Senior Account Executive, New Business

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

📋 Description

• Assist public and private utilities in enhancing their operations with enterprise SaaS solutions.

• Directly engage with the utilities sector to secure new business and expand strategic accounts.

• Oversee a designated portfolio of large publicly and privately owned utilities and energy suppliers across power generation, transmission, and distribution.

• Manage the complete new-logo sales cycle from territory planning and prospecting to discovery, qualification, evaluation, commercial negotiation, and contract execution.

• Develop and sustain a self-generated pipeline to meet quarterly and annual sales targets.

• Formulate strategic account plans, identify whitespace opportunities, and devise territory penetration strategies.

• Build multi-threaded relationships across Security, IT, Risk, Business Continuity, Emergency Management, Procurement, Legal, Finance, and executive leadership.

• Lead structured qualification processes to determine customer pain points, business impacts, decision criteria, stakeholders, economic buyers, competition, compelling events, and timing.

• Create and maintain Mutual Action Plans.

• Develop executive-level business cases that connect Everbridge capabilities to customer outcomes, operational risks, financial impacts, and strategic priorities.

• Formulate solution strategies, including phased or tiered approaches when suitable.

• Manage opportunities and forecasts based on customer evidence.

• Coordinate Solutions Engineering, BDR, Marketing, Channel, Legal, Professional Services, Customer Success, and executive resources.

• Leverage strategic partners and channel relationships to identify and expedite opportunities.

• Engage in forecast calls, deal reviews, 1:1 meetings, and QBRs.

• Maintain a strong understanding of Everbridge solutions, competitive alternatives, and market trends.

⛳️ Requirements

• 8+ years of B2B sales experience, including substantial experience in selling SaaS, hosted software, or complex technology solutions.

• 5+ years of experience selling to mid-market or enterprise accounts with multi-stakeholder buying groups and complex procurement processes.

• Proven track record of achieving or surpassing quotas in a new-logo/hunter role.

• Established ability to independently generate pipeline through outbound prospecting, executive outreach, account planning, referrals, and partner engagement.

• Strong command of MEDDICC/MEDDPICC, Blueprinting, Solution Selling, or a similar enterprise qualification methodology.

• Experience in creating executive business cases and communicating value beyond product features and functionality.

• Background in competing against established incumbents and generating urgency around change initiatives.

• Strong forecasting discipline with the ability to objectively evaluate deal risk, customer intent, and execution timing.

• Executive presence with excellent written, verbal, presentation, and negotiation skills.

• High degree of ownership, accountability, preparation, coachability, and business judgment.

• Bachelor's degree or equivalent relevant professional experience.

• Proficient in using Salesforce or a similar CRM as the system of record for pipeline, opportunity management, and forecasting.

• Willingness to travel approximately 30% or more based on customer and territory requirements.

• Nice to have: Experience selling to Security, Business Continuity, Emergency Management, Risk, IT, or Critical Event Management buyers.

• Nice to have: Experience with $100K+ annual contract value transactions and multi-year agreements.

• Nice to have: Experience with channel partners, resellers, or strategic alliances.

• Nice to have: Experience selling in competitive displacement or consolidation initiatives.

🏝️ Benefits

• Healthcare benefits.

• Dental benefits.

• Parental planning benefits.

• Mental health benefits.

• Disability income benefits.

• Life and AD&D insurance.

• 401(k) plan and match.

• Paid time off.

• Fitness reimbursements.