Enterprise Account Executive

Responsibilities

• Create 80% of pipeline by identifying new business opportunities and engaging with multiple personas within the prospect/customer base in partnership with SDRs
• Develop and maintain accurate sales forecasts (+/- 10% of goal) to ensure predictable revenue outcomes
• Effectively communicate platform value through tailored presentations and proposals
• Lead negotiations with potential clients, addressing key stakeholders including multiple personas and CxO in the buyer journey
• Work across multiple personas within an account to understand unique needs and align solutions with business objectives
• Partner with internal teams (marketing, product, customer success) and external teams (GSIs, AWS) to ensure seamless client experience
• Stay informed about industry trends, competitors, and emerging technologies
• Drive sales process through Pipeline Generation, Leading Indicators, 3 Why's/MEDDICC, and building champions across user community, middle management, and C-Suite
• Maintain account integrity and opportunity data within Salesforce

Requirements

• Proven experience as a global enterprise/major accounts seller, preferably within data management, workflow SaaS, or technology-driven environment selling to multiple personas across IT and various lines of business
• Demonstrated ability to drive pipeline generation and manage complex sales cycles of 7+ figure deals
• Strong sales forecasting skills with track record of meeting or exceeding targets
• Demonstrated success selling products/solutions outside pre-established budgets with ability to build compelling business cases
• Experience working with diverse personas within an account (technical decision makers, business decision makers, CxO execs)
• Dynamic communication, negotiation, and interpersonal skills
• Self-motivated with strong drive to achieve and exceed goals
• Ability to work independently and collaboratively in a team environment
• Ability to leverage MEDDICC sales methodology recommended
• Knowledge of life sciences industry (R&D and/or IT functions) preferred but not required

Nice-to-Haves

• Experience in fast-paced startup/pre-IPO environment