Enterprise Account Executive

Responsibilities

• Become a trusted partner selling Prove strategic solutions that meet/exceed the business needs of the client/prospect.
• Routinely meet or exceed sales quotas: ACV bookings and in year revenue.
• Build and maintain relationships with enterprise level clients, understanding the organization's strategic initiatives in digital identity and authentication.
• Develop a deep knowledge of how Prove solutions meet the client/prospect's use case.
• Independently build and manage your direct sales pipeline in assigned accounts and/or a geographic region.
• Develop a deep knowledge of the prospect's organizational structure and buying process.
• Conduct discovery sessions to clearly understand the prospect's business needs, priorities, budget, timing and key KPIs.
• Translate data study results to an executive summary which clearly articulates how Prove met the data study business objectives.
• Prepare prospect proposals, negotiate business terms and manage the overall contractual process.
• Communicate effectively with internal stakeholders and set realistic external expectations.
• Utilize internal resources efficiently and effectively to drive the sales process with clear thought leadership.
• Keep the company informed on market intelligence regarding the identity verification and authentication markets.
• Promote, maintain and enhance our cultural values of humility, passion, inclusion and leadership.
• Exhibit a strong passion for learning about our products and markets through in-house and external training.

Qualifications

• 3 to 5 years of quota-carrying experience selling complex SaaS based solutions with a strong track record of closing enterprise-level deals over $250k in ACV/ARR.
• Experience and relationships with fintech, insurtech or retail companies.
• Sales hunter mentality and an entrepreneurial spirit.
• Strong history of quota attainment.
• Possesses the ability to communicate simply, articulately while exuding confidence and humility.
• Must have the ability to tell a compelling business story, deeply understand the prospects business goals and lead a sales process.
• Desire to understand and communicate the underlying technology to business prospects.
• Understanding of the security ecosystem with a focus on Identity.
• Strong prospecting, qualifying, and negotiating skills; consultative sales approach with a business solution centric mindset.
• A self-starter with a roll up your sleeves mentality and ability to work independently in a fast paced, high-growth environment.
• Experience in cybersecurity, fintech, or fast-growing startup is required.
• Experience in a high-growth tech startup.

Nice-to-Haves

• Experience selling into healthcare and insurance industries.

Compensation

The anticipated salary pay range for Metro 2 areas (NYC, Seattle, Los Angeles, Miami metro areas) for this role is $130,000 - $145,000 plus sales incentive plan. The anticipated salary pay range for Metro 3 areas (all other US cities except San Francisco Bay Area) is $110,000 - $120,000 plus sales incentive plan. Offered salary will be determined by the applicant's experience, knowledge, skills, geo-location and abilities as well as internal equity and alignment with market data.

Benefits include competitive salaries, bonus plan, equity plan, 401(k) with match, comprehensive medical benefits, wellness services, unlimited vacation, flexible hours, professional development coaching, 12 paid holidays.