Enterprise Account Executive (Remote or Hybrid San Francisco)

What You’ll Be Doing

• 🎯 Own and exceed quarterly and annual revenue targets across a defined West Coast enterprise territory
• 🧭 Build pipeline proactively (≥50%+ sourced by you) through outbound prospecting and smart territory/account planning
• 🔎 Run deep discovery and qualification using MEDDIC/MEDDPICC—uncovering pain, impact, decision process, decision criteria, and confirming real evidence before you forecast
• 🧱 Manage the full sales cycle end-to-end: discovery, demos, technical validation/evaluation, proposals, procurement, and negotiations
• 🧠 Translate technical value into business outcomes—aligning n8n’s automation + AI capabilities to measurable efficiency, risk reduction, and speed-to-delivery
• 🤝 Orchestrate multi-threaded deals across stakeholders (champions, technical evaluators, security, procurement, and economic buyers) to keep momentum and reduce stall risk
• 📝 Create and drive mutual action plans with customers—clear next steps, milestones, and shared accountability from first meeting to signature
• 📈 Maintain rigorous pipeline hygiene, forecast accuracy, and account notes in CRM (Salesforce) communicating clearly and early about risks and next steps
• 🔗 Partner tightly with Solutions Engineering, SDRs, Marketing, RevOps, and Customer Success to accelerate deals and ensure strong handoffs for expansion
• 🌍 Represent n8n at events and in-market—building credibility with technical communities and enterprise leaders across West Coast (with customer travel as needed)

REQUIREMENTS

Must-haves

• 🏆 Enterprise SaaS sales track record: 5+ years in quota-carrying roles with consistent overachievement in enterprise segments
• 🌍 West Coast market expertise: Existing network and proven success selling into West Coast enterprises
• 🧩 Complex deal leadership: Proven ability to close multi-stakeholder deals with longer cycles, procurement/legal steps, and high scrutiny
• 🔎 Methodology-driven execution (MEDDIC/MEDDPICC): You use structured qualification to build high-confidence pipeline and accurate forecasts
• 🗣️ Executive + technical buyer fluency: You can engage C-level stakeholders and also win credibility with technical audiences (DevOps, SecOps, IT Ops etc.)
• 🧠 Consultative selling: You lead with customer outcomes, ask sharp questions, and tailor your narrative to the customer’s reality—not a generic pitch
• 📊 Operational discipline: Strong CRM hygiene, forecast rigor, and a habit of using evidence to drive next steps and internal alignment
• 🤝 Collaboration mindset: You work smoothly with SE/CS/Marketing/RevOps and elevate the whole deal team, not just your own activity

Nice-to-haves

• 🧑‍💻 Open-source / community experience: You’ve sold in or alongside open-source ecosystems and understand bottoms-up adoption and PLG signals
• 🧪 Selling technical workflow/automation products: Experience with integration, API-first platforms, DevOps/SecOps/IT Ops, or adjacent categories
• 🚀 Early-stage / scale-up experience: You’ve helped build pipeline and playbooks in a fast-growing environment where process is evolving

What We Offer

• 💰 Competitive salary + OTE + equity
• 📍 Access to Sequoia Capital’s NYC office
• 🚀 Ground-floor opportunity in a fast-growing, product-led startup