Enterprise Account Executive – North America

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

📋 Description

• Take ownership of a targeted list of named enterprise accounts, formulating a documented account strategy for each.

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

• Manage the complete enterprise sales process, which includes discovery, technical validation or proof of value, commercial negotiation, and MSSA execution.

• Assess opportunities utilizing MEDDPICC and ensure qualification details are up-to-date in HubSpot.

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

• Keep precise opportunity records, document the progress of deals, and maintain an updated pipeline and forecast.

• Recognize and resolve stalled opportunities; no deal should remain open for more than 90 days without documented progress.

⛳️ Requirements

• Proven enterprise sales experience at one or more of the following organizations: 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 formulate strategic account plans, cultivate relationships across buying groups, and generate new opportunities within named accounts.

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

• Awareness of MEDDPICC along with disciplined CRM management, forecasting, and deal progression.

🏝️ Benefits

• Emphasis on professional growth.

• Engaging and challenging projects.

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

• Paid 24 days of vacation annually.

• 10 days of national holidays.

• Unlimited sick leave.

• Coverage for private medical insurance.

• Reimbursement for co-working spaces.

• Reimbursement for gym/sports activities.

• Budget allocated for educational purposes.

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