Enterprise Account Executive

Accountabilities:

You will own the end-to-end new-customer acquisition process, from territory planning and prospecting through technical validation, negotiation, and close, while developing strong relationships across complex enterprise buying groups.

- Build and execute a territory strategy focused on acquiring net-new enterprise customers.

- Develop pipeline through proactive outbound prospecting, account-based selling, partner engagement, and market-education initiatives.

- Research target accounts, develop account hypotheses, map buying centers, and create tailored points of view that generate relevant first meetings.

- Engage executive, business, technical, security, procurement, and other key stakeholders throughout the sales cycle.

- Lead business-focused discovery and connect AI and data challenges to measurable business objectives.

- Develop quantified ROI, TCO, and operational-impact cases to support customer investment decisions.

- Build champions, multi-thread buying groups, secure executive and economic-buyer access, and maintain stakeholder alignment.

- Own stakeholder plans, mutual action plans, close plans, value cases, stage gates, forecasts, and commercial outcomes.

- Lead complex enterprise sales cycles through technical validation, security reviews, legal, procurement, negotiation, and closing.

- Partner with Solutions and Forward Deployment Engineers and cross-functional teams to validate technical fit and establish initial production workloads.

- Manage competitive displacement opportunities while maintaining strong CRM hygiene, qualification discipline, forecasting accuracy, and opportunity management.

- Track and communicate key performance indicators including pipeline created, meetings, conversion, quota attainment, and new-logo performance.

- Use AI and research tools productively and responsibly, applying sound judgment and distinguishing validated facts from hypotheses.

- Travel within the assigned territory as needed.

Requirements:

The ideal candidate is an accomplished enterprise software sales professional with a strong track record of new-logo acquisition, self-sourced pipeline generation, and complex multi-stakeholder selling. Technical fluency, curiosity, resilience, and the ability to communicate business value to both executive and technical audiences are important for success.

- 5+ years of quota-carrying B2B enterprise software sales experience, preferably selling to large or technically sophisticated organizations.

- Experience in data, cloud, analytics, AI, or adjacent technical markets is a plus.

- Demonstrated and quantified quota success, including ownership of new-logo wins and self-sourced pipeline.

- Experience closing complex deals involving executives, technical evaluators, security, legal, finance, procurement, and partners.

- Ability to sell measurable business outcomes and develop compelling ROI, TCO, or operational-impact cases.

- Technical fluency in areas such as databases, data infrastructure, analytics, AI/ML, cloud, Kubernetes, developer tools, cybersecurity, observability, or open-source software.

- Strong skills in qualification, account planning, forecasting, CRM management, negotiation, and enterprise deal execution.

- Demonstrated learning agility and coachability, including the ability to apply feedback and adapt behavior.

- Ability to explain technical concepts clearly to both technical stakeholders and executive audiences.

- Strong executive presence, customer relationship-building skills, resilience, intellectual honesty, and communication abilities.

- B.A., B.S., or equivalent degree in a related field.

- Experience working with Fortune 500 or security-sensitive organizations, cloud ecosystems, open-source or consumption-based products, or emerging technology categories is preferred.

Benefits:

- Enterprise sales opportunity focused on AI and data infrastructure.

- Broad territory ownership with significant responsibility for self-sourced pipeline and new-logo growth.

- Opportunity to work with executive, technical, security, procurement, and business stakeholders across complex enterprise organizations.

- Collaboration with Solutions and Forward Deployment Engineers and other cross-functional teams.

- Exposure to emerging AI and data technologies and enterprise adoption challenges.

- Remote work opportunity within the United States, with travel based on territory requirements.

- Compensation and additional benefits are determined by the employer based on the role and candidate profile.

How Jobgether works:
We use an AI-powered matching process to ensure your application is reviewed quickly, objectively, and fairly against the role's core requirements. Our system identifies the top-fitting candidates, and this shortlist is then shared directly with the hiring company. The final decision and next steps (interviews, assessments) are managed by their internal team.
We appreciate your interest and wish you the best!
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