Senior Account Executive

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

📋 Description

• Manage the complete sales cycle for new enterprise accounts, from prospecting and qualification to closing deals.

• Generate new enterprise revenue across the West Coast territory, handling everything from initial contact to signed contracts.

• Create a disciplined, data-oriented pipeline utilizing structured qualification and maintaining rigorous CRM standards.

• Oversee commercial negotiations, which include pricing strategies, competitive positioning, business case formulation, and contract management.

• Foster trusted relationships with decision-makers and influencers within targeted accounts.

• Develop a sustainable territory strategy that prioritizes accounts, ensures consistent prospecting, and maintains forward-looking pipeline coverage.

• Execute outbound prospecting, manage inbound follow-ups, conduct discovery calls, qualification, and demo cycles.

• Collaborate with Solutions Engineering, Product Management, Marketing, Legal, and other internal stakeholders.

• Generate accurate forecasts and advance late-stage deals toward closure.

• Complete onboarding as well as product and technical training.

⛳️ Requirements

• Demonstrated success in closing complex B2B SaaS or technology deals at the enterprise level, consistently achieving quotas.

• Experience in managing and finalizing deals with an ARR exceeding $100k, including navigating multi-stakeholder purchasing processes and extended sales cycles.

• Proficient in a structured sales methodology — such as MEDDIC, Challenger, SPIN, or similar approaches.

• Experience with value-based selling, business case development, ROI analysis, and outcome-based selling techniques.

• Skilled in using CRM and sales tools, including Salesforce and LinkedIn Sales Navigator or equivalent platforms.

• Strong, confident written and verbal communication skills, adaptable to technical audiences, procurement leads, and C-suite executives.

• Coachable and eager to develop alongside the company.

• Ability to work remotely within the United States, focusing on the West Coast territory.

🏝️ Benefits

• Competitive salary and performance-based incentives.

• Flexible work environment with remote work options.

• Opportunities for professional development and career growth.

• Comprehensive health, dental, and retirement benefits.