Enterprise Account Executive

Account Executive

The Account Executive (AE) is responsible for driving revenue growth within an assigned territory by owning, shaping, and leading the customer's end-to-end decision-making process. This role goes beyond relationship-building and focuses on influencing executive-level decisions and delivering predictable, repeatable results.

Key Responsibilities:

• Achieve quarterly and annual revenue targets
• Build and maintain a high-quality pipeline with identified decision-makers, budget, and timeline
• Maintain accurate and honest sales forecasts (Best Case / Commit)
• Proactively qualify and disqualify opportunities to focus on winnable deals

Deal Strategy & Decision Enablement:

• Identify Economic Buyers and map the customer's decision-making process
• Discover and articulate business and operational challenges and quantify their impact
• Clearly define customer ROI and business value
• Lead internal-selling support, including executive-ready materials and quantified business cases

Closing & Negotiation:

• Position the solution against competitors, alternatives, and the status quo
• Lead pricing, contract, and commercial negotiations
• Address legal, procurement, and security requirements early in the sales cycle
• Execute high-confidence closes within the quarter

Internal Collaboration & Resource Orchestration:

• Partner effectively with SDRs, Sales Engineers, and Customer Success Managers
• Leverage sales leadership and executives strategically in key opportunities
• Collaborate with HQ, APAC, and cross-functional teams (Product specialist, Rev Ops, Legal, Finance, Security, Procurement, etc.)

Continuous Improvement & Sales Discipline:

• Analyze wins and losses to identify repeatable success patterns
• Apply structured sales frameworks (e.g., MEDDPICC)
• Maintain accurate CRM hygiene and use data to drive improvement

Required Qualifications:

Experience & Skills:

• Proven experience in B2B software or SaaS sales
• Track record of closing mid-to-large, multi-stakeholder deals
• Experience selling to executive-level stakeholders (CxO, VP, Director)
• Strong pipeline and forecast management experience
• Business-level English proficiency is a plus (reading, writing, meeting comprehension)

Core Competencies:

• Data-driven and fact-based decision making with empathy
• Ability to challenge customers constructively and deliver difficult truths
• High resilience and openness to direct feedback
• Comfort operating in fast-changing and ambiguous environments
• Strong ownership and accountability for results

Not a Fit If You…:

• Prioritize relationship-building over decision-making progress
• Avoid direct engagement with economic buyers
• Consistently maintain overly optimistic forecasts
• Attribute missed targets primarily to external factors
• Seek recognition for effort rather than outcomes

Success Metrics:

• Quarterly and annual quota attainment
• Forecast accuracy
• Win rate and average deal size
• Sales cycle duration
• Overall pipeline health

Why This Role Matters:

This role is designed for professionals who strive to be more than "top sellers." We are looking for Account Executives who create predictable outcomes through disciplined deal execution and repeatable sales strategies.