Account Executive - SFO & NYC
RemoteUnited States or Australia
Job Summary
Own the end-to-end sales cycle from prospecting and pipeline generation through negotiation, closing, and expansion. Develop strategic account plans for high-value enterprise customers and build relationships with C-suite executives and senior technology leaders. Generate pipeline via outbound prospecting, account-based selling, partnerships, and inbound opportunities while navigating complex, multi-stakeholder processes. Lead discovery conversations to address business, technical, security, and operational challenges, partnering with Solutions Engineers to deliver compelling product demonstrations. Manage negotiations, procurement, legal, and security reviews to consistently achieve or exceed quarterly and annual revenue targets. Maintain accurate pipeline forecasts and provide visibility into deal progression, risks, and close plans. Identify opportunities for cross-sell, upsell, and account expansion while collaborating with Marketing and SDR teams on territory strategies. Represent the company at industry events and customer engagements.
Required Qualifications
- 10–15 years of enterprise B2B SaaS sales experience
- preferably selling into technology-driven organizations
- Demonstrated history of consistently exceeding quota and closing complex enterprise deals
- Experience managing large, strategic accounts and six-figure+ ACVs
- Strong experience selling to technical and executive stakeholders
- Proven ability to build and manage a healthy enterprise pipeline
- Experience with multi-threaded sales cycles involving multiple decision-makers
- Strong understanding of MEDDICC/MEDDPICC or another structured enterprise sales methodology
- Excellent consultative selling, negotiation, presentation, and communication skills
- Ability to operate effectively in a fast-paced, high-growth technology environment
- Strong business acumen with the ability to connect technical solutions to measurable business outcomes
- Experience working cross-functionally with Sales Engineering, Customer Success, Marketing, Product, and Leadership teams
Desired Qualifications
- Experience selling data, cybersecurity, privacy, infrastructure, developer tools, cloud, AI, or enterprise technology platforms
- Existing relationships within Fortune 500 and high-growth technology companies
- Experience selling to CTOs, CIOs, CISOs, VP Engineering, VP Product, and other senior executives
- Experience working in a high-growth startup or scale-up environment
- Bachelor's degree or equivalent professional experience
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