Enterprise Account Executive

Key Responsibilities

• Own the Full Sales Cycle: Manage enterprise sales opportunities from account planning and prospecting through discovery, security reviews, negotiations, deal closure, and account growth.
• Lead Discovery Conversations: Engage with CROs, Vice Presidents of Sales, Revenue Operations (RevOps) leaders, and other senior stakeholders to understand their business challenges and priorities.
• Identify Business Opportunities: Uncover customer pain points, establish urgency, understand buying criteria, map decision-making processes, and define measurable business impact.
• Manage Complex Deals: Build consensus across business, technical, security, legal, procurement, and executive teams to facilitate successful deal progression.
• Drive Deal Momentum: Maintain structured follow-ups, establish clear mutual action plans, coordinate next steps, and ensure accurate CRM documentation.
• Develop Sales Playbooks: Contribute to the development and refinement of enterprise sales processes, messaging, demonstrations, and business cases.
• Collaborate Cross-functionally: Share customer insights with founders, Product, and Marketing teams to improve product positioning, sales effectiveness, and go-to-market execution.
• Build Executive Relationships: Establish trust with decision-makers and communicate product value in terms of strategic priorities and measurable business outcomes.
• Operate with Ownership: Identify new opportunities, experiment with sales approaches, and continuously improve processes in a dynamic environment.

Required Qualifications

• 6–10 years of experience in B2B SaaS sales, with a proven track record of success in enterprise sales.
• Demonstrated experience selling to senior executives and managing complex, multi-stakeholder sales cycles.
• Strong discovery skills, with the ability to identify underlying business challenges, customer priorities, and purchasing urgency.
• Proven ability to build compelling business cases and connect product capabilities to measurable business results.
• Excellent follow-up, pipeline management, and CRM management skills.
• Strong communication and presentation skills, with the ability to simplify complex concepts and communicate a compelling customer value proposition.
• Highly coachable, receptive to feedback, and capable of adapting sales strategies quickly.
• Experience working in early-stage companies or ambiguous, rapidly evolving business environments.
• An ownership-driven mindset, with the ability to generate opportunities and build effective sales processes without relying on a fully established playbook.

Good-to-Have Qualifications

• Experience selling to revenue, sales, or go-to-market leadership teams.
• Exposure to AI-focused organizations or AI-powered B2B SaaS solutions.
• Experience navigating enterprise procurement, security, and legal review processes.
• Experience developing enterprise sales methodologies, messaging frameworks, and scalable GTM strategies.

Benefits and Perks

• Comprehensive medical, dental, and vision insurance coverage.
• 401(k) retirement savings plan.
• Unlimited paid time off (PTO).
• Daily in-office lunch and a fully stocked kitchen.