Enterprise Account Executive, Commercial

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

📋 Description

• Manage a specific portfolio of named accounts within the AECO sector.

• Drive the acquisition of new logos and expand existing accounts, which may include asset management.

• Act as the primary point of contact for potential customers.

• Demonstrate how aerial imaging can revolutionize customer workflows.

• Structure and finalize strategic agreements.

• Strengthen relationships with current customers and enhance product usage.

• Utilize Nearmap’s MEDPICC sales methodology and value selling framework.

• Cultivate relationships with key stakeholders in both customer and prospect accounts.

• Gain expertise in product use cases and understand persona motivations.

• Engage with and qualify incoming leads.

• Implement strategic territory planning and collaborate on prospecting with an assigned Outbound BDR.

• Develop enterprise account strategies, complete with stakeholder mapping and business case formulation.

• Identify customer pain points and propose customized solutions.

• Organize product demonstrations and communicate ROI-focused narratives.

• Oversee long-term pipeline management and prioritize strategic opportunities.

• Keep abreast of industry trends, customer requirements, and competitive dynamics.

• Prepare tailored proposals and lead contract discussions.

• Navigate complex sales cycles lasting between 6 to 18 months.

• Maintain visibility of the Salesforce pipeline, forecasts, and next steps.

• Meet and surpass quarterly and annual sales goals.

• Provide updates on sales forecasting and insights for cross-functional planning.

• Collaborate with Marketing, Customer Success, and Solution Design teams.

• Work with Legal, Finance, Customer Success, and Product teams to finalize deals.

• Advocate for customer insights in product and market initiatives.

• Mentor junior members of the sales team.

• Participate in sales meetings, strategy discussions, and cross-functional workshops.

⛳️ Requirements

• Minimum of 5 years in a closing sales role at the enterprise level.

• Proven history of surpassing quotas in the Commercial / AEC sector.

• Experience in selling SaaS, geospatial, data, or platform solutions to large, intricate organizations.

• Skilled in managing strategic accounts and complex deal cycles that involve multiple stakeholders.

• Mastery of enterprise sales methodologies (MEDDICC or similar).

• Extensive knowledge of value selling and constructing ROI-focused business cases.

• Outstanding stakeholder management, influence mapping, and negotiation capabilities.

• Ability to distill technical and strategic information for executive audiences.

• Advanced skills in pipeline management, forecasting, and CRM systems; Salesforce experience preferred.

• Proficient in building relationships at the C-level and aligning with executive priorities.

• Highly adept in territory planning, pipeline management, and sales forecasting.

• Bachelor’s degree required; an advanced degree is preferred.

🏝️ Benefits

• Four additional "YOU" days off annually.

• Company-sponsored volunteering opportunities.

• Generous parental leave policies.

• Work from Overseas Policy with designated approved cities.

• Discounted Private Health Insurance plans.

• A subscription to Nearmap.

• An inclusive, supportive culture and safe working environment.