# Upmarket Account Executive

**Company:** [Otter](https://hotfix.jobs/companies/otter)
**Location:** San Francisco, CA
**Role:** Account Executive
**Salary:** $180k – $200k/yr
**Experience:** 5+ years
**Skills:** Salesforce, MEDDIC, MEDDPICC, ChatGPT, Claude, AI Tools, Prospecting, Account Planning, Enterprise Sales, Outbound Sales
**Posted:** 2026-04-27

> Owns named enterprise territory for large organizations (2,000+ employees), drives outbound prospecting, runs full-cycle multi-threaded sales cycles, and closes six/seven-figure deals. Requires 5+ years enterprise sales experience with proven quota attainment and pipeline generation.

## Job Description

## Responsibilities
- Own a named enterprise territory and develop comprehensive account plans that map organizational structure, buying centers, executive relationships, and expansion pathways.
- Drive outbound prospecting alongside SDR partners to generate net new pipeline into target accounts.
- Run full-cycle enterprise sales from initial discovery through contract execution, managing multi-threaded relationships across VP and C-suite stakeholders.
- Close six and seven figure deals with discipline around deal qualification, mutual success plans, and forecasting accuracy.
- Partner with Customer Success to ensure seamless handoffs and identify expansion opportunities.
- Leverage AI-native tools and workflows to accelerate research, personalize outreach, build business cases, and manage pipeline.
- Represent the voice of the enterprise customer internally, contributing product feedback and market intelligence.
- Maintain consistent cadence of activity and pipeline hygiene in Salesforce.

## Requirements
- 5+ years of enterprise sales experience, with majority as Account Executive carrying quota against accounts of 2,000+ employees.
- Documented history of closing multiple six-figure deals and at least one seven-figure transaction in competitive market.
- Track record of building and sourcing own pipeline.
- Experience with complex, multi-stakeholder sales cycles involving security, legal, procurement, and executive approval.

**Skills and Approach**
- Outbound-first mentality with strong prospecting instincts.
- AI-native and comfortable using tools like ChatGPT, Claude.
- Strong account planning capability, including territory maps and stakeholder influence maps.
- Exceptional written and verbal communication with executive presence.
- Collaborative operator who works well with SDRs, SEs, CS, and leadership.
- Disciplined forecaster with intellectual honesty.

## Nice to Have
- Prior experience selling AI, productivity, collaboration, or knowledge management software.
- Experience in high-growth startup environment.
- Familiarity with MEDDIC, MEDDPICC, or similar enterprise qualification methodology.

## Compensation
Salary Range: $180,000 to $200,000 USD per year (potential inclusive of commission). Base salary dependent on several factors; part of comprehensive total rewards package.

## Similar roles

- [Mid Market Account Executive](https://hotfix.jobs/jobs/b5295b5e-7d07-400d-bacd-465181b7fda3) - Envoy - San Francisco, CA - $180k – $184k/yr
- [Mid-Market Account Executive- New York City](https://hotfix.jobs/jobs/3e3be9c5-ac4c-416d-9574-8031082e7dc4) - Orb - San Francisco, CA - $180k – $250k/yr
- [Commercial Account Executive](https://hotfix.jobs/jobs/8be68555-012a-49d2-8067-e21e894871e6) - Kong - Remote - $180k – $240k/yr
- [Account Executive](https://hotfix.jobs/jobs/6e64294d-0ad6-4587-a8ed-66a0117d79e2) - Halliday - New York, NY - $180k – $200k/yr
- [Commercial Account Executive](https://hotfix.jobs/jobs/c6fbc952-101d-4b65-b122-b8054d417ea0) - Glean - Austin, TX - $180k – $230k/yr

**Apply:** https://hotfix.jobs/jobs/5418eaf1-a4dc-4a7c-8a81-625c2268d768
**Canonical:** https://hotfix.jobs/jobs/5418eaf1-a4dc-4a7c-8a81-625c2268d768