Enterprise Account Executive
Drives net-new and expansion revenue across enterprise accounts by managing complex cloud software sales cycles, executive relationships, and partner channels. Requires 8+ years of direct enterprise field sales experience, a proven quota record, and strong consultative selling skills.
About the job
Responsibilities
- Develop and execute strategies to generate enterprise pipeline, drive sales opportunities, and deliver predictable bookings.
- Grow an assigned territory through net-new logos and expansion of existing enterprise accounts.
- Consistently deliver ARR revenue targets and meet sales goals and quota objectives.
- Plan territory coverage, prospect before requests for proposals, develop relationships, and identify qualified leads.
- Manage complex sales cycles, including pricing, presentations, product demonstrations, negotiations, closing, and contract execution.
- Land, adopt, expand, and deepen opportunities across enterprise organizations and stakeholder groups.
- Build executive-level relationships and position the platform based on functional and business value.
- Leverage channel partners and alliances to identify and open opportunities.
- Collaborate with sales engineering, business value management, customer teams, and other internal partners.
- Transition prospects into implementation and provide timely input to corporate functions.
Requirements
- 8+ years of consistent direct field sales experience developing net-new logos.
- Experience selling enterprise cloud software to enterprise companies.
- Proven, measurable record of new-business development and exceeding sales targets.
- Experience selling complex enterprise software solutions in fast-growing, changing environments.
- Track record of closing six-figure cloud software deals.
- Experience engaging C-suite stakeholders, with strong executive presence and listening skills.
- Experience with target-account, solution, or consultative selling.
- Bachelor's degree or equivalent experience.
Nice-to-haves
- Experience using partners, channels, and alliances to exceed quota.
- Experience with enterprise cloud software or infrastructure management, application development and management, security, business applications, or analytics.
- Experience selling during a market-creation phase.
- Knowledge of MEDDIC or Challenger methodologies.
- MBA.
Compensation and Benefits
- Annual on-target compensation: $260,000–$358,000 USD.
- Equity where applicable.
- Health, dental, and vision insurance; 401(k); flexible spending account; and paid leave, including PTO and parental leave.
Skills
Enterprise Sales, Cloud Software, Security, Solution Selling, Consultative Selling, MEDDIC, Challenger Sales, Pipeline Generation, Territory Planning, Channel Alliances
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