Strategic Account Executive

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

📋 Description

• Take ownership of a designated territory and formulate a strategic approach to penetrate and expand target accounts.

• Create a sales pipeline through proactive prospecting, cold outreach, networking, referrals, partner relationships, social selling, and account-based selling techniques.

• Collaborate closely with Business Development Representatives (BDRs) to devise account penetration strategies, coordinate outreach campaigns, and enhance engagement within target accounts.

• Offer strategic guidance to BDRs regarding target personas, account priorities, stakeholder mapping, and messaging.

• Design and implement account plans aimed at Fortune 1000 and enterprise industrial organizations, focusing on sectors such as automotive, pharmaceutical/life sciences, and food & beverage.

• Identify and engage key stakeholders across operations, engineering, maintenance, OT, IT, cybersecurity, procurement, and executive leadership.

• Construct and manage multi-threaded sales processes within complex organizational structures.

• Drive strategic sales cycles from initial outreach to contract execution and closing.

• Facilitate discovery discussions related to operational resilience, disaster recovery, risk mitigation, compliance, OT cybersecurity, asset management, and digital transformation initiatives.

• Develop compelling business cases and ROI justifications for enterprise software investments.

• Navigate through procurement, legal, security, and executive approval processes.

• Collaborate with solution engineering, channel partners, marketing, and customer success teams to expedite opportunities.

• Maintain disciplined pipeline management, forecasting accuracy, and account activity within Salesforce.

• Cultivate executive relationships and achieve trusted advisor status within target accounts.

• Consistently meet and surpass pipeline generation and revenue objectives.

⛳️ Requirements

• A minimum of 5 years of experience in enterprise software, SaaS, industrial software, automation, OT, cybersecurity, infrastructure software, or related technology sales.

• A bachelor’s degree in business, sales, marketing, or a related field is preferred.

• Proven ability to prospect and generate pipeline independently within large enterprise accounts.

• A demonstrated history of exceeding quotas in a hunter-focused sales role.

• Ability to generate a substantial portion of pipeline through self-sourced activities.

• Experience in selling to Fortune 1000 or large industrial organizations is preferred.

• Background in selling software, cybersecurity, automation, industrial technology, SaaS, OT, IT, SCADA, MES, asset management, industrial networking, or similar enterprise technology solutions is preferred.

• Proven success in managing complex sales cycles involving multiple stakeholders and decision-makers.

• Strong skills in account planning, territory planning, and opportunity management.

• Proven executive presence with the ability to engage VP, SVP, and C-level leaders.

• Experience in closing strategic software transactions ranging from $500K to $1M+ ARR.

• Existing relationships within automotive, pharmaceutical/life sciences, or food & beverage sectors are a plus.

• Familiarity with Salesforce, HubSpot, LinkedIn Sales Navigator, ZoomInfo, 6sense, Gong, or similar sales technologies is preferred.

• Excellent communication, presentation, negotiation, and organizational skills.

• Proficiency in AI and a willingness to utilize AI tools to enhance prospecting, account research, partner engagement, and overall sales effectiveness.

• Willingness to travel up to 50%.

🏝️ Benefits

• Competitive base salary plus commission.

• Accelerators for exceeding performance targets.

• Medical, dental, vision, and 401(k) benefits.

• Remote-friendly work environment.