New Business Account Executive – SLED

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

📋 Description

• Take ownership of the complete new logo acquisition process.

• Establish and sustain a 3-4x pipeline coverage through extensive prospecting efforts, focusing most of your time on generating pipeline.

• Implement a structured daily prospecting routine that includes cold calling, strategic email sequences, social selling, and innovative outbound methods to identify and develop new opportunities.

• Conduct high-quality discovery meetings to uncover business challenges and present compelling value propositions that resonate with executive audiences.

• Navigate intricate, multi-stakeholder sales processes involving C-level executives, IT leaders, and cross-functional buying committees.

• Create and execute strategic territory plans, identifying high-value targets and formulating a qualified account prioritization strategy.

• Collaborate with Solutions Architecture and Customer Success teams to facilitate technical evaluations, POCs, and ensure seamless transitions post-sale.

• Master our sales methodologies (MEDDPICC, Command of the Message) to qualify opportunities, manage deal velocity, and drive consistent revenue.

• Maintain exemplary Salesforce hygiene, including comprehensive account notes, use case documentation, competitive intelligence, and precise forecasting.

• Surpass quotas while upholding high activity levels and pipeline velocity metrics.

⛳️ Requirements

• Significant B2B SaaS sales experience, particularly in new business development and acquiring net-new logos.

• Proven history as a top performer with success in closing new logo deals.

• Strong prospecting mindset with outstanding pipeline generation skills – you have successfully built territories from the ground up and created demand in untapped accounts.

• Familiarity with consumption-based or usage-based business models, with the ability to convey value beyond conventional licensing.

• Strong discovery and qualification skills using consultative selling techniques to reveal business challenges and build persuasive business cases for C-level stakeholders.

• Demonstrated capability to shorten sales cycles while managing multiple complex opportunities simultaneously (15-20+ active deals).

• Relentless work ethic and competitive spirit – you thrive on prospecting, are driven by competition, and possess an unquenchable desire to succeed.

• Flexibility and receptiveness to coaching – you excel in dynamic, fast-paced environments and continuously adapt based on market feedback.

• Excellent communication and storytelling abilities, capable of crafting and delivering executive-level presentations that create urgency.

• Proficiency with modern sales technology tools including Salesforce, Clari, Outreach, ZoomInfo/Cognism, LinkedIn Sales Navigator, Gong, and 6sense.

🏝️ Benefits

• Comprehensive benefits to support your health, financial needs, and overall well-being.

• Flexible Paid Time Off.

• Team Member Resource Groups.

• Equity Compensation & Employee Stock Purchase Plan.

• Growth and Development Fund.

• Parental Leave.