Strategic Account Executive, Washington D.C.

Responsibilities

• Source and close net new logos within a given territory
• Navigate complex organizational structures and identify executive sponsors and champions
• Research and understand the business objectives of customers and perform a value-driven sales cycle
• Collaborate with internal partners to move deals forward and ensure customer success
• Consistently deliver ARR revenue targets and drive success through a metric-based approach
• Develop and execute sales strategies and tactics to generate pipeline, drive sales opportunities, and deliver repeatable and predictable bookings
• Provide timely and insightful input back to other corporate functions
• Create ROI and business justification reports based on a data-driven approach
• Run tight POCs based on business success criteria

Requirements

• 8+ years of closing experience in Sales with a track record of being a top performer
• Ability to learn, pitch, and demonstrate a highly technical product and adapt in a fast-growing and changing environment
• Clear examples of closing complex deals and selling into complex organizations
• Effectively use a repeatable method for uncovering greenfield opportunities and building out a new territory
• Previous experience building relationships and selling face-to-face to C-level executives
• Knowledge of best-of-breed software and a technical understanding of integrations, APIs, infrastructure management, security, and analytics
• Experience selling technical SaaS and cloud-based software solutions
• Previous experience working with multiple teammates including SEs, BDRs, PMs, Executives & Engineers

Nice-to-Haves

• Basic understanding of search infrastructure
• Experience with target account selling, solution selling, and using MEDDIC and Challenger (or similar) methodologies