Senior Enterprise Account Executive – Mid-Atlantic

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

📋 Description

• Create and implement a strategic territory plan aimed at key organizations and relevant use cases to establish a strong pipeline and meet quarterly and annual sales goals.

• Acquire in-depth knowledge of our product offerings and industry solutions, delivering engaging demonstrations, presentations, and proposals that effectively communicate business value.

• Utilize extensive market knowledge to position our solutions as the optimal choice for customer needs, emphasizing the benefits over competing technologies and methods.

• Guide complex sales cycles with a solution-oriented approach, utilizing strategic selling methods and tactics, including the Land & Expand model to enhance account growth.

• Oversee the entire sales process from prospecting to closing, consistently acquiring new clients and expanding within existing accounts.

• Offer guidance and mentorship to Business Development Representatives (BDRs) and Field Marketing teams to align on target accounts and facilitate pipeline development.

• Ensure accurate and current information is maintained within the CRM system, upholding data integrity and following forecasting protocols.

• Cultivate strong partnerships with public cloud providers (AWS, Google, Microsoft Azure) and leverage these connections to enhance growth opportunities.

⛳️ Requirements

• Over 7 years of demonstrated success in enterprise software sales with a proven history of surpassing targets.

• Experience managing intricate sales processes within enterprise sectors such as Data Warehousing, Business Intelligence, Data Science, AI/ML, or related domains.

• Proven capability to independently establish and close new client relationships while effectively managing long-term business partnerships.

• In-depth understanding of commercial open-source business models, including selling on-premise and hybrid cloud & SaaS solutions.

• Ability to develop and implement sales strategies customized for specific industries, utilizing partner and go-to-market insights.

• Excellent presentation, communication, and organizational skills with a talent for fostering strong business relationships.

• Familiarity with sales methodologies such as MEDDIC, SPIN, or Challenger Sales, along with experience in a dynamic, competitive market.

• Experience collaborating with cross-functional teams to meet customer expectations, including Pre-Sales, Marketing, Customer Success, and Field Engineering resources.

• Proven ability to build and maintain relationships with key decision-makers, including CTOs, IT leaders, and technical end users, while working alongside Solution Architects, Professional Services, and Channel Partners.

🏝️ Benefits

• Medical, dental, and vision benefits

• 401(k)

• Paid time off

• Certain leaves of absence

• Stock option grant

• Annual bonus eligibility