Senior Account Executive, Vertical Accounts

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

📋 Description

• Generate new enterprise pipeline within assigned vertical(s) by sourcing, qualifying, and closing new Mixpanel customers, as well as onboarding new business units and subsidiaries within current customers.

• Collaborate with Renewal Managers to drive renewal growth and with Customer Value Managers to explore upsell opportunities.

• Execute a complete enterprise sales process from the initial meeting to closing using MEDDPICC or Mixpanel's selected methodology.

• Provide accurate forecasts and highlight risks early to the manager and within the CRM.

• Acquire knowledge of vertical language, buyer personas, and prevalent use cases; implement industry-specific discovery questions, messaging, and competitive positioning.

• Develop and enhance vertical playbooks, including messaging strategies, discovery inquiries, competitive intelligence, and deal trends.

• Pose credible technical discovery questions regarding prospects' data, analytics maturity, and current tools.

• Collaborate with Sales Engineering for demonstrations and technical validation customized to vertical use cases.

• Maintain current and accurate data in the SFDC pipeline and forecasting systems.

• Work with Marketing and Product Marketing to refine vertical messaging and campaigns.

• Supply insights on deal volume, win rates, and competitive patterns to inform dedicated coverage decisions.

• Partner with Enablement for vertical fluency training and onboarding as the vertical evolves.

⛳️ Requirements

• Proven history of success in full-cycle sales, from acquiring new customers to expanding existing ones, across SMB to enterprise SaaS.

• Experience in selling within a specific industry vertical, or a demonstrated capacity for quickly achieving vertical fluency.

• Ability to thrive in ambiguous situations, creating processes and playbooks in real time rather than relying on pre-existing ones.

• Strong skills in discovery and qualification; familiarity with MEDDPICC or a similar methodology.

• Experience with analytics, data, or technical products, capable of conducting credible technical discovery and engaging effectively with technical buyers.

• Clear and direct communication that fosters trust with both business and technical stakeholders.

• Proven ability to translate field insights into replicable playbooks that benefit the broader team.

• Experience closely collaborating with Sales Engineering on technical validation and demonstrations.

• A record of influencing go-to-market strategies or shaping how a team approaches sales within a market.

• Experience mentoring or informally developing colleagues within a sales team.

• Advanced familiarity with SFDC and forecasting tools.

🏝️ 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