Senior Account Executive, Select Accounts

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

📋 Description

• Manage a portfolio of designated enterprise accounts along with a targeted list of new potential clients.

• Simultaneously handle renewal, expansion, and acquisition of new logos.

• Independently lead intricate deals involving multiple stakeholders.

• Make strategic decisions regarding pursuit tactics, deal structures, and prioritization of territories.

• Develop a territory plan within the initial 90 days and present the future strategy to leadership.

• Create and implement account plans in line with the business priorities of customers.

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

• Conduct regular business reviews to showcase results and pinpoint growth opportunities.

• Accurately forecast and maintain a clean pipeline in Salesforce.

• Identify and secure expansion opportunities across various teams, products, and tiers.

• Prospect and finalize new logos from the designated target list.

• Implement a disciplined MEDDPICC sales process.

• Collaborate with Solutions Engineers on demos and proofs of concept.

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

• Work alongside Customer Success to enhance post-sale customer value.

• Provide customer and market insights to the Product team.

• Contribute to team playbooks and disseminate effective practices.

⛳️ Requirements

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

• Successfully closed six- and seven-figure deals with sales cycles ranging from 6 to 12 months.

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

• Utilized MEDDPICC to qualify and manage deals.

• Led complex, cross-functional deals independently.

• Excellent written and verbal communication skills.

• Self-motivated and open to coaching.

• Comfortable working in ambiguous situations and formulating account strategies.

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

• Bonus: Experience in selling analytics, data, or other technical products.

• Bonus: Experience engaging with product, engineering, or data teams.

• Bonus: Background in developing or enhancing team playbooks and processes.

• Bonus: Familiarity with land-and-expand strategies in a product-led or PLG-adjacent environment.

🏝️ 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.