Account Executive
Owns new and expansion enterprise software business across the full sales cycle, from prospecting and demonstrations through negotiation and close. The role requires 7+ years of outbound sales experience, enterprise deal expertise, and comfort with complex procurement and acquisition processes.
About the job
Responsibilities
- Own the full sales cycle from first meeting to close across technical and economic buyers.
- Prospect, qualify, run demos, negotiate, and close enterprise contracts.
- Own new and expansion business at target accounts.
- Build customer profiles to identify account needs and the best approach.
- Drive growth inside large institutions.
- Develop deep product and industry knowledge and explain the platform's value to technical and non-technical audiences.
- Meet or exceed sales targets.
- Travel 50% or more based on business needs.
Requirements
- 7+ years of outbound sales experience focused on closing new business and growing existing accounts.
- Experience closing significant enterprise agreements.
- Ability to connect client needs to software capabilities and communicate with any audience.
- Comfort navigating complex procurement and acquisition processes.
- Strong ability to identify champions and decision-makers within organizations.
- Ability to build trust and drive change inside large organizations.
- Willingness to learn, lead, and follow as circumstances require.
Nice-to-haves
- Background in distribution or defense.
- Consistent overachievement, including 100%+ quota attainment, in complex consultative sales cycles lasting 1–4 months.
- Experience at an early-stage startup from seed through Series C.
Skills
Enterprise Sales, Outbound Sales, Account Expansion, Sales Prospecting, Sales Qualification, Product Demos, Contract Negotiation, Enterprise Contracts, Consultative Selling, Procurement, Salesforce
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