Enterprise Account Executive

As an Enterprise Account Executive, your role will include: • Strategic Territory Management: Own a dedicated patch of Enterprise accounts. Build a comprehensive territory plan to uncover new opportunities and expand existing footprints. • Full-Cycle Execution: Manage the entire sales lifecycle from prospecting and discovery to negotiation and close. You are a "Hunter" who enjoys the thrill of the chase but executes with the precision of a consultant. • Multi-Threaded Selling: Navigate complex organizations to build consensus across technical champions (Dev/Ops/Security practitioners) and executive economic buyers (CTO, CIO, CISO, CFO). • Value Engineering: Move beyond feature/function selling. articulate a clear "Business Value Assessment" (BVA) that ties our technical capabilities to the customer's top-line revenue or bottom-line efficiency. • Methodical Forecasting: Maintain hygiene in Salesforce/CRM. Utilize MEDDPICC or Command of the Message methodologies to provide accurate weekly, monthly, and quarterly forecasts. Bonus points for: • Domain Expertise: A proven track record of selling complex SaaS/PaaS solutions. Experience in DevOps, Infrastructure, Data, Observability, or Cybersecurity is highly preferred. • Startup Experience: You have been at an early-stage organization where you control your own desk. You function autonomously and strive towards building something great. • Partnership Experience: Successful track record of building equitable relationships with new partners. • • Experience: 7+ years of quota-carrying field sales experience, with at least 3+ years selling specifically to the Enterprise ($200k - $1M+ ACV) . • Technical Aptitude: You don t need to code, but you must be "technically fluent." You can hold your ground in a conversation with a VP of Engineering or a Chief Architect about their tech stack, workflow, and pain points. • Methodology Master: You live and breathe sales methodology. You can clearly explain how you use MEDDPICC/MEDDIC to qualify deals and de-risk your pipeline. • Consistency: A documented history of performing in the top 10-20% of your cohort. We want to see President s Club awards and consistent quota over-achievement. • Start-Up Grit: Experience working in a high-growth environment (Series B to IPO phase). You are comfortable with ambiguity and are willing to build the playbook, not just read it.