Enterprise Install Base Account Executive

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

📋 Description

• Take ownership of and manage a portfolio of roughly 50 high-value customers, focusing on retention and revenue growth.

• Cultivate trusted relationships with customers and pinpoint cross-selling opportunities across various teams, business units, and use cases.

• Collaborate with Customer Success Managers (CSMs) and Customer Solutions Engineers (CSEs) to develop account planning and execution strategies that align with customer objectives.

• Spearhead cross-sell strategies and lead commercial discussions with key accounts.

• Monitor account health and usage, identify potential risks, and coordinate the account team on subsequent actions.

• Work independently in a rapidly changing environment and create repeatable, scalable sales playbooks.

• Engage with a range of stakeholders from economic buyers to technical teams to discover expansion opportunities.

• Meet or surpass renewal and expansion goals.

• Conduct structured, multi-stakeholder account planning for complex, high-value accounts.

• Quickly familiarize yourself with intricate technical products and be able to discuss enterprise-scale architecture and AI-native applications.

• Tailor messaging for both business and technical audiences.

⛳️ Requirements

• Minimum of 5 years of experience in B2B SaaS sales or account management.

• Experience in managing renewals and expansions within accounts featuring multiple stakeholders.

• Proven track record of negotiating complex, multi-year enterprise agreements with both customers and internal stakeholders.

• Strong collaborative skills with Customer Success, Solutions Engineers, and cross-functional teams.

• Ability to manage intricate, multi-stakeholder relationships within large organizations.

• Strategic patience to navigate longer sales cycles.

• Experience with SaaS, APIs, or developer-focused products is a plus.

• Familiarity with usage-based or consumption-based business models is advantageous.

• Background in working with eCommerce or digital experience platforms is preferable.

• Capability to quickly ramp up on complex technical products.

• Ability to speak credibly about enterprise-scale architecture and modern web and AI-native applications.

• Effective communication skills for engaging both business and technical audiences.

🏝️ Benefits

• Flexible workplace model allowing you to choose your work location and schedule.

• Option to work remotely as a fully remote employee.

• Total Rewards compensation philosophy.

• An inclusive workplace where everyone is respected and supported.

• Valued diversity and collaboration.

• No payments, purchases, or financial details requested during the hiring process.