Senior Account Executive

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

📋 Description

• Develop and oversee a structured outbound pipeline aimed at enterprise organizations.

• Target marketing, content, communications, digital experience, and web platform teams for prospecting.

• Cultivate multi-layered relationships within both business and technical buying groups.

• Design and implement strategic account plans for designated target accounts.

• Comprehend customer priorities and illustrate how Shorthand aligns with their strategic goals.

• Foster enduring relationships with senior stakeholders.

• Identify and drive new business and growth opportunities.

• Create customized proposals and presentations that address customer requirements and business results.

• Manage commercial negotiations and finalize complex enterprise deals.

• Accurately forecast pipeline metrics, including close dates, deal sizes, and probabilities.

• Collaborate with teams across Customer Success, Sales, Channel Partners, Growth, Marketing, Product, and Engineering.

• Report directly to the Head of Sales.

• Engage in prospecting, discovery, product demonstrations, and full-cycle consultative sales from prospecting to closure.

⛳️ Requirements

• Located in North America; preference for Washington DC, NYC, or Boston, with other East Coast locations considered.

• Demonstrated success in building outbound pipelines and closing enterprise SaaS deals in complex buying situations.

• Experience in prospecting medium to large enterprises and engaging with marketing, content, communications, editorial, digital experience, and web platform teams.

• Proven track record in expanding strategic accounts through new business acquisition and executive relationship development.

• Background in selling CMS, digital publishing, martech, DXP, or similar technology solutions to enterprise organizations.

• Familiarity with organizations utilizing WordPress, Adobe Experience Manager, Sitecore, Contentful, Optimizely, Drupal, or comparable CMS/DXP platforms.

• Skilled in navigating technical validation processes with digital, engineering, or web platform teams.

• Capability to independently conduct product demonstrations and manage technical discovery discussions without dedicated presales support.

• Experience in introducing new products to the market.

• Proven ability to close large, strategic, high-quality deals.

• Successful in both direct and partner-led sales environments.

• Technical aptitude or background in technology is highly valued.

• Consultative sales approach and experience in offering solutions in a fast-paced setting.

• Ability to collaboratively sell across multiple internal stakeholders and teams.

• Excellent written and verbal communication skills.

• Proficiency in simplifying complex concepts for both technical and non-technical audiences.

• Capability to manage multiple enterprise sales cycles concurrently.

• Comfortable working remotely and collaboratively across distributed teams and time zones.

• Proactive, self-sufficient, resourceful, inquisitive, resilient, and goal-oriented.

• Tech-savvy and eager to become proficient in the Shorthand platform.

🏝️ Benefits

• Fully remote work with flexible hours.

• Co-working allowance provided.

• Genuine autonomy and freedom to manage and expand your territory.

• Opportunity to influence the enterprise sales strategy across North America.

• Employee Share Option Plan available for all team members.

• Health & Wellness Allowance offered.

• Access to coaching and counseling services.

• 401(k) plan included.

• 100% employer-covered healthcare premiums for US-based team members.

• Paid parental leave provided.

• Home office allowance offered.

• Laptop and necessary peripherals supplied.

• Commitment to being a carbon-neutral organization and initiating climate action initiatives.