Strategic Account Executive

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

📋 Description

• Take ownership and expand a designated portfolio of approximately 60 strategic accounts.

• Create organized annual and multi-year plans for your territory.

• Forge strong connections with senior leadership (GMs, AGMs), IT, mid-management, and operational teams.

• Navigate complex enterprise sales processes.

• Conduct qualification calls, initial conversations, comprehensive discovery sessions, and multithreading.

• Lead responses to RFPs during highly competitive procurement processes.

• Collaborate with your SE to strategize demonstrations and ensure technical alignment.

• Develop persuasive business cases that support modernization, compliance, efficiency, and risk mitigation initiatives.

• Establish a robust sales pipeline from the outset.

• Partner with a dedicated BDR to execute outbound campaigns.

• Utilize targeted account-based marketing programs.

• Proactively cultivate relationships with accounts that may not make purchases this year but are potential buyers in the future.

• Maintain rigorous pipeline management and accurate forecasting.

• Coordinate the deal team effectively.

• Collaborate closely with executive sponsors for strategic initiatives.

• Work cross-functionally with Product, SE, and Customer Success to develop enterprise solutions.

• Lead internal strategy discussions for win planning and competitive positioning.

• Manage high-complexity procurement and competitive evaluations.

• Build procurement relationships early in the process.

• Influence evaluation criteria whenever possible.

• Drive deals through contracting, security reviews, legal negotiations, and board approvals.

• Travel frequently to advance deals, with in-person meetings being essential for major pursuits; expect regular travel as part of this role.

• For every significant opportunity, anticipate at least one in-person meeting with stakeholders during each cycle.

⛳️ Requirements

• Proven track record as a strategic seller.

• Over 5 years of experience selling six-figure SaaS solutions.

• History of carrying, achieving, and surpassing a quota of $1M or more.

• Demonstrated success in managing lengthy, intricate enterprise sales cycles.

• Experience in the public sector or regulated industries is strongly preferred.

• Strong relationship-building and strategic skills.

• Exceptional ability to multithread across senior leadership levels.

• Possess a strong executive presence and credibility at the GM/AGM level.

• Skilled in navigating political landscapes and group decision-making processes.

• A builder with resilience and determination.

• Comfortable working in fast-paced, growth-oriented environments.

• Self-motivated, resourceful, and resilient.

• Thrives even when lacking complete information.

• Excellent written communication skills (for RFPs, proposals, and business cases).

• A responsible owner who treats their territory like a business.

• Overprepare, follow through, and consistently raise standards.

• Understand that pipeline is cultivated, not inherited—especially in the first year.

• Not intimidated by competitive forces or complex procurement processes.

🏝️ Benefits

• Health Insurance

• Unlimited PTO & Equity Options