Senior Account Executive, Select Accounts

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

📋 Description

• Manage a portfolio of designated enterprise accounts alongside a targeted list of new prospective clients.

• Execute renewal, expansion, and new client acquisition efforts simultaneously.

• Independently lead intricate, multi-stakeholder transactions.

• Make strategic decisions regarding pursuit tactics, deal frameworks, and territory prioritization.

• Develop a territory strategy, identify relationships and growth prospects, and present the plan to leadership within the first 90 days.

• Create and implement account plans that align with customer business goals.

• Cultivate multi-layered relationships from practitioner levels up to the C-suite.

• Conduct regular business reviews and pinpoint growth opportunities.

• Provide accurate forecasts and maintain a clear pipeline in Salesforce.

• Identify and secure expansion opportunities.

• Prospect for and close new client accounts.

• Follow a disciplined MEDDPICC sales process.

• Collaborate with Solutions Engineers on product demonstrations and proof of concept initiatives.

• Generate pipeline through outbound efforts, BDR activities, channel partnerships, and inbound channels.

• Work in conjunction with Customer Success to enhance customer value post-sale.

• Share customer and market insights with the Product team.

• Contribute to team playbooks and disseminate effective practices.

⛳️ Requirements

• Proven track record of managing enterprise SaaS accounts across renewals, expansions, and new client acquisitions.

• Experience closing six- and seven-figure deals with sales cycles spanning 6-12 months.

• Established relationships at the VP and C-suite levels.

• Proficient in using MEDDPICC to qualify and manage sales opportunities.

• Successfully led complex, cross-functional deals independently, with the ability to anticipate risks and adapt plans accordingly.

• Excellent written and verbal communication skills.

• Self-motivated and open to coaching.

• Comfortable navigating ambiguity and formulating account strategies.

• Willingness to travel up to 25% for on-site customer meetings, quarterly business reviews, and field events.

• Experience selling analytics, data, or other technical products is advantageous.

• Background in selling to product, engineering, or data teams is a plus.

• Experience creating or enhancing team playbooks and processes is beneficial.

• Familiarity with land-and-expand strategies in a product-led or PLG-adjacent business is a plus.

🏝️ Benefits

• Equity consideration.

• Comprehensive Medical, Vision, and Dental Care.

• Mental Wellness Benefit.

• Generous Vacation Policy & Additional Company Holidays.

• Enhanced Parental Leave.

• Volunteer Time Off.

• Pre-Tax Benefits including 401(K).

• Wellness Benefit.

• Holiday Break.