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 potential new clients.

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

• Independently lead intricate deals involving multiple stakeholders.

• Make strategic decisions regarding pursuit strategy, deal structure, and territory prioritization.

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

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

• Foster multi-level relationships from practitioner to C-suite executives.

• Conduct regular business reviews and pinpoint growth opportunities.

• Provide accurate forecasts and maintain a clean Salesforce pipeline.

• Identify and secure opportunities for expansion.

• Prospect and successfully acquire new clients.

• Adhere to a disciplined MEDDPICC sales process.

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

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

• Work alongside Customer Success to ensure customer value realization.

• Relay customer and market insights to Product teams.

• Contribute to team playbooks and disseminate best practices.

⛳️ Requirements

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

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

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

• Utilized MEDDPICC methodology to qualify and manage deals.

• Independently led complex, cross-functional deals.

• Excellent written and verbal communication skills.

• Self-motivated and receptive to coaching.

• Comfortable navigating ambiguity.

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

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

• Experience engaging with product, engineering, or data teams is a plus.

• Background in developing or enhancing team playbooks and processes is beneficial.

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

🏝️ 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 as variable compensation.