Account Executive (Enterprise and Mid-Enterprise)
About the Role
You will sell into enterprise and mid-enterprise accounts by prospecting, researching target companies, and developing targeted outreach plans. You will conduct discovery conversations, qualify opportunities, and drive deals through a complex sales process to close net new business and meet bookings targets. You will collaborate with marketing to execute campaigns, manage leads and pipeline in CRM and ABM tools, and build strong relationships with customer stakeholders and business champions. You will analyze data in Excel, articulate technical concepts to varied buyers, and apply formal sales methodologies to compress decision cycles.
Requirements
- BA/BS degree
- 5+ years of field sales, sales development, or business development experience
- Experience selling data and analytics platforms
- Strong written and oral communication skills
- Ability to understand and explain technical concepts
- Experience qualifying opportunities via discovery
- Proven track record of meeting or exceeding sales targets
- Experience with CRM, marketing automation, and ABM tools
- Familiarity with Excel for analyzing spreadsheets and charts
- Understanding of sales performance metrics
- Training or experience with sales methodologies such as MEDDIC, SPIN, or Challenger Sales
Responsibilities
- Understand product and buying personas
- Prospect and research target accounts
- Leverage intent signals to identify stakeholders
- Develop targeted outreach plans and messaging
- Follow up on qualified leads to ensure timely processing
- Build and manage a qualified sales pipeline
- Conduct discovery and qualify opportunities
- Drive deals through a complex sales process and close business
- Collaborate with Marketing to execute campaigns
- Build relationships with stakeholders and grow accounts
- Manage forecasting and bookings targets
- Create business champions within customer organizations