Senior Enterprise Account Executive

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

📋 Description

• Take ownership of extensive, intricate sales processes involving multiple stakeholders within strategic enterprise accounts.

• Market a comprehensive platform rather than a single-point solution.

• Interact with a diverse range of individuals, from project and program managers to PMO leaders, enterprise architects, and C-suite executives.

• Conduct consultative, value-driven sales cycles that frequently encompass various business units.

• Act as the quarterback by coordinating efforts between solution consultants, partners, and executives to secure and expand six and seven-figure deals.

• Develop and implement strategic account and territory plans that pinpoint priority logos, key stakeholders, and pathways for expansion within complex global entities.

• Navigate multi-stakeholder purchasing committees, cultivating champions and aligning project managers, PMO and enterprise architecture leaders, procurement teams, and executive sponsors.

• Organize internal and partner resources to present compelling proofs of value and customized demonstrations.

• Negotiate commercial terms and pricing for platform agreements that harmonize customer value with sustainable account growth.

⛳️ Requirements

• Over 7 years of experience in quota-carrying B2B software/SaaS sales, with a proven history of closing complex enterprise deals (six and seven figures).

• Proven success in selling platform or enterprise software to large organizations with lengthy, multi-stakeholder sales cycles.

• Experience in selling to engineering-led or product-development sectors, preferably in industries such as automotive, aerospace, pharmaceutical/life sciences, energy, and construction - or related fields - or a clear ability to quickly adapt in technical areas.

• Expertise in a value-based or consultative sales methodology (e.g., MEDDPICC, Challenger).

• Established ability to forge executive relationships and convey ROI and business value to senior, non-technical stakeholders.

• Consistent track record of meeting or exceeding sales quotas and accurately forecasting in a CRM like Salesforce.

• Superior communication, presentation, and negotiation skills, with the discipline to handle multiple concurrent opportunities.

• Demonstrated capability to utilize AI tools as part of your daily workflow to enhance personal efficiency and the overall productivity of your territory.

• Willingness to travel up to 70% within the territory.

• Bachelor’s degree or equivalent experience.

🏝️ Benefits

• Employer-sponsored health insurance

• 401(k) retirement plan with employer match

• Paid time off commensurate with your tenure

• Paid leave for all major US holidays, in addition to PTO

• Company-provided laptop and phone