Job Summary
As a Senior Account Executive, you will drive complex, high-value deals and strategic relationships across your territory or vertical. You’ll own the full sales cycle—from prospecting and discovery through negotiation and close—while mentoring junior team members and collaborating cross-functionally to maximize revenue and customer satisfaction.
Strategic Pipeline Development
Build and maintain a robust pipeline (≥ 4× quota) through targeted prospecting, referrals, and executive outreach.
Qualify opportunities rigorously to focus on high-potential deals.
Complex Deal Management
Lead all stages of the sales process: conduct discovery, deliver tailored demos, develop proposals, and negotiate contracts.
Coordinate internal stakeholders (Product, Legal, Finance, Customer Success) to accelerate deal cycles and ensure seamless handoffs.
Account Expansion & Retention
Manage a portfolio of strategic accounts, drive renewals, and identify upsell/cross-sell opportunities to expand share of wallet.
Conduct regular business reviews and executive briefings to strengthen relationships and uncover new needs.
Mentorship & Team Enablement
Coach and onboard junior and mid-level AEs, share best practices, and contribute to sales training programs.
Collaborate with Sales Operations to refine processes, tools, and playbooks.
Cross-Functional Collaboration
Partner with Marketing on account-based campaigns and with Customer Success to ensure customer delight post-sale.
Relay market intelligence and competitive insights to Product and Strategy teams for roadmap prioritization.
Thought Leadership & Representation
Serve as a company spokesperson at industry events, webinars, and customer workshops.
Publish case studies or success stories to highlight customer ROI and drive brand credibility.
Experience: 5–8 years of B2B sales experience with a proven track record of exceeding ≥ $1 M+ annual bookings or equivalent quota.
Industry Expertise: Deep understanding of [your sector—e.g., SaaS, Manufacturing, Healthcare], enterprise buying processes, and key decision-maker personas.
Technical Skills:
Mastery of CRM systems (Salesforce, HubSpot) and sales-enablement platforms.
Strong financial acumen for ROI modeling and contract structuring.
Education: Bachelor’s degree in Business, Marketing, Engineering, or related field; MBA is a plus.
Executive Presence: Confident engaging C-level stakeholders and navigating complex organizational structures.
Consultative Selling: Expert at uncovering latent needs and positioning solutions to deliver measurable value.
Analytical Rigor: Leverages data to prioritize deals, forecast accurately, and optimize territory plans.
Negotiation & Influence: Skilled at securing favorable terms while maintaining strong customer relationships.
Leadership & Collaboration: Drives alignment across teams, fosters a culture of accountability, and elevates team performance.