Senior Account Executive – Enterprise

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

📋 Description

• Take ownership of the complete enterprise sales cycle for the Agentic Process Foundation throughout North America.

• Generate and build a significant portion of the pipeline via outbound prospecting.

• Research and prioritize accounts within the territory while identifying operational and regulatory challenges.

• Develop outbound messaging to secure executive meetings.

• Conduct daily prospecting and achieve activity and pipeline creation objectives.

• Follow up on inbound leads, marketing initiatives, and event sign-ups.

• Attain fluency in the Agentic Process Foundation, articulating AI-agent governance risks and solutions.

• Assist customers in integrating systems, standard operating procedures (SOPs), and workflows into a comprehensive overview.

• Advise customers on assessing value, costs, and risks prior to AI deployment.

• Position process intelligence, roles, controls, and anticipated workflow patterns.

• Showcase expected versus actual results using execution data.

• Link Process360 Live, process mining, modeling, simulation, and PIA to customer objectives.

• Address compliance and auditability priorities in sales efforts.

• Manage prospecting, qualification, discovery, business-case development, stakeholder alignment, negotiation, and closing processes.

• Lead multi-stakeholder enterprise sales cycles with deals ranging from five to six figures.

• Engage with executives in operations, transformation, risk, compliance, and IT.

• Employ MEDDPICC, Challenger, and ROI modeling techniques.

• Acquire new clients and expand existing customer relationships.

• Collaborate with partners and alliances.

• Work alongside Solution Consultants for demos, proofs of concept, and pilot projects.

• Cooperate with marketing on campaigns, events, and content creation.

• Transition to services and customer success with clear objectives and success metrics.

• Provide competitive intelligence and product insights to leadership.

• Maintain accurate CRM pipeline and forecasting data.

• Deliver credible forecasts and report on pipeline creation, conversion rates, cycle lengths, and win rates.

• Report directly to the SVP, North America.

⛳️ Requirements

• 3–5 years of full-cycle B2B SaaS sales experience with a proven track record of meeting or exceeding quotas.

• Demonstrated experience in a startup, scale-up, or early-stage business unit generating pipeline in an unfamiliar category.

• Proven ability to self-source outbound pipeline effectively.

• Experience managing complex, multi-stakeholder sales cycles in enterprise or upper mid-market organizations, preferably with annual revenues of $1B or more.

• Comfort in selling technical value to both business and IT audiences.

• Familiarity with process intelligence, process mining, BPM, automation, AI, or related enterprise software is highly advantageous.

• Genuine interest in AI and agentic systems, with the ability to engage in discussions about governance, risk, and compliance.

• Experience in regulated industries is a plus.

• Familiarity with MEDDPICC, Challenger, or Command of the Message methodologies.

• Bachelor’s degree in Business, Computer Science, Information Technology, or a related field, or equivalent practical experience.

• Exceptional skills in written outreach.

• Strong capabilities in discovery, presentation, and negotiation.

• High level of personal accountability and self-direction.

• Resilience and persistence in achieving goals.

• Curiosity and a quick learning ability.

• Collaborative mindset with the ability to work across technical and business teams without direct authority.

• Ability to excel in a fast-paced, evolving environment while managing multiple priorities.

🏝️ Benefits

• Equal opportunity employer.

• Opportunity to work closely with leadership, product teams, and customers.

• Independence in managing the territory.

• Capacity to influence the product roadmap and sales strategies.

• Access to a partner ecosystem and opportunities for cross-functional collaboration.