Senior Account Executive, Select Accounts

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

📋 Description

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

• Execute renewal, expansion, and new logo sales strategies simultaneously.

• Independently lead intricate, multi-stakeholder negotiations.

• Make strategic decisions regarding pursuit methods, deal configurations, and territory focus.

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

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

• Foster multifaceted relationships from practitioner level to the C-suite.

• Conduct regular business reviews to identify areas for growth.

• Accurately forecast and maintain a well-organized Salesforce pipeline.

• Spot and seize opportunities for expansion.

• Identify and secure new logos.

• Implement a disciplined MEDDPICC sales approach.

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

• Generate pipeline through outbound efforts, BDRs, channel partners, and inbound avenues.

• Work together with Customer Success to ensure post-sale value realization.

• Provide customer and market insights to the Product team.

• Contribute to team playbooks and exchange best practices.

⛳️ Requirements

• Proven experience managing enterprise SaaS accounts across renewals, expansions, and new sales.

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

• Established relationships with VP and C-suite executives.

• Utilized MEDDPICC to qualify leads and manage deals.

• Independently led complex, cross-functional deals.

• Strong written and verbal communication skills.

• Self-motivated and receptive to coaching.

• Comfortable working in ambiguous situations.

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

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

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

• Track record of building or refining team playbooks and processes is a bonus.

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

🏝️ 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.