Account Executive, Direct Sales
Manages complex strategic accounts, builds executive relationships, and sells identity and access management solutions. The role requires 10+ years of relationship-selling experience, strategic-account success, negotiation expertise, and familiarity with MEDDIC.
About the job
Responsibilities
- Support large, complex accounts.
- Build relationships with senior-level leaders and executives.
- Identify business trends and leverage sales-team strengths to create differentiated offerings and capture business.
- Use complementary solutions from across the business as a competitive strategy.
- Interface directly with customers to ensure satisfaction with solutions.
- Identify opportunities for junior account managers to fill geographic or vertical coverage gaps.
- Recommend appropriate products and services to meet the full range of customer needs.
- Identify cost-effective, practical alternatives by bundling products and service solutions to maximize opportunities while meeting customer needs.
- Serve as an expert in a given segment and/or channel.
- Act as the point of contact for escalated issues.
- Model and coach effective team behavior.
- Negotiate skillfully to achieve desired results and meet customer needs.
- Support specific national accounts that are highly complex and strategically important to the company.
Requirements
- Ability to work in a high-pressure environment.
- Ability to work effectively with senior management.
- Advanced knowledge of contract interpretation, negotiation, and project management.
- Advanced knowledge of strategic planning.
- Advanced knowledge of company products and services.
- Advanced oral, written, and presentation communication skills for interacting with leadership, staff, vendors, and clients.
- Hunter and farmer mentality.
- High drive for independence and success.
- 10+ years of related experience in a relationship-selling role.
- Bachelor's degree.
- 5+ years of successful selling to strategic or major accounts.
- Experience with MEDDIC methodology.
Compensation and Benefits
- On-target earnings: $280,000–$350,000 USD annually.
- Eligible US employees may receive annual discretionary bonuses based on prior-year company performance.
- Sales team members may participate in company commission plans.
- Benefits include flexible paid time off, health, disability, and life insurance, and a 401(k) retirement plan with company matching contributions.
Skills
Contract Negotiation, Project Management, Strategic Planning, MEDDIC, Relationship Selling, Enterprise Sales, Account Management, Presentation Skills, Identity And Access Management, Authentication
Similar jobs
Account Executive jobs
LogicGate
United States
Own enterprise new-business sales for LogicGate’s GRC platform, from territory planning and prospecting through discovery, negotiation, and close. The role requires 10+ years of sales experience, including 5+ years selling B2B SaaS to large enterprises.
Shield AI
Washington, DC
Drives the full sales lifecycle and capture strategy for Hivemind autonomy solutions across U.S. government and defense accounts. The role requires 10–15+ years of complex technical sales experience, government acquisition expertise, and a proven record of closing strategic deals.
Plaid
New York, NY
Leads a high-performing team of Territory Account Executives serving fintech customers, driving new-logo acquisition, account expansion, and multi-product adoption. Requires extensive B2B SaaS or infrastructure sales experience, frontline sales management, data-driven pipeline leadership, and strong executive selling skills.
OpenAI
San Francisco, CAOwns revenue growth and the full sales cycle for travel-sector advertisers, from prospecting through complex deal closure. The role requires 10+ years in digital advertising, performance marketing, consulting, client strategy, or enterprise sales, plus expertise in travel customers and senior-stakeholder engagement.
Sage
United States
Own the enterprise sales cycle for a SaaS company, driving new customer acquisition, account expansion, executive relationships, and revenue growth. Requires 10+ years of enterprise SaaS sales experience and success with complex, multi-stakeholder deals.