurement channels.

• Deliver customized product demonstrations via Microsoft Teams and in-person meetings.

• Enhance assigned existing enterprise accounts by identifying product, regional, and category opportunities.

• Collaborate with Customer Success during renewals to strengthen account relationships.

• Utilize tools such as Apollo, HubSpot, Salesforce, LinkedIn Sales Navigator, and Claude for account research, pipeline development, and maintaining accurate forecasts.

• Provide market insights to refine the Ideal Customer Profile (ICP), messaging, collateral, and prospecting strategies.

• Report directly to the VP of Sales and Marketing, collaborating with Sales Engineers, Customer Success, and the broader sales team.

• Ensure consistent and dependable attendance in the workplace.

⛳️ Requirements

• Minimum of 5 years in quota-carrying sales roles, with at least 3 years in enterprise closing positions.

• At least 3 years of experience selling SaaS or data products.

• Proven success in selling to consumer brands, manufacturers, and/or retailers.

• A consistent track record of achieving and exceeding an annual quota of $1.5M+ in new business.

• Experience in closing six-figure deals involving multi-stakeholder buying committees.

• Documented achievement of 100%+ of quota in at least two of the last three years.

• Hands-on experience with a structured enterprise sales methodology such as MEDDICC, Challenger, or SPIN.

• Comfortable presenting to and negotiating with VP and C-level executives.

• Demonstrated ability to build a self-sourced pipeline through outbound prospecting efforts.

• Significant portion of closed deals should be personally sourced rather than provided by marketing or SDR teams.

• Experience in pricing, market intelligence, or eCommerce analytics is a strong advantage.

• Recognition such as President’s Club, top-rep rankings, or similar accolades is highly preferred.

• Ability to maintain regular and reliable attendance at work.

🏝️ Benefits

• Performance-based discretionary bonuses.

• Variable pay plans available for certain positions.

• Equal employment opportunity and protections against discrimination.

• Reasonable accommodations during the application process.