Senior Account Executive – NorthWest US

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

📋 Description

• Take ownership and cultivate a wide-ranging geographic area.

• Perform account segmentation, whitespace analysis, new-logo prospecting, expansion of the installed base, partner mapping, and creation of a self-generated pipeline.

• Guide comprehensive sales processes from prospecting and discovery through technical validation, competitive displacement, negotiation, and closing.

• Organize RFPs, RFIs, task orders, and contract renewals as necessary.

• Formulate and implement strategic account plans that align with funding cycles and procurement schedules.

• Establish and nurture multi-threaded relationships with program owners, technical and architectural leaders, procurement and contracting officers, as well as executive leadership.

• Connect customer mission outcomes to platform capabilities and value realization as a trusted advisor.

• Develop and sustain a qualified pipeline that corresponds to quarterly and annual booking targets.

• Deliver precise CRM forecasting and deal assessment that reflects customer timing and risk factors.

• Ensure adherence to SLED procurement regulations, internal approval processes, and pricing guidelines.

• Collaborate on joint territory plans and generate pipelines with systems integrators, MSPs, resellers, solution providers, and channel partners.

• Engage in co-selling, partner pipeline evaluations, account mapping, and executive-to-executive interactions.

• Work cross-functionally with Sales Engineering, Professional Services, Customer Success, Legal, Finance, and Sales Operations.

• Meet quarterly and annual objectives.

• Maintain pipeline integrity and forecast accuracy.

• Propel territory growth through self-generated pipelines, new-logo acquisition, expansion of the installed base, and competitive displacement.

• Forge strong and lasting executive-level customer relationships.

⛳️ Requirements

• Must reside in the NorthWest US territory.

• Proven track record in a field-based, quota-bearing B2B technology sales position.

• Demonstrated experience in independently managing a geographic territory.

• Experience in conducting in-person meetings with customers and partners.

• Ability to function without foundational field-sales training.

• Proven success in driving six- and seven-figure deals.

• Exceptional executive communication, negotiation, and consultative selling abilities.

• History of meeting or surpassing a significant individual quota.

• Experience in securing net-new logos.

• Capability to quantify personally generated pipeline.

• Experience in activating VARs and channel partners to source or influence opportunities.

• Comfort in managing a diverse account base with both transactional opportunities and complex six- and seven-figure sales.

• Experience in selling network monitoring and observability, infrastructure and IT operations management, network performance monitoring, network detection and response, application delivery and load balancing, network security, or related infrastructure software is advantageous.

• Ability to influence from outside the organization and lead intricate internal deal teams.

• Experience with SLED, healthcare, higher education, public utilities, or broad commercial territories is highly valued.

🏝️ Benefits

• Medical, dental, vision, life, and disability benefits.

• 401(k) retirement savings plan.

• Tuition reimbursement program.

• Critical illness, hospital indemnity, and personal accident insurance.

• Identity theft protection.

• Auto and home insurance.

• Legal insurance.

• Pet insurance.

• Commission plan with the potential for an additional $162,000 at goal.

• Bonus or uncapped commission opportunities, as applicable.

• Employee Stock Purchase Program (ESPP) with a 27-month lookback.

• Flexible paid vacation time.

• Paid day off for birthday.

• Company holidays.

• Parental Leave and other leave programs.

• Employee Assistance Program (EAP).

• Employee well-being resources focusing on physical, mental, social, and financial health.