Senior Account Executive, Vertical Accounts
Own full-cycle enterprise sales, net-new acquisition, and expansion within an industry vertical across North America. The role requires strong discovery, technical product fluency, accurate forecasting, and the ability to build repeatable vertical sales playbooks.
About the job
Responsibilities
- Drive net-new enterprise pipeline within assigned verticals, including sourcing, qualifying, and closing new customers, business units, and subsidiaries.
- Drive expansion with Renewal Managers and Customer Value Managers.
- Run full-cycle enterprise sales processes from first meeting to close using MEDDPICC or a similar methodology.
- Forecast accurately, surface risk early, and maintain current, accurate SFDC pipeline data.
- Develop vertical expertise, including buyer personas, use cases, discovery questions, messaging, and competitive positioning.
- Shape repeatable vertical playbooks and share field insights with the wider team.
- Conduct credible technical discovery regarding prospects’ data, analytics maturity, and tooling.
- Partner with Sales Engineering on tailored demos and technical validation.
- Collaborate with Marketing, Product Marketing, and Enablement on vertical messaging, campaigns, training, and onboarding.
- Provide deal and market signals to inform future vertical coverage models.
Requirements
- Strong track record of full-cycle sales success, from net-new acquisition through customer expansion, across SMB to enterprise SaaS.
- Experience selling into an industry vertical or ability to build vertical fluency quickly.
- Comfort operating in ambiguity and building processes and playbooks in real time.
- Strong discovery and qualification skills, with experience using MEDDPICC or a similar methodology.
- Experience with analytics, data, or technical products and the ability to engage technical buyers.
- Clear communication skills with business and technical stakeholders.
- Track record of turning field learnings into repeatable sales playbooks.
Nice-to-haves
- Experience partnering with Sales Engineering on technical validation and demos.
- Experience shaping go-to-market strategy or influencing sales motions.
- Experience mentoring or informally developing sales peers.
- Advanced familiarity with SFDC and forecasting tools.
Compensation and Benefits
- Comprehensive medical, vision, and dental care.
- Mental wellness benefit.
- Generous vacation policy and additional company holidays.
- Enhanced parental leave.
- Volunteer time off.
- US benefits including pre-tax benefits, 401(k), wellness benefit, and holiday break.
Skills
MEDDPICC, Salesforce, Sales Engineering, Enterprise Saas, Technical Discovery, Data Analytics, Product Analytics, Forecasting Tools
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