Senior Account Executive, Select Accounts

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

📋 Description

• Take ownership of a designated portfolio of enterprise accounts alongside a targeted list of new potential clients.

• Manage renewals, expansions, and new logo acquisitions concurrently.

• Independently lead intricate deals involving multiple stakeholders.

• Determine strategies for pursuit, deal structuring, and prioritization of territories.

• Create a territory plan within the initial 90 days.

• Identify key relationships and growth prospects within accounts.

• Present the ongoing strategy to leadership.

• Develop and implement account plans that align with customer business objectives.

• Establish multi-level relationships from the practitioner level to the C-suite.

• Conduct regular business reviews and pinpoint growth opportunities.

• Provide accurate forecasts and maintain a tidy Salesforce pipeline.

• Recognize and finalize expansion opportunities.

• Identify and secure new logos.

• Execute a disciplined MEDDPICC sales methodology.

• Collaborate with Solutions Engineers for demonstrations and proofs of concept.

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

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

• Relay customer and market insights to the Product team.

• Contribute to team playbooks and share effective practices.

⛳️ Requirements

• Proven experience managing enterprise SaaS accounts through renewal, expansion, and new acquisition efforts.

• Successfully closed deals worth six to seven figures with sales cycles ranging from 6 to 12 months.

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

• Applied MEDDPICC methodology to qualify and manage deals.

• Led complex, cross-functional deals autonomously.

• Excellent written and verbal communication skills.

• Ability to work independently and be receptive to coaching.

• Comfortable navigating through ambiguity.

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

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

• Familiarity with selling to product, engineering, or data teams is a plus.

• Background in building or refining team playbooks and processes is a bonus.

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

🏝️ Benefits

• 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.

• Equity consideration.

• Company bonus or commissions (variable compensation).