Senior Commercial Account Executive

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

📋 Description

• Take ownership of the most significant and complex accounts and territories within the Commercial segment.

• Oversee renewals, expansions, and new opportunities with higher Annual Contract Value (ACV).

• Drive intricate, multi-stakeholder sales processes including value mapping, proof of concept, competitive positioning, negotiation, and contracting.

• Collaborate with Sales Engineering, Marketing, and channel/Value Added Distributor partners to develop account and territory strategies.

• Establish and maintain a robust pipeline of expansion and new opportunities.

• Provide mentorship to Commercial AE I/II colleagues, exemplifying MEDDPICC discipline and rigorous deal execution.

• Work closely with Commercial Accounts leadership on progression into Strategic Accounts/Growth Accounts or sales leadership roles.

• Present territory forecasts, pipeline coverage, and expansion strategies during leadership business reviews.

• Utilize AI tools for account planning, ensuring forecasting accuracy, conducting competitive research, and developing proposals.

• Critically assess AI-generated analyses, proposals, and account plans.

• Guide other Account Executives (AEs) on the responsible and effective application of AI tools throughout the sales cycle.

⛳️ Requirements

• 5–8+ years of experience in B2B software sales with a proven track record of meeting quotas on complex, multi-stakeholder deals.

• Proven ability to manage a renewal, base-management, or high-volume transactional portfolio while scaling into larger or more strategic accounts.

• Strong understanding of MEDDPICC or a similar enterprise sales methodology.

• Experience collaborating with Sales Engineering and channel/distribution partners on complex deals.

• Proficiency with CRM and forecasting tools such as Salesforce, Clari, or equivalent.

• Willingness to travel as required, approximately 25–50% of the time.

• Comfort with generative AI tools such as Claude or Microsoft Copilot, with the ability to critically evaluate AI-generated outputs and embrace new AI capabilities.

• A bachelor's degree in business or a related field is preferred; equivalent experience will be considered.

• Preferred: Previous experience in enterprise, strategic, or field sales, or demonstrated readiness to transition into such roles.

• Preferred: Experience in selling data integrity, data quality, data governance, or master data management solutions.

• Preferred: Formal sales methodology certification such as Command of the Message.

• Preferred: Familiarity with Precisely products.

• Preferred: Experience in a private equity-backed or public SaaS environment.

• Geographic location in the West/Central United States is preferred but not mandatory for highly qualified candidates.

🏝️ Benefits

• Structured ramp program that includes a ramped quota.

• Access to enablement through product and technical training, sales skills development, MEDDPICC methodologies, proven plays, and deal support.

• A formal readiness plan for progression into field sales or sales leadership roles.

• An AI-first work environment with access to AI tools and capabilities.