Strategic Account Executive

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

📋 Description

• Take ownership of and expand large, strategic customer accounts in complex environments with multiple stakeholders.

• Develop and implement comprehensive multi-year account strategies that encompass business priorities, workloads, architecture, stakeholders, executive relationships, competitive positioning, whitespace opportunities, and pathways for expansion.

• Formulate hypotheses for expansion, create plans for executive sponsorship, and identify commercial avenues for priority accounts.

• Ensure quality of renewals while driving net expansion through additional workloads, business units, use cases, multi-year enterprise agreements, true-ups, and other customer-focused commercial frameworks.

• Establish Aura Intelligence as a standard practice for account planning through relevant proofs, demonstrations, and business cases.

• Cultivate executive relationships and facilitate strategic business reviews.

• Direct complex expansion sales cycles from opportunity identification through value proposition creation, negotiation, contracting, and closing.

• Maintain disciplined planning, forecasting, and CRM integrity.

• Collaborate with Sales Engineering, Sales Development, and Field Marketing on deal strategies, pipeline development, and execution.

• Travel within the designated territory as needed for customer engagement and sales activities.

⛳️ Requirements

• 5-10 years of successful experience in quota-carrying roles related to enterprise software, cloud services, data infrastructure, databases, or SaaS sales.

• Proven history of growing strategic existing accounts through expansion, cross-selling, upselling, new workloads, or broader enterprise adoption.

• Experience in managing intricate, long-term relationships across business units, technical teams, executives, procurement, legal, finance, and partners.

• Strong skills in enterprise account planning, whitespace mapping, opportunity management, forecasting, negotiation, and commercial execution.

• Technical proficiency in databases, data infrastructure, analytics, cloud platforms, applications, AI/ML, or other related enterprise technologies.

• Demonstrated ability to establish trusted relationships with C-suite executives and engage in consultative, value-driven discussions focused on measurable outcomes for customers.

• Excellent skills in executive communication, presentation, facilitation, written communication, and cross-functional coordination.

• B.S. or B.A. degree or equivalent in a relevant field.

🏝️ Benefits

• Annual bonuses

• Merit increases

• Significant accelerators for exceptional performance

• Comprehensive total compensation and benefits package