Senior Account Executive
Reports to: Sr. VP of Sales
Workstyle: Enterprise field sales with regular travel across territory; remote-first with on-site customer meetings.
Role Purpose
Drive new‑name revenue through strategic, consultative selling into Enterprise accounts. Own complex, multi‑stakeholder cycles end‑to‑end—prospect, discover, shape a mutually agreed deal execution plan, negotiate, and close. Use AI‑enabled tools and rigorous pipeline governance to consistently hit quota while building trusted senior relationships.
Key Responsibilities
1) Pipeline Creation & Progression
- Build net‑new pipeline from a blank slate via outbound prospecting: networking, cold calls, LinkedIn, referrals, events/webinars.
- Use AI/PLG‑supportive tools for account mapping, usage analysis, and precision targeting.
- Advance qualified leads to Discovery, uncover business needs with structured frameworks, and secure clear next steps.
- Translate Discovery into a mutually agreed deal execution plan; maintain momentum and alignment to decision criteria and timelines.
- Keep CRM (HubSpot/Salesforce) records to standard; forecast with accuracy in partnership with Sales Operations.
2) Market, Buyer & Product Savvy
- Master regulatory/manufacturing buyer personas, their workflows, KPIs, and consequences of non‑compliance; tailor messaging and demos accordingly.
- Deliver a confident 90‑second pitch and concise 15‑minute demo aligned to audience pain points and industry use‑cases.
- Validate requirements, link solutions to measurable outcomes, and coach buyers for internal alignment.
3) Revenue Targets
- Own and meet/exceed quarterly and annual New Name quota (approx. $1M).
- Close enterprise‑scale, multi‑year agreements; collaborate with Account Management/CS on strategic upsell while prioritizing net‑new.
- Embed ESG/Regulatory solution components in every new sale to drive adoption and enterprise “stickiness.”
4) Proposals & Negotiation
- Lead RFP/proposal creation to enterprise standard; use AI‑driven call prep and objection‑handling.
- Manage negotiations through signature, engaging Exec/functional teams for complex terms.
- Hit proposal volume KPIs and quarterly signed‑deal targets.
5) Collaboration & Leadership
- Mentor BDEs/SDRs on prospecting, call planning, and deal management.
- Partner with Marketing, Product, and CS to refine messaging, resolve adoption challenges, and support PLG initiatives.
- Work closely with assigned Account Managers and Delivery (CS, Legal/Data, RPC, MA) to maximize revenue and successful handoffs.
Experience & Qualifications
- Bachelor’s degree in business/technical field (or equivalent).
- 5–10+ years enterprise new‑logo sales;
- Proven use of AI tools for prospecting, discovery, negotiation planning, and forecasting.
- Advanced CRM proficiency (HubSpot/Salesforce) and pipeline governance.
- Prior SaaS/regulatory/compliance/technology experience preferred.
- Strong communication, leadership, and mentoring skills; organized, numerate, high EQ; coachable yet self‑driven.
- Comfortable with frequent travel to prospects/customers.
Tools & Methods
- HubSpot / Salesforce | AI‑enabled research & call prep | PLG analytics | Structured discovery and MEDDPICC‑style execution plans (or similar).
Benefits & Workstyle Highlights
- Competitive salary, performance bonus; health insurance; retirement plan.
- Generous annual leave, company/service days, parental leave; wellbeing & EAP programs.
- Robust onboarding (buddy + top‑tier IT), continuous learning with educational assistance.
- Flexible remote working to support work‑life balance.
Our reference: SG699
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