Enterprise Account Executive - South / TOLA

Responsibilities

• Own the full enterprise sales cycle from prospecting through close.
• Build and manage pipeline within a defined set of enterprise accounts.
• Lead discovery, qualification, and deal strategy using frameworks such as MEDDPICC.
• Communicate value to technical stakeholders, security leaders, and executive buyers.
• Partner with Sales Engineering and Customer Engineering on evaluations and technical validation.
• Manage complex enterprise sales cycles, including procurement, security reviews, and negotiations.
• Maintain accurate pipeline visibility and forecasting.
• Consistently meet or exceed revenue and pipeline targets.

Requirements

• 3–5+ years of experience selling complex technical products into enterprise organizations.
• Track record of building pipeline and consistently closing revenue.
• Experience with disciplined enterprise sales processes, such as MEDDPICC.
• Ability to identify customer pain and sell based on measurable business value.
• Experience navigating multi-stakeholder enterprise buying cycles, from technical teams to executives.
• Strong deal management and forecast discipline across complex opportunities.
• Excellent communication, relationship-building, and negotiation skills.
• Comfortable operating in fast-growing environments with evolving processes.

Compensation

• $325K OTE, structured 50/50 between base salary and variable compensation.

Benefits

• Remote-first culture with team meetup opportunities, destination summits, and a monthly coworking, phone, and internet stipend.
• Stock options upon hire and promotion, participation in secondary offerings, and a 10-year exercise window.
• 100% company-paid health, vision, and dental insurance premiums for employees and dependents.
• Flexible time off.
• 18 weeks of paid parental leave for birthing parents and 12 weeks for non-birthing parents.