СШАSenior Account Executive, New Business - West
6 дн. назад
СШАSeniorRemote
salesforce
Senior sales role focused on new business acquisition in enterprise SaaS in the western United States region.
О компании
- is seeking a Senior Account Executive to join our New Business West team. This is a true hunter role for an experienced enterprise SaaS seller who can create pipeline, penetrate strategic accounts, run complex multi-stakeholder sales cycles, and close new-logo business. The successful candidate will operate with a high degree of ownership, discipline, and business judgment and will be expected to manage the territory as a business, not simply work assigned opportunities. Territory: Western U.S. corporate accounts. Exact geography and account assignment will be determined based on final territory design.
Обязанности
- Own the full new-logo sales cycle from territory planning and prospecting through discovery, qualification, evaluation, commercial negotiation, and contract execution.
- Build and maintain sufficient self-generated pipeline to consistently achieve quarterly and annual sales objectives. Pipeline creation is an individual responsibility, supported by BDR, Marketing, Channel, and other internal resources.
- Develop strategic account plans for priority targets, identify whitespace, and create deliberate penetration strategies across the territory.
- Build multi-threaded relationships across Security, IT, Risk, Business Continuity, Emergency Management, Procurement, Legal, Finance, and executive leadership.
- Lead a structured qualification process that establishes customer pain, measurable business impact, decision criteria, decision process, stakeholder ownership, economic buyer, competition, compelling event, and customer-validated timing.
- Create and maintain Mutual Action Plans for qualified opportunities with clear milestones, owners, commitments, and target execution dates.
- Develop executive-level business cases that connect capabilities to customer outcomes, operational risk, financial impact, and strategic priorities.
- Build commercially sound solution strategies that give customers appropriate choices while protecting value and margin, including phased or tiered approaches when appropriate.
- Accurately manage opportunities and forecast based on customer evidence, including stage, close date, next step, forecast category, risks, and mitigation plan.
- Coordinate internal resources including Solutions Engineering, BDR, Marketing, Channel, Legal, Professional Services, Customer Success, and executive sponsors to advance opportunities.
- Leverage strategic partners and channel relationships to source, influence, and accelerate new-logo opportunities.
- Demonstrate command of the business during forecast calls, deal reviews, 1:1s, and QBRs, with clear accountability for commitments and next actions.
- Maintain strong knowledge of solutions, competitive alternatives, market trend
Требования
- 8+ years of B2B sales experience, including significant experience selling SaaS, hosted software, or complex technology solutions.
- 5+ years of experience selling into mid-market or enterprise accounts with multi-stakeholder buying groups and complex procurement processes.
- Demonstrated history of achieving or exceeding quota in a new-logo/hunter role.
- Proven ability to independently generate pipeline through outbound prospecting, executive outreach, account planning, referrals, and partner engagement.
- Strong command of MEDDICC/MEDDPICC, Blueprinting, Solution Selling, or a comparable enterprise qualification methodology.
- Experience building executive business cases and communicating value beyond product features and functionality.
- Experience competing against established incumbents and creating urgency around a change initiative.
- Strong forecasting discipline and the ability to objectively assess deal risk, customer intent, and execution timing.
- Executive presence with strong written, verbal, presentation, and negotiation skills.
- High degree of ownership, accountability, preparation, coachability, and business judgment.
- Bachelor's degree or equivalent relevant professional experience.
- Comfort using Salesforce or a comparable CRM as the system of record for pipeline, opportunity management, and forecasting.
- Ability to travel approximately 30% or more based on customer and territory needs.
Будет плюсом
- Experience selling into Security, Business Continuity, Emergency Management, Risk, IT, or Critical Event Management buyers.
- Experience with $100K+ annual contract value transactions and multi-year agreements.
- Experience with channel partners, resellers, or strategic alliances.
- Experience selling into competitive displacement or consolidation initiatives.