Senior Account Executive

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

📋 Description

• Identify, qualify, and secure new business opportunities within the Commercial segment.

• Concentrate on acquiring new logos and expanding territories.

• Manage the market comprehensively by creating a pipeline through targeted outbound prospecting.

• Lead multi-threaded evaluations and oversee full-cycle sales processes until closure.

• Generate pipeline through professional networks and various prospecting platforms.

• Cultivate, qualify, and convert leads sourced from ADR, Marketing, and Partner teams.

• Oversee current client portfolios to facilitate renewals and ensure long-term customer satisfaction.

• Recognize and finalize upsell and cross-sell opportunities within existing accounts.

• Collaborate with Customer Success and perform regular business reviews.

• Conduct discovery sessions to identify business goals, process gaps, and client challenges.

• Utilize industry knowledge and stakeholder information to challenge prospects effectively.

• Create executive-level value propositions that articulate ROI and time-to-value.

• Showcase product value through verbal presentations, written communication, and live product demonstrations.

• Surpass quarterly and annual revenue objectives.

• Provide precise Salesforce forecasts by assessing opportunity size and probability.

• Develop and manage joint action plans that align with clients and leadership.

⛳️ Requirements

• 7-10+ years of experience in quota-carrying B2B SaaS closing roles, consistently surpassing new-business ARR targets.

• Direct experience in selling Governance, Risk, and Compliance (GRC) software.

• Proven history of conducting outbound prospecting and successfully winning competitive deals.

• Strong consultative selling abilities.

• Capability to uncover fundamental business challenges and link technical features to business results.

• Comfortable engaging with, negotiating, and challenging VP- and C-level decision-makers.

• Strong pipeline management, disciplined forecasting, and territory oversight.

• Experience leading cross-functional deal teams that include Solutions Engineering, Product, and leadership.

• Preference for candidates located in the Central or Pacific time zones.

• Familiarity with navigating security reviews, infosec audits (SOC 2, ISO 27001), and enterprise procurement processes is preferred.

• Experience in rapidly growing SaaS scale-ups is a plus.

• Knowledge of Salesforce, HubSpot, Zoom, Highspot, Gong, ZoomInfo, 6sense, LinkedIn Sales Navigator, Chili Piper, Microsoft Teams, and Slack.

• Must provide a valid phone number that is not a VOIP number.

🏝️ Benefits

• Base salary, variable and equity compensation.

• Unlimited PTO.

• 401(k) with immediate vesting and a 4% company match.

• $500 stipend for home office setup.

• Choice of PC or Mac laptop.

• Annual in-person company events and quarterly in-person meetings.

• Medical, dental, and vision coverage for employees and their dependents.

• Charitable Contribution Match program.

• Annual compensation reviews and equity adjustments.

• 12 weeks of parental leave.

• One year of free diapers and wipes with Honest.

• $100 quarterly wellness stipend.

• Discount on pet insurance.

• Slack notifications will be muted after 5 pm based on your time zone.

• Two weeks of company-wide closure for rest (in July and December).