Sr. Enterprise Account Executive

We are seeking a driven, high-energy individual who is passionate about new business acquisition and enterprise sales. As a Senior Enterprise Account Executive, you will be responsible for executing a strategic sales plan within your assigned territory, focusing on revenue growth and new customer acquisition. As a Senior Enterprise Account Executive, you will be responsible for driving new logo acquisition and revenue growth, aligned with targets in a Whitespace Enterprise Territory ($1B+). This role offers the opportunity to work closely with cross-functional teams, including solution engineering (pre-sales), marketing, and professional services, to ensure customer satisfaction and long-term success.

Responsibilities

Develop and execute a strategic territory plan targeting key organizations and applicable use cases to build a robust pipeline and achieve quarterly and annual sales objectives; Become an expert in our product offerings and industry solutions, delivering compelling demos, presentations, and proposals that clearly articulate business value; Leverage deep knowledge of the market to position our solutions as the best fit for customer needs, highlighting the advantages over competing technologies and approaches; Lead complex sales cycles with a solution-based approach, employing strategic selling strategies and tactics, including the Land & Expand model to grow accounts; Manage the full sales process from prospecting to closing, consistently securing new logos and expanding within existing accounts; Provide guidance and mentorship to Business Development Representatives (BDRs) and Field Marketing resources to align on target accounts and support pipeline development; Maintain accurate and up-to-date information within the CRM system, ensuring data integrity and adhering to forecasting guidelines; Develop strong partnerships with public cloud providers (AWS, Google, Microsoft Azure) and leverage these relationships to drive growth opportunities; Create and maintain a 4.5X rolling quarterly pipeline in a whitespace territory.

Requirements

7+ years of proven success in enterprise software sales with a consistent track record of exceeding targets; Demonstrated experience managing complex sales processes within enterprise markets such as Data Warehousing, Business Intelligence, Data Science, AI/ML, or related fields; Proven ability to independently develop and close new client relationships while effectively managing long-term business engagements; Deep understanding of commercial open-source business models, including selling on-premise and cloud & SaaS hybrid solutions; Ability to craft and execute sales strategies tailored to specific industries, leveraging partner and Go-to-Market knowledge; Strong presentation, communication, and organizational skills with a knack for building strong business champions; Familiarity with sales methodologies such as MEDDIC, SPIN, or Challenger Sales, and experience working in a fast-paced, competitive market; Experience collaborating with cross-functional teams to deliver on customer expectations, including Pre-Sales, Marketing, Customer Success, and Field Engineering resources; Proven ability to build and nurture relationships with key decision-makers, including CTOs, IT leaders, and technical end users, while collaborating with Solution Architects, Professional Services, and Channel Partners; Skills in executive selling aligned to industry use cases and solution points of view (POVs).

Nice to have

Experience selling complex technical solutions into enterprise markets, with a focus on subscription-based models and cloud deployments; Knowledge of graph technology, data management tools, or other advanced data-driven technologies; A Bachelor’s degree in a relevant field and proficiency in standard corporate productivity tools (Google Docs, Salesforce, MS Office).

Benefits

Stock option grant; annual bonus; medical, dental, and vision benefits; 401(k); paid time off; certain leaves of absence.