Senior Global Enterprise Account Executive

This is a fully remote position, open to applicants in United States, +2 more locations.

📋 Description

• Acquire new enterprise-level clients through a consultative and strategic sales approach.

• Drive new business bookings from global enterprise prospects, surpassing quarterly and annual sales targets.

• Own and manage a specific sales quota.

• Execute full-cycle sales processes from discovery and demonstrations to proposals, legal reviews, and closing deals.

• Generate pipeline through outbound activities, partner collaborations, intent data, referrals, and multi-touch executive outreach.

• Navigate intricate buying groups and cultivate multi-threaded relationships across C-suite, legal, procurement, and technical stakeholders.

• Act as a trusted advisor on customers’ EHS, ESG, and operational risk management objectives utilizing the VelocityEHS software platform.

• Coordinate internal VelocityEHS teams, including Solutions Consultants, Product SMEs, Legal, and Executive Sponsors.

• Maintain accurate forecasts and a strong 3x pipeline.

• Report progress, risks, and potential opportunities to sales leadership.

• Keep detailed opportunity notes, forecast stages, and MEDDPICC fields updated.

• Develop and implement account plans that align with company goals and sales objectives.

• Build a comprehensive understanding of customer priorities, organizational structures, and strategic initiatives.

• Represent VelocityEHS at conferences, trade shows, and customer events.

• Travel approximately 10–20%.

⛳️ Requirements

• Over 10 years of full-cycle, quota-carrying B2B SaaS sales experience, ideally focused on acquiring new business.

• Experience in expanding business within large, complex customer accounts with over 10,000 employees.

• Familiarity with longer or complex sales cycles involving multiple stakeholders, procurement, and legal reviews.

• Experience managing RFPs, procurement processes, and legal/security reviews.

• Proven track record of exceeding sales targets, outperforming peers, and closing competitive deals.

• Proficient in self-sourcing leads, cold outreach, intent data, referrals, ZoomInfo, 6sense, and LinkedIn Sales Navigator.

• Knowledge of MEDDPICC, Richardson, Challenger, and/or SPIN sales methodologies.

• Proficient in Salesforce, Outreach, Gong, and G2.

• Excellent verbal and written communication skills, along with strong executive presence.

• Adaptable, tenacious, self-motivated, goal-oriented, and competitive.

• Bachelor’s degree or equivalent experience; a degree in Business, Communications, or a related field is preferred.

• Formal sales methodology training such as MEDDPICC certification is preferred.

• Relevant industry knowledge in Manufacturing, Chemical, Pharmaceutical, Food & Beverage, Oil & Gas, or Mining is advantageous.

• Experience in EHS/ESG, industrial software, or regulated industries.

• Ability to interpret performance data and enhance sales strategies.

🏝️ Benefits

• Variable Pay Program with uncapped earning potential.

• Comprehensive benefits package.

• Opportunities for periodic in-person collaboration.

• Career growth opportunities.

• Commitment to diversity, equity, and inclusion.

• Accessibility assistance and accommodations for applicants with disabilities.