Enterprise Account Executive, Commercial

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

📋 Description

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

• Drive acquisition of new logos and expand existing accounts, potentially involving asset management.

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

• Demonstrate how aerial imaging can revolutionize customer workflows.

• Strategically structure and close deals.

• Strengthen relationships with current customers and enhance product adoption.

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

• Cultivate relationships with stakeholders in both customer and prospect organizations.

• Acquire in-depth knowledge of Nearmap’s products, use cases, and customer motivations.

• Engage and qualify inbound leads from Marketing and SDR teams.

• Collaborate with the designated Outbound BDR for territory planning and prospecting efforts.

• Develop enterprise account strategies that include stakeholder mapping, business case formulation, and multithreaded engagement.

• Identify customer pain points and propose customized solutions.

• Organize product demonstrations and present ROI-focused narratives.

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

• Analyze industry trends, customer demands, and competitive landscape.

• Create proposals and lead the contract negotiation process.

• Manage intricate sales cycles spanning 6 to 18 months.

• Maintain visibility of the Salesforce pipeline, along with forecasts, deal stages, and next actions.

• Achieve and surpass quarterly and annual sales objectives.

• Provide sales forecasts and insights for cross-functional planning.

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

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

• Represent customer feedback internally to inform product and go-to-market strategies.

• Mentor junior sales team members.

• Engage in sales meetings, strategic sessions, and cross-functional workshops.

⛳️ Requirements

• Over 5 years of experience in an enterprise closing sales role.

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

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

• Proficiency in managing strategic accounts and complex deal cycles involving numerous stakeholders.

• Mastery of enterprise sales methodologies such as MEDDICC or similar.

• Extensive expertise in value selling and constructing ROI-driven business cases.

• Exceptional skills in stakeholder management, influence mapping, and negotiation.

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

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

• Expertise in building C-level relationships and aligning with executive priorities.

• Proficient in territory planning, pipeline management, and sales forecasting.

• Bachelor’s degree required; advanced degree preferred.

🏝️ Benefits

• Four additional "YOU" days off each year.

• Company-sponsored volunteering opportunities.

• Generous parental leave policies.

• Work from Overseas Policy—travel the world from an approved list of cities while you work.

• Discounted Private Health Insurance plans.

• A Nearmap subscription.