Enterprise Account Executive
Drive full-cycle enterprise sales for an Autonomous Identity Platform, managing complex deals with IT and security buyers at 1000+ employee companies. Requires 8+ years B2B SaaS sales experience and MEDDPICC methodology expertise.
About the job
Responsibilities
- Help large enterprise customers solve complex problems that add value and transform their organizations over the long term
- Manage the full sales cycle for potential enterprise customers from prospecting to close
- Take ownership of pipeline generation for your region in partnership with the Sales Development team
- Demonstrate expertise and curiosity in the discovery process
- Tie challenges, business needs and goals to a solution, focusing on value at every stage and partnering with the Sales Engineering team to drive strategic technical demos
- Share insights and learnings from sales conversations; collaborate with Customer Success to build high-quality onboarding and customer experiences
- Collect insights from sales calls for the product team
- Approach the sales process with empathy and remain committed to customer success long after the initial sale
Requirements
- 8+ years of experience in B2B SaaS Sales
- 2+ years of experience selling to companies with 1000+ employees and navigating buying processes with larger organizations
- Demonstrated understanding of MEDDPICC sales methodology
- Experience working with IT, Security, GRC or similar technical buyers (cybersecurity sales experience is a plus)
- Ability to be nimble in a start-up environment where resources are still being built or refined
- Salesforce and tooling hygiene and deal management rigor
- Strong communication skills and ability to partner with cross-functional teams
Compensation & Benefits
- OTE: $260,000 - $340,000 (~50/50 split between base pay and variable earnings)
- Remote-first culture – Work from anywhere within ±4 hours of Pacific Time
- Medical, dental & vision insurance – 100% of premiums covered for employees, 60% for dependents; HSA and FSA available with employer contribution
- Mental health support and monthly wellness stipend
- Life & disability insurance coverage
- Flexible PTO with a minimum annual requirement
- Up to 16 weeks of paid parental leave
- $1,000 annual learning stipend
- Company & team offsites fully covered
- 401(k) with employer matching
Skills
B2B SaaS Sales, MEDDPICC, Salesforce, Enterprise Sales, It Security Sales, Grc Sales, Pipeline Generation, Value-Based Selling, Deal Management, Cross-Functional Collaboration
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