Enterprise Account Executive
Drive new business into 1-3 Top 50 global accounts by building relationships across IT, Science/R&D, and Data Science personas. Generate pipeline, manage complex 7+ figure sales cycles, and forecast revenue accurately.
About the job
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
Skills
Salesforce, MEDDICC, Enterprise Sales, Pipeline Generation, Sales Forecasting, Solution Selling, Negotiation, Account Management
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