Enterprise Account Executive

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 an understanding of how to navigate buying processes at larger organizations
• Demonstrated understanding of MEDDPICC sales methodology
• Experience working with IT, Security, GRC or similar technical buyers (experience selling cybersecurity is a plus)
• Ability to be nimble and a desire to be 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 matching