Enterprise Account Executive – North America

This is a fully remote position, open to applicants in California, +4 more states.

📋 Description

• Take ownership of and cultivate a targeted list of named enterprise accounts, developing a comprehensive account plan for each.

• Discover and pursue new opportunities within assigned accounts while fostering relationships with various stakeholders.

• Oversee the entire enterprise sales process from initial discovery through technical validation or proof of value, commercial negotiations, and MSSA execution.

• Assess opportunities using the MEDDPICC framework and ensure that qualification details are consistently updated in HubSpot.

• Expand existing enterprise accounts in collaboration with the Account Manager and Renewal Manager.

• Keep precise records of opportunities, document deal progress, and maintain an up-to-date pipeline and forecast.

• Identify and resolve stalled opportunities, ensuring that no deal remains open for over 90 days without documented progress.

⛳️ Requirements

• Proven direct enterprise sales experience at one or more of the following companies: Sonatype, JFrog, Black Duck, Mend.io, Veracode, FOSSA, Snyk, Socket, Aikido, GitLab, GitHub, Aqua Security, Moderne, Seal Security, HeroDevs, Endor Labs, ActiveState, Chainguard, RapidFort, Lineaje, Docker, Arnica, ArmorCode, Cycode, Apiiro, OX Security, Legit, Phoenix, Brinqa, ThousandEyes, Dynatrace, PagerDuty, New Relic, Elastic, Cloudflare, or Datadog.

• Experience in selling to large enterprises and managing intricate sales cycles that involve technical, commercial, procurement, and legal stakeholders.

• Capability to create strategic account plans, develop relationships across buying groups, and generate new opportunities within named accounts.

• Proficient in guiding customers through technical validation or proof-of-value processes and negotiating enterprise agreements.

• Familiarity with the MEDDPICC sales methodology.

• A disciplined approach to CRM management, forecasting, and deal progression.

🏝️ Benefits

• Opportunities for professional development and personal growth.

• Engaging and challenging projects.

• Access to mentorship and other knowledge-exchange programs.

• Fully remote work with flexible hours, enabling work from any location worldwide.

• 24 paid vacation days annually.

• 10 days of national holidays.

• Unlimited sick leave.

• Coverage for private medical insurance.

• Reimbursement for co-working expenses.

• Gym/sports reimbursement.

• Potential to earn a reward for the most innovative idea that the company can patent.